Leo Burnett

Sales are the main stay for any business to stay viable and to grow. The #3 Universal Funnel Law assists you as you grow your business and helps you to work smarter not harder.

Universal Funnel Law #3 - Every business must have sales. A sales plan along with a sale model or process works to convert prospects into actual sales.

Leo Burnett, a pioneer American in advertising, said "Plan the sale when you plan the ad." His comments reinforce that your sales action plan must follow your marketing action plan. Universal Funnel Law #3 follows these wise words.

Sales plans need to start at the top with whom is responsible for pricing and profitability. Again, the importance of a strategic business plan once again is evident. Additional analysis may include some of the following questions:

What specific sales strategies will be available?

How will the sales efforts be supported?

What customer services will be available?

How are our sales goals set mutually within the company?

What communication strategies will ensure a quick response between the sales forces, customer service and the customers?

Are our sale staff, customer service staff and support staff trained and developed to implement any and all sales strategies?

Also, a good sales plan contains sales directed business objectives. These objectives center around the high performance of the Sales Department and should be reviewed quarterly.

During my 25 plus years in sales and management, one aspect within many sales action plans that is ignored is referrals from existing customers. Research suggests that up to 80% of all new sales are from referrals. Hence, sales plans must go beyond satisfied customers to loyal customers. HINT: Do you know that up to 68% of those customers who left you considered themselves to be satisfied?

An effective sales plan is another way to increase sales and ultimately double your business results because you are actually working smarter not harder to turn your prospects into loyal customers.

What other actions do you need to take to increase sales? Take this free sales skills assessments.

Did you know that loyal customers are worth their weight in gold? This free audit looks to how you can build customer loyalty

Leanne Hoagland-Smith, Chief Customer Officer, helps organizations through business training coaching services to return to the purpose of business that being building ravings fans while increasing productivity and profitability. With offices in Chicago, Indianapolis and colleagues nationwide, she can help you become the Red Jacket in the Sea of Gray Suits. Call 219.759.5601 to schedule a free business coaching consultation