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    Sales Target Assurance Planning
    Sales Target Assurance Planning
    Sales Target Assurance Planning
    Ebook146 pages1 hour

    Sales Target Assurance Planning

    By Steve Hay and Alan McCarthy

    4.5/5

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    About this ebook

    This book provides a wealth of material to show salespeople how to continually and assuredly hit sales targets. It is based on a winning combination of practical experience and good research. For over 30 years across 40 countries plus 26 of the American states, the Resource Development Centre (RDC) has helped thousands of sales people to meet their sales target on a regular basis.
    The authors, Alan McCarthy and Steve Hay, describe how to use a proven combination of several key tools and techniques such as: the RDC Sales Target Assurance Matrix; Ansoff's grid for new business; the GOSPA model; and the RDC Planning Template. The way that the authors combine these various tools will give you the edge – and the ability to continually and consistently hit your sales target.
    Alan McCarthy is an award winning career salesman, selling at different times for Rank Xerox, Exxon, Dun and Bradstreet, US Lines and ICL. He has managed sales teams and personally sold into Financial Services, Logistics, Automotive, IT and Consultancy Sectors. Alan founded RDC in 1987 and began training, developing and consulting in sales related subjects: Relationship Selling; Negotiating; Target Account Management; and Sales Team Direction. He has conducted over 600 assignments internationally. Alan has a refreshingly realistic style of delivery and his wide range of training material is firmly based on experience to encourage the development of pragmatic skills. His unique style and experiences in competitive selling strategies for high value sales propositions has resulted in his clients winning hundreds of millions of dollars of business, in highly competitive arenas. Alan excels in his chosen profession and continues to deliver successful programmes to a wide variety of clients including Microsoft, Oracle, BT and Siemens plus a large number of smaller companies in a variety of industries.
    Steve Hay has been an associate of RDC since 1987. He is a commercially oriented Accountant with a proven record of success in risk management and across a variety of projects and roles in banking; governance; audit; and supply chain management. Steve has been successful in both the private and public sectors. His consultancy work in the UK and overseas has benefitted from his track record of driving value creation through continuous improvement and change management – dealing with cultural leadership, development and motivation of teams, and helping many senior managers to build successful careers.
    This book takes you through a sales planning system that will drive you and your sales team to regularly hit your targets. This is an internationally tried and tested process, with many current Blue Chip sales organisations applying it daily. All of the RDC clients using these techniques agree that they are easy to implement, efficient to review and effectively point to regular sales target achievements. The following is a selection of what people have said about the RDC Sales Target Assurance Planning techniques:
    "I would recommend the RDC process to anyone looking to manage sales people more effectively and improve sales revenue" – P.C. Datel.
    "I have used GOSPA with a sales and delivery team, as a result closure rate increased and a better use of resources occurred" – B.B. Microsoft.
    "Provides a common language for the sales organisation to communicate with and a framework within which we can operate" – M.O. Oracle.
    "A step by step approach to make sure nothing is left behind" – P.J. Oracle France.

    LanguageEnglish
    PublisherSteve Hay
    Release dateMay 11, 2012
    ISBN9781476027586
    Sales Target Assurance Planning
    Author

    Steve Hay

    Steve Hay and Alan McCarthy have collaborated in writing four books to date, based on the extensive training material of the Resource Development Centre (RDC). Alan founded RDC in 1987 and began training, developing and consulting in: Negotiating; Relationship Selling; Target Account Management; and Sales Team Direction. For the past 20 years Alan has focused on training, developing and coaching experienced negotiators and their executives. RDC has conducted over 600 assignments in 40 countries plus 26 of the American states. Steve Hay has been an associate of RDC since 1987. He began his career as a commercially oriented Accountant then developed a proven record of success in risk management and across a variety of projects and roles in banking; governance; audit; and supply chain management. Steve has been successful in both the private and public sectors. His consultancy work in the UK and overseas has benefitted from his track record of driving value creation through continuous improvement and change management – dealing with negotiation, outsourcing, cultural leadership, development and motivation of teams, and helping many senior managers to build successful careers. Our joint projects have mainly been in the following areas: ~ Negotiation Techniques ~ Finance for Sales Managers ~ Proposal Writing ~ Sales Management Audits These projects included negotiation workshops for sellers – and for buyers of specialised services such as Information Technology. We have provided training and development for Sales Managers; improving their skills and self-confidence in Finance and increasing their success in selling to people from a financial background. We have also provided specialist advice and development for Sales Managers in proposal writing; resulting in increased sales by building and communicating compelling business cases and presenting their real benefits to clients. Our consultancy projects included overall reviews of Sales Organisations; using the RDC Sales Audit Blueprint to verify and provide reassurance of best practice – and to highlight areas for improvement, helping to deliver change that assures success in meeting sales targets. Alan McCarthy has a refreshingly realistic style of delivery and his wide range of training material is firmly based on experience to encourage the development of pragmatic skills. His unique style and experiences in high-stake negotiations has resulted in his clie...

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      Book preview

      Sales Target Assurance Planning - Steve Hay

      Sales Target Assurance Planning

      By Alan McCarthy and Steve Hay

      Copyright 2012 The Resource Development Centre

      Smashwords Edition

      First Edition May 2012

      Second (Revised) Edition Jul 2014

      This book is available in print at most online retailers

      ISBN: 9781476027586

      License Notes

      This ebook is licensed for your personal enjoyment only. This ebook may not be re-sold or given away to other people. If you would like to share this ebook with another person, please purchase an additional copy for each recipient. If you’re reading this ebook and did not purchase it, or it was not purchased for your use only, then please return it to Smashwords.com and purchase your own copy. Thank you for respecting the hard work of the authors.

