Cómo hacer un Plan de Ventas en 3 Pasos

Summary

In this video, Gerardo Rodríguez, creator of the top sales podcast in Latin America, explains the three essential elements for creating a solid sales plan. He emphasizes analyzing past sales, setting ambitious yet realistic growth targets (minimum 10% annually), and focusing on key performance indicators (KPIs). Rodríguez also highlights the importance of measuring both outputs (results) and inputs (activities) such as cold calls, product demos, and webinars. He concludes by advising businesses to equip their teams with the tools and knowledge necessary for success, like a CRM system, to achieve their sales goals.

Takeaways

• 📝 Sales plans are often lacking or nonexistent in small businesses, which can lead to inconsistent results.
• 📊 The first step to building a sales plan is to analyze your previous sales history, focusing not just on the revenue but on the activities that generated it.
• 📞 Key activities, like sales demos, prospecting visits, cold calls, and follow-ups, are critical drivers of sales and should be measured.
• 📈 To ensure business growth, aim for at least a 10% increase in sales annually to keep up with inflation and maintain purchasing power.
• 🔍 Your sales goal should balance ambition with realism to drive change without becoming unattainable.
• 💼 Using a CRM (Customer Relationship Management) system is essential for tracking sales activities and improving your plan execution.
• ⚖️ There are two types of sales metrics: input metrics (activities like calls and visits) and output metrics (results like total sales). Both are essential for a well-rounded sales plan.
• 📈 Focusing solely on output metrics (like total sales) without tracking input metrics (like activities) limits your ability to adjust and improve performance.
• 🚀 A strong sales plan should outline specific daily or weekly activities, like the number of calls or demos, ensuring the goals are achievable through consistent actions.
• 👨‍🏫 Ensure your sales team has the necessary skills, time, and tools to execute the plan. Their preparedness is key to reaching your sales targets.

Q & A

What is the main goal of the video?

The main goal of the video is to explain three key things needed to create an effective sales plan, especially for small businesses that may not have one.

What is the first step Gerardo mentions for creating a sales plan?

The first step is to analyze your past sales performance. If you have historical data, you should examine what actions led to the results in the previous sales period.

Why does Gerardo emphasize measuring activities instead of just results?

Gerardo emphasizes that results are outcomes of specific activities, such as sales calls or product demonstrations. By focusing on these activities (inputs), you can better control and predict your sales performance.

How much annual growth does Gerardo suggest for a business?

Gerardo suggests that a business should aim for at least a 10% annual growth to stay ahead of inflation and maintain purchasing power.

What does Gerardo say about setting sales targets that are too low?

Gerardo advises ignoring company-set goals if they are less than 10% growth, as they won’t help the business maintain or improve its financial position.

What is a CRM, and why is it important for a sales plan?

A CRM (Customer Relationship Management) system is a tool used to manage customer interactions and sales processes. Gerardo mentions it as an essential element for organizing and executing a sales plan effectively.

What is the difference between 'inputs' and 'outputs' in sales metrics according to Gerardo?

Inputs are the activities that lead to sales, such as calls, visits, or product demos, while outputs are the actual sales results. Gerardo argues that focusing on inputs allows businesses to adjust their actions before the sales period ends.

What examples of 'inputs' does Gerardo provide?

Gerardo provides examples such as cold calls, first-time visits, product demonstrations, and follow-up calls, all of which are activities that lead to sales.

Why does Gerardo recommend having aggressive yet realistic sales goals?

Gerardo recommends having sales goals that are ambitious enough to push the team to improve, but also realistic enough to be achievable. This balance motivates change without discouraging the team.

What final advice does Gerardo give to sales managers and directors?

He advises sales managers to ensure that their teams have the right knowledge, time, skills, and tools to carry out the necessary sales activities, which will help them meet their targets.