Things to Consider When Writing a Business Plan

A business plan may be something that managers and executives take for granted, as many times the leaders of a company will not update their plan unless there is something wrong with the current system.

Sales management teams need to have an evolving business plan that changes over time and adjusts to the market. There also need to be distinct things that are expected from each department, and there need to be specific guidlines that are outlined for managers and representatives.

The hiring process needs to be specifically outlined, and the managers need to figure out if they have the means to identify and bring on premium talent to the sales staff, according to Barrett Riddleberger, the chief executive officer (CEO) of Resolution Systems, Inc., a sales training and consulting firm.

Training the new hires needs to also be a prioritized system that is broken down in a business plan so that employees are on the same level, and familiar with the same setup.

“You have to be able to break down the training into individual roles and make them comprehensive to get the new employee up to speed as soon as possible,” said the executive. “The training also has to be on-going vs a one-time thing.”

Sales management teams then need to decide if they are over-burdening their representatives with non-sales processes. The executives at a company need to make sure that their’s is the most efficient system for getting salespeople what they need in terms of correspondence and support, according to Riddleberger.

There also needs to be a plan that designates the relationship between the sales department and the marketing team, noted the executive.

“A great marketing team can make the phones rings, but are they qualifying and identifying the right prospects for the sales team?” said Riddleberger. “The phone may ring, but it may be a bunch of lower-end, unqualified buyers on the other end of the phone.”

Managers need to have a keen eye when it comes to identifying inefficiencies. The problems may continue for years within an organization, and the wrong questions may be asked when trying to determine the best plan for representatives, according to the executive.

“Someone may come in and ask the question how can we make the sales reps better at their jobs, without presenting a specific idea,” noted Riddleberger. “They should be asking qualifying questions and how can we give them more time to spend on the phone selling instead of sitting in front of a computer doing data entry?”

A sales management team needs to figure out if their business plan has the right people doing the right jobs, as this problem could lead to a poor allocation of resources and potential overlaps that could cost the company money, noted the executive.

“Organizations need to re-think how they get jobs done and by whom,” said Riddleberger. “You’ve got to look at how people are inherently wired and move them into the roles that they are most suited for.”

A detailed and specific business plan can help to determine what individuals should occupy certain roles, but a significant amount of this type of decision-making needs to be made by the managers.

This is how there is traction within a company. Employees will be more excited about coming to work and will be more connected to their job if they feel like there is a solid plan and reason for everything that they are doing, according to Riddleberger.

While a business plan can change over time, and may be expanded to accommodate growth or contraction within a company or an industry, there needs to be an outline for any group of people. Organization helps employees at all levels understand their role within a larger picture, Inc.com reported.