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Include the following four strategies in your sales plan. Remember, these strategies are all designed to capture new customers and new market share. Important note: The strategies are numbered and the tactics are italicized.

1. Exceed my quota.
• Send no less than 50 letters of introduction to new prospects each week.

• Make no less than 50 cold calls of introduction to new prospects each week.

• Make no less than 20 face-to-face contacts with new prospects each week.

• Create no less than 10 proposals each week.

• Make no less than five presentations each week.

Important note: Your numbers will, of course, vary. What’s important here is that you calculate exactly how many contacts you’ll need to make in order to achieve your sales quota.

2. Increase awareness in the marketplace of my products, services and solutions.
• Join and participate in no less than three professional associations and organizations that my best prospects and customers belong to.
• Attend any and all trade shows and conventions that my best prospects and customers attend.

• Purchase the mailing list of these associations and organizations and send either a postcard or a letter of introduction.

• On a regular basis, contribute articles and white papers that address the interests and concerns of this population.

3. Increase awareness in the community of my products, services and solutions.
• Attend all Chamber of Commerce networking events.

• Volunteer to speak at no less than 12 various organizations in my territory that have an interest in my product, service and solutions.

• Volunteer my time at three nonprofit organizations.

• Join and participate in no less than three networking groups.

4. Obtain referrals from all my new customers.
• Within 30 days of delivering my product, service or solution, I will ask each of my new customers for at least three names and phone numbers of someone they personally know who may have a use for my products, services and solutions.

The Time Is Now
The final part of your sales plan must detail the timeline for implementation of each of the tactics in your sales plan. It’s best to show a week-to-week schedule.

Once you’ve created your sales plan, don’t file it away! Keep it handy and revisit it and revise it on a regular basis. Stay on track with your plan, and you’ll stay on quota.

Tony Parinello is the author of the bestselling book bearing the name of his sales training program, Getting to VITO, the Very Important Top Officer and 10 Steps to VITO’s Office.

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