Here are some thoughts on how a demand creation (marketing) plan can be tied to what sales need to see and hear. With some inspiration from luminaries like Steve Jobs......
Follow your GUT...there is no one way to do this but here are a few suggestions!
Ask for a meeting with the CEO & VP of Sales. and present him/her with an "operating strategy" proposal in form of a ppt presentation. If the CEO agrees with your strategy, ask him to present your proposal formally to the entire management team. The proposal could consist of:
a. Get inputs from the sales plan
i. Present sales numbers
ii. Present customers
iii. Future customers (target sectors)
iv. Strengths and weaknesses in current sales force
v. Corrective actions to be taken to assure success of your program
vi. Sales budget for next year
vii. Sales projections for next year
b. Work on a Business & Marketing Development Plan that includes
i. What we need
ii. How much it will cost
iii. What resources do we need
iv. Where to locate those resources
v. Communications Strategy or Plan
c. Present a plan that includes the following and also promise regular communications
i. Presentation in the form of slides (ppt)
ii Put together some highlights - interesting leads
- potential wins through this media
- challenges to the use of this data
iii Some takeaways from this - clear next steps on how to proceed, buy-ins & feedback
d. Every end of the month, call a general sales/marketing meeting to impart an action plan for followup to the troops in the field and at headquarters.
e. Put in place a sales monitoring/tracking mechanism for monthly CEO staff meeting review. This will be in the form of dashboards/reports for various stakeholders as to what they would like to see in their reports (views).
Refer my Blog - http://www.tiny9.com/u/measure_success
Hope some of these ideas appeal to folks and are easily implementable. Any comments/suggestions are welcome.
Follow your GUT...there is no one way to do this but here are a few suggestions!
Ask for a meeting with the CEO & VP of Sales. and present him/her with an "operating strategy" proposal in form of a ppt presentation. If the CEO agrees with your strategy, ask him to present your proposal formally to the entire management team. The proposal could consist of:
a. Get inputs from the sales plan
i. Present sales numbers
ii. Present customers
iii. Future customers (target sectors)
iv. Strengths and weaknesses in current sales force
v. Corrective actions to be taken to assure success of your program
vi. Sales budget for next year
vii. Sales projections for next year
b. Work on a Business & Marketing Development Plan that includes
i. What we need
ii. How much it will cost
iii. What resources do we need
iv. Where to locate those resources
v. Communications Strategy or Plan
c. Present a plan that includes the following and also promise regular communications
i. Presentation in the form of slides (ppt)
ii Put together some highlights - interesting leads
- potential wins through this media
- challenges to the use of this data
iii Some takeaways from this - clear next steps on how to proceed, buy-ins & feedback
d. Every end of the month, call a general sales/marketing meeting to impart an action plan for followup to the troops in the field and at headquarters.
e. Put in place a sales monitoring/tracking mechanism for monthly CEO staff meeting review. This will be in the form of dashboards/reports for various stakeholders as to what they would like to see in their reports (views).
Refer my Blog - http://www.tiny9.com/u/measure_success
Hope some of these ideas appeal to folks and are easily implementable. Any comments/suggestions are welcome.
