Dealer Sales Plan

A dealer sales plan sets the goals for the business and the terms for the distributorship. A dealer sales plan helps to achieve those mutual goals. It breaks down business goals to establish a detailed plan of action. A dealer sales plan is more than a collection of sales goals and shallow steps. When done right, it’s the path to a well-oiled sales machine that generates revenue.

How do you create a Dealer Sales plan?

A sales plan will help you to:

• Define a set of sales targets for your business;
• Choose sales approaches that are suited to your target market;
• Identify sales tactics for your sales team;
• Activate, motivate and focus your sales team;
• Budget and clarify steps you'll take to achieve your targets;
• Review your goals periodically and improve your approaches to sales.

A dealer sales plan sits within, or alongside, a marketing plan to direct the efforts of your distributor network.

The most important pieces of information are:

1. Your goals
Setting smart goals for you and your team is an essential part of creating a sales plan. I believe the biggest mistake you can make when setting goals is solely focusing on numbers.
Smart sales goals should be actively focused on. If it helps, use goal-setting and planning frameworks such as SMART (Specific, Measurable, Achievable, Relevant, Time-bound). Create goals that stretch your capabilities, but that seems doable based on your new strategy.

2. Your SWOT analysis
SWOT — short for Strengths, Weaknesses, Opportunities, and Threats — is one of the best frameworks for analyzing your sales team’s strengths, weaknesses, opportunities, and strengths. It helps you to build a bulletproof wall around your plan.
You’ll be able to address what you’re lacking, the areas that need improvement, identify your USP (Unique Selling Point), come up with Value-Based Selling, and your most vital points and how you can exploit them to your advantage.

3. Your dealership strategy
Your sales strategy should be documented to help position your products and services to differentiate your solution from competitors.
A good strategy will help you address your customers’ needs in every stage of your sales plan. For better sales, you can balance inbound and outbound sales strategies for even higher sales.

4. Your tactics
Be aware, though, it’s not just a wish list or a collection of ideas. Your sales plan should be based on actual field data and only use benchmarks and quantities that are measurable. Be clear. Be specific. Be actionable.

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