SALES COACHING

Overview

This plan is a toolkit for sales teams to pinpoint their ideal customer base, sharpen their approach to prospect qualification, polish their sales interactions, and clearly define their income goals.

PART 1

Ideal Customer Blueprint | PCB

Definition

Outline de characteristics of your prime customers, those you aim to convert into loyal clients.

Importance

Identifying who to engage is as crucial as identifying who to avoid. Incorrect targeting leads to wasted effort and missed opportunities.

Area	Industry	Organization Size	Revenue	Business Model	Buying Motivations	Purchasing Power	Decision-Making Process	Engagement Channels
[Enter Area]	[Enter Industry]	[Enter Size]	[Enter Revenue]	[Enter Model]	[Enter Motivations]	[Enter Power]	[Enter Process]	[Enter Channels]
[Enter Area]	[Enter Industry]	[Enter Size]	[Enter Revenue]	[Enter Model]	[Enter Motivations]	[Enter Power]	[Enter Process]	[Enter Channels]

Example

Area	Industry	Organization Size	Revenue	Business Model	Buying Motivations	Purchasing Power	Decision-making Process	Engagement Channels
North America🌎	Healthcare 🩺	200 - 500 employees 🥼	$50M-$100M 💰	Service Provision 🧑🏼‍⚕️	Efficiency, Compliance 👨🏻‍💻	High 🔝	Committee, Quarterly Reviews ✅	LinkedIn, Industry Conferences

PART 2

Decision-Maker Identification

Explanation

Understand the individuals who make purchasing decisions related to your products or services.

Consequence

Armed with this knowledge, your sales team can customize pitches, craft personalized presentations, and prioritize the right contacts to accelerate sales.

Decision-Maker Chart

Position	Role	Key Metrics	Targets & Aims	Challenges	Advantages	Messaging
[Enter Position]	[Enter Role]	[Enter Metrics]	[Enter Targets/Aims]	[Enter Challenges]	[Enter Advantages]	[Enter Messaging]

Example

Position	Role	Key Metrics	Targets & Aims	Challenges	Advantages	Messaging
Chief Marketing Officer 📊	Brand Growth & Market Share 📃	Conversion Rates, CAC 📈	Expand online presence 📌	Adapting to market trends 📒	High influence on brand direction 💡	Innovative, brand-aligned 📩

PART 3

Sales Process Guide

Purpose

Map out the predictable steps your sales team will take from the first meeting to sealing the deal.

Benefit

Adhering to a process increases the likelihood of winning deals by interacting with the right people at the right time and predicting outcomes more accurately.

Sales Process Steps

📞

INITIAL CONTACT

Write here

📒

EVALUATION

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📑

NEGOTIATION

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🖋️

CLOSING

Write here

Example

📞

INITIAL CONTACT

Engage with the lead through their preferred channel to introduce your company and its solutions. This step should capture their interest and lay the groundwork for a relationship.

📒

EVALUATION

Assess the lead’s needs, budget, and decision-making process. This stage involves active listening to tailor your pitch to their specific pain points and goals.

📑

NEGOTIATION

Discuss terms, prices, and packages. Offer value, address objections, and negotiate terms that align with the client’s expectations and your business objectives.

🖋️

CLOSING

Finalize the deal with a signed contract or purchase agreement. Ensure that the client is clear about the product/service delivery schedule, payment terms, and any follow-up support.

PART 4

Prospect Interaction Framework

Goal

Use this framework to navigate conversations with potential clients, adapting to their needs and the sales stage they're in.

Advantage

Start by pinpointing the standard problems your service solves, then develop the dialogue tracks your team will use.

Interaction Structure

Buyer Issues	Understanding	Offered Solutions	Anticipated Outcomes
[Enter Issues]	[Enter Understanding]	[Enter Solutions]	[Enter Outcomes]

Example

Buyer Issues	Understanding	Offered Solutions	Anticipated Outcomes
Limited Online Engagement 🌐	Insight into digital marketing 🖥️	SEO & Social Media Strategy 👨🏼‍💻	Increased web traffic and customer engagement 🫱🏻‍🫲🏽

Remember

💡

Adaptability and responsiveness to new information are key in sales. Regularly review and adjust your sales strategy to stay competitive.

PART 5

Revenue Goal Setting

Goal

Set quantifiable and attainable revenue targets that align with your business objectives and market opportunities.

Strategy

Quarterly Targets	Annual Goals	Key Performance Metrics	Strategies for Achievement
[Enter Quarterly Targets]	[Enter Annual Goals]	[Enter Metrics]	[Enter Strategies ]

Example

Quarterly Targets	Annual Goals	Key Performance Metrics	Strategies for Achievement
Increase MRR by 10% 📈	Hit $1M in ARR 💰	Lead Conversion Rate, Customer LTV 📍	Upselling, Customer Retention Programs 🗂️

Remember

💡

A successful sales strategy is dynamic and data-driven. Regularly evaluate your goals and tactics to ensure they align with market trends and business growth.

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