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¶ … Sales Plan for a Business Development Specialist
Day Plan
Define monthly goals for discovery calls, product demonstrations and cold calls and include in Salesforce.com for tracking and review.
Meet with each Senior Sales Manager and determine their 30, 60 and 90 days objective, their yearly quota, and their expectations of what a Business Development Specialist assists them with.
Meet with the VP of Marketing and discuss the role of Business Development Specialist to see how best my role and their department can work together. Goals of this meeting are to also discuss how best to use collateral and other marketing materials throughout the sales process, and to see which marketing meetings that Business Development Specialists need to be involved in.
Meet with product marketing and product management to gain insights into products and services, and understand their competitive positioning in the market.
Create sales support plans for each Senior Sales Manager as a result of activities during the month and define a project plan for each. It is anticipated each Senior Sales Manager will have significantly different needs and will need completely different support strategies as a result.
6. Initiate sales lead nurturing program using a marketing automation system such as Eloqua or Marketo.
60 Pay Plan
1. Track sales cycles for each Senior Sales Manager and determine the best use of collaterals, product demonstrations and additional sales support is needed to close the sales.
2. Create an expanded customer success story campaign with marketing showcasing recent customer wins and using the quotes from satisfied accounts to attract new prospects and gain the trust of those in sales cycles.
3. Initiate a series of webinars held once a month to promote the recent customer success wins, collaborating with marketing, and use these events to drive more sales leads.
4. Close top 20% of potential opportunities using the combination of collaterals, product demonstrations and customer references.
90 Day Plan
1. Close the top 35% of all opportunities in the pipeline for the quarter by through the coordinated use of marketing collaterals, product demonstrations and extensive use of success stories.
2. Define a pipeline analysis strategy for bringing Senior Sales Managers into closing deals that are near making a decision using advanced analytics from Salesforce.com.
3. Continue pursuing all sources of leads and qualifying them to drive up total pipeline opportunities by 25% for the quarter.
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