      ***~~~***

      Sales Target Assurance Planning

      Table of Contents

      Introduction and Welcome to this Module

      Overview of the RDC Sales Target Assurance Model

      The RDC Sales Target Assurance Matrix

      The Sales Target

      Contracted and Assured

      - Year to Date Sales

      - Contracts to be Delivered

      - Run Rate Business

      Contracted but in Jeopardy

      - Revenue Recognition

      - Uncertain Volumes

      - Uncertain Prices

      New Business Identified

      - Ansoff’s Grid for New Business

      - To Apply Ansoff in Practice

      - The Reverse Ansoff

      Categories of Sales for the Ansoff-Adjustment

      Sales Target Assurance Matrix – a Live Example

      Completing the Matrix

      New Business not yet Identified (the Gap)

      To Close the Gap

      The Overall Picture

      To Prioritise Goals

      From Goal Orientation to Priority

      GOSPA

      - Goals, Objectives, Strategies, Plans, Actions

      Objective Measurement of Goals

      The RDC Planning Template

      How to use the Template

      Key Strategies for Achieving the Objectives

      Three Dimensions of Strategy

      - The Ansoff Dimension

      - The Introspective Dimension

      - The Relationship Dimension

      Barriers and Enablers

      Describing your Strategy using 'Key Verbs'

      Applying Strategies to Goals

      The Deming Cycle

      The Strategic Management Cycle for Sales

      The Tactical Management Cycle for Sales

      Porter’s Five Forces Model

      Risk Management Strategies

      Strategies - Using the RDC Planning Template

      Setting Priorities for Strategies

      Communication of Strategies

      The Planning Process

      The Review Process

      Overall Conclusion

      About the Authors

      Alan McCarthy

      Steve Hay

      Other Titles by Alan McCarthy and Steve Hay

      ***~~~***

      Sales Target Assurance Planning

      Introduction and Welcome to this Module

      Welcome to our module on Sales Target Assurance Planning. The Resource Development Centre (RDC) was founded by Alan McCarthy in 1987 and for 25 years across 40 countries plus 26 of the American states, RDC has been helping thousands of sales people to meet their sales targets on a regular basis.

      In this material we're going to show you how to achieve your sales targets continually and assuredly. We're going to use the RDC Sales Target Assurance Matrix. We'll also apply Ansoff’s grid for new business. We’ll show you the GOSPA model – and the RDC Planning Template. Together, these form a professional sales planning system which has matured into an internationally tried and tested process with many Blue Chip sales organisations applying it daily. All of the RDC clients using these techniques agree that they are easy to implement, efficient to review and effectively point the way to regular sales target achievements. The way that RDC combines these various tools will give you the edge – and the ability to continually and consistently hit your sales target.

      The RDC Sales Target Assurance Model

      As with every sales activity, we must start by identifying the monetary value of the sales target. In many organisations, this is the target agreed for the forthcoming financial year, but it may be expressed as a quarterly target or even a monthly figure for some types of sales activities. Other organisations identify their sales targets on a longer timescale, such as for major building and engineering projects. The RDC approach has been proven to work across all these different planning horizons by our clients who operate in a wide variety of sectors and in various regions of the world. The examples we use in this material will assume that an annual sales target has been agreed. The RDC sales target assurance model is equally successful when applied to the organisation as a whole, or when implemented one division at a time – or one team or product at a time. Many of our clients have implemented the RDC approach in one trial area, often to a particular customer segment, to prove its benefits and then have rapidly rolled it out to all their sales divisions.

      To begin using the sales target assurance model, we first identify the overall value of the sales target. We need to express this as the value of sales in the most appropriate currency for your business. For this example we’ll use dollars. We’ll represent the monetary value of the sales target as the following bag of cash that we place on the left hand side of a set of scales:

      tmp_469d0c542557e77848cf47d8968517c0_LrBgEx_html_m5e48a96a.png

      This is the start of the sales cycle. All the hard work we now put in as professional sales people will be aimed at generating and closing the actual sales that will eventually hit or exceed this target. We can look forward to seeing our various categories of real sales going onto the right hand side of the scales – and we can visualise the balance gradually swinging our way each month and each quarter until the annual target is achieved. But first of all we have to plan in an objective and quantified way how we are going to make that vision become a reality. On the right hand side of the scales, we will gradually stack up the four different categories of business we believe we will win, with varying levels of confidence, as will be explained shortly.

      Contracted and Assured:

      The first category is the business we have a very high level of confidence in winning. We believe it is a stone cold certainty. We call this Contracted and Assured – we'll go into more detail about what constitutes this category in the next chapter. For now, we can represent the value of sales that we are highly confident of winning as a green bag labelled Contracted and Assured. Let’s place this green bag on the right hand side of our scales as follows:

      tmp_469d0c542557e77848cf47d8968517c0_LrBgEx_html_mbca38dd.png

      Contracted but in Jeopardy:

      Then we take each component of what appears to be a stone cold certainty and we assess if there are any elements of these deals and contracts that we should consider to be at risk – and try to determine the degree of risk in each case. We all know that even contracts we think are in the bag are in jeopardy of falling out of the bag at the last minute before we actually get our hands on the cash. If we are dispassionately objective about the potential business risks that go with each contract, we have to admit

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