This document provides guidance on annual sales planning for salespeople. It stresses the importance of understanding one's role, goals, and key metrics. Salespeople are advised to know themselves by understanding their responsibilities and why they sell. They should also define their territories and sales funnel in terms of leads, interested prospects, and orders over time. Quarterly targets should be set at each stage of the funnel. A salesperson's daily activities and minimum contacts are important to define. Finally, salespeople should establish an annual business development budget to guide their planning and incentives. The overall message is that understanding one's role and having clarity on goals and metrics is essential to success.

1. Annual Sales Planning
If you Fail to Plan, you Plan to Fail.
www.consult4sales.com 1

2. Start your Annual Sales
Planning with a 5W1H
clarity with sales team.
www.consult4sales.com 2

3. Who is a Salesperson?
Know Yourself First
www.consult4sales.com 3

4. Who are you?
1. Postman
2. Salesman
3. Foot Soldier of your company
4. Brand Ambassador
5. Watchman of your company
6. Assistant Buyer to Customer
www.consult4sales.com 4

5. What does a Salesperson do?
Know Yourself Karmas
www.consult4sales.com 5

6. What are your Karmas?
1. Convince Customers.
2. Educate Customers.
3. Counsel Customers.
4. Sell to Customers.
5. Help Customers.
www.consult4sales.com 6

7. Why does a Salesperson Sell?
Know Your Profession
www.consult4sales.com 7

8. Why do you Sell?
1. You want to earn your salary and run your family.
2. You want to save your job and livelihood.
3. You want to please your boss and get promotion.
4.You want to help your
customers solve a pain / risk
/challenge by using your
products and services.
www.consult4sales.com 8

9. Where does a Salesperson Sell?
Know Yourself Karma bhoomi!
www.consult4sales.com 9

10. What is your Karma Bhoomi?
1. How many Route Maps are you working in?
2. What is the number of prospects in each Route?
3. What is the average ticket size of each prospect?
4. What is the total potential in each Route?
5. How much of the potential are you selling on each Route?
6. What is the unrealized potential of each route?
www.consult4sales.com 10

11. www.consult4sales.com 11
Route
No
Guesstimate
no of
prospects
Avg Ticket
Size per
prospect
Total
Value
Current sale
/ month
%age
Market
Penetration
%age
market to
be
covered
Guesstima
te target of
the Route
Number Number INR INR INR INR INR INR

12. When does a Salesperson Sell?
Total clarity on Goal Setting and Target Setting
www.consult4sales.com 12

13. The Sales Funnel Approach
www.consult4sales.com 13
Sales Funnel
Stage
Qtr1 Qtr2 Qtr3 Qtr4
Top of Funnel
(TOFU)
Middle of
Funnel (MOFU)
Bottom of
Funnel (BOFU)

14. How do you Sell?
Know Yourself Sales Process very well!
www.consult4sales.com 14

15. What is your Selling Process?
www.consult4sales.com 15

16. Master your 5W1H
Who? What? Why? Where? When? How?
www.consult4sales.com 16

17. Annual Sales Target Setting.
Total clarity on goals and targets.
www.consult4sales.com 17

18. Silo Level Clarity
www.consult4sales.com 18
TOFU = Leads
MOFU = Interested
Negotiation
BOFU = Orders
Silo Qtr1 Qtr2 Qtr3 Qtr4 Total
Silo 1 TOFU=
MOFU=
BOFU=
TOFU=
MOFU=
BOFU=
TOFU=
MOFU=
BOFU=
TOFU=
MOFU=
BOFU=
TOFU=
MOFU=
BOFU=
Silo 2 TOFU=
MOFU=
BOFU=
TOFU=
MOFU=
BOFU=
TOFU=
MOFU=
BOFU=
TOFU=
MOFU=
BOFU=
TOFU=
MOFU=
BOFU=
Silo 3 TOFU=
MOFU=
BOFU=
TOFU=
MOFU=
BOFU=
TOFU=
MOFU=
BOFU=
TOFU=
MOFU=
BOFU=
TOFU=
MOFU=
BOFU=
Silo 4 TOFU=
MOFU=
BOFU=
TOFU=
MOFU=
BOFU=
TOFU=
MOFU=
BOFU=
TOFU=
MOFU=
BOFU=
TOFU=
MOFU=
BOFU=
Total

19. Quarterly Journey must be Measured
www.consult4sales.com 19
TOFU = Leads
MOFU = Interested
Negotiation
BOFU = Orders
If Journey is good
Destination will be good!

20. Define the Least Count.
The salesperson should be clear with his D.I.L.O. for a typical day.
www.consult4sales.com 20

21. What is the Salesperson’s DILO?
Before 10
AM
10 am –
12 noon
1 pm – 3
PM
3 pm – 6
PM
6 – 8 PM
www.consult4sales.com 21

22. What metrics will qualify a day for the
salesperson?
• Direct Selling – Min No of Contacts(New) /day
• Channel of Distribution – Rotation time of capital employed
by channel partner
• You Tube Marketing – Watch Time Hrs
www.consult4sales.com 22

23. Close the Week!
• Announce 25th of the month as cut off day for the month
• Conduct weekend closing every Saturday
• Award and Incentives to be credited every Saturday
• Every week should be treated as a new opportunity to win
www.consult4sales.com 23

24. Annual BD Budget.
Any plan starts with budgeting!
www.consult4sales.com 24

25. Annual Business Dev. Budget
www.consult4sales.com 25
S.No Head Qtr1 Qtr2 Qtr3 Qtr4 Total
1 Salary
2 R&R
3 Incentives
4 Awards
Total
Compensation
5 Schemes for
customers
6 Schemes for
Trade, if any
7 Below the Line
8 Above the Line
Total
Marketing exp

26. Summarising
1. Know your Sales Function
2. Know your numbers
3. Know the metrics which will drive results
4. Know your budget
Play to Win!
www.consult4sales.com 26