1. Manage Target Customers.

Identify all the customers your company deals with

Evaluate customer potential by various indicators, such as market size, sector, location,
customer behavior

Identify the biggest customers that give you economies of scale

Identify the target customers (those buyers that make the greatest sales for your
company)

Check if the biggest customers can be the target customers

Understand what features and benefits of your products/services attract the target
customers

Focus your sales activity on the most attractive features and benefits

Have a clear contact strategy that specifies ways of communicating with prospective
customers

Develop a plan of promotional events including presentations, demonstrations, meetings,

conferences, follow-up calls

Review your current sales plan and judge how much sales you can grow with the target
customers

Make a list of sales-related expectations you want to reach in the nearest future

Think what improvements can be applied to your sales plan

Hold meetings and discussions with sales personnel to explain them sales-related
expectations and plans

Increase employee commitment to sales targets through training

2. Focus on Top Performers.

Observe activities and performance of salespeople

Identify the best employees who do their jobs at the highest performance level

Document their behaviors that can be transferred to others

Synthesize company best practices with the top performance behaviors to produce a
performance improvement plan

Design a staff training program that intends to instruct salespeople in best practices of
sales follow-up and execution

Think who may perform the trainer role in your company

Consider hiring external trainers

Review and update the sales management process

Be sure sales employees are well motivated and there is a stimulating compensation plan

Eliminate self-limiting beliefs and hidden weaknesses

Ensure full commitment of sales staff to sales execution at all levels of your organization

Design a sales development model (see the next step below)

3. Implement Sales Development Model.

Understand the market needs

Identify target customers

Make a list of prospective customers

Plan sector-specific mailings

Establish initial contact with prospects

Convert replies into meetings

Hold a sales presentation

Make a sales proposal

Negotiate the deal

Follow up and confirm the deal

4. Measure Return on Investment.

Monitor and analyze the status of your sales development model on a daily basis

Use special KPIs (e.g. \"Increase in Sales\", \"Number of New Customers

Attracted\", \"Revenue Gained\", etc.) to determine the effectiveness and performance of
sales activity

Get reports from your personnel to track any sales-related issues early

Calculate ROI (Return on Investment) of sales activity.....