How to Create a Sales Plan

Real achievement starts with a solid sales plan. A well‑crafted plan shows where you are, where you need to be, and the steps required to get there. Below you’ll find a step‑by‑step workbook, practical examples, and free templates you can download today.

What Is a Sales Plan?

A sales plan is a written roadmap that outlines how your business will increase revenue over a specific period. It typically includes:

• Clear sales and performance goals for the chosen timeframe.
• Strategic approaches to achieve those goals.
• Key activities, timelines, and responsibilities.

With a shared plan, every member of the sales force knows the big picture, aligns around common objectives, and executes the same tactics.

Core Elements of Any Sales Plan

• Sales Targets: Quantitative revenue or unit targets.
• Target Market: Ideal customer profiles and segmentation.
• SWOT Analysis: Strengths, Weaknesses, Opportunities, Threats.
• Strategy & Tactics: How you’ll reach prospects (e.g., outbound calls, email campaigns, inbound content).
• Budget & Resources: Required headcount, tools, and spend.
• Metrics & KPIs: Lead conversion rate, pipeline velocity, average deal size, etc.

Types of Sales Plans

Depending on your business need, you might use one (or more) of the following plans:

• 30‑60‑90 Day Plan: Onboarding roadmap for new reps or managers.
• Annual or Quarterly Plan: Long‑term revenue targets and strategic initiatives.
• Personal Sales Plan: Individual activity targets such as calls per day, email cadence, and meeting goals.
• Territory Sales Plan: Specific goals and tactics for a geographic or market segment.
• Sales Budget Plan: Forecasted expenses, expected ROI, and resource allocation.

Benefits of a Well‑Designed Sales Plan

• Synchronises the entire team around the same objectives.
• Provides clear direction, priorities, and timelines.
• Identifies skill gaps and resource needs.
• Enables real‑time tracking and course correction.
• Improves forecast accuracy and revenue predictability.

Step‑by‑Step Guide to Build Your Sales Plan

1. Define Concrete Goals

Use the SMART framework (Specific, Measurable, Achievable, Relevant, Time‑bound). Example:

• Increase Q3 revenue by 12% (from $1.2M to $1.34M).
• Generate 150 new qualified leads per month.

2. Conduct a SWOT Analysis

Gather input from sales, marketing, and product teams. Record findings in a simple table:

Strengths	Weaknesses
High win rate on enterprise deals	Limited coverage in SMB segment
Opportunities	Threats
Emerging market in APAC	New competitor launching a low‑price product

3. Choose the Right Sales Strategy

Match your goals with tactics such as:

• Account‑Based Marketing (ABM) for enterprise targets.
• Inbound lead nurturing for SMB prospects.
• Channel partner expansion for new regions.

4. Build the Action Plan

Break strategies into weekly activities. Use the template below to assign owners, deadlines, and metrics.

Week	Activity	Owner	Target KPI
1‑2	Refresh prospect list & segment	Sales Ops	200 qualified leads
3‑4	Launch outbound email sequence	AE Team	30% open rate
5‑6	Run ABM pilot with 5 accounts	Account Execs	2 meetings booked

5. Set the Budget & Resources

Calculate needed tools (CRM, sales‑enablement, data‑enrichment), staffing, and training costs. Include a simple ROI projection to justify spend.

6. Track, Review, & Iterate

Schedule weekly stand‑ups and monthly reviews. Compare actuals versus targets, and adjust tactics quickly.

Industry‑Specific Examples

SaaS Companies

Focus on ARR growth, churn reduction, and vertical expansion. Use a mix of inbound content and outbound demos. Include a churn‑mitigation sub‑plan.

Retail & E‑Commerce

Prioritise average order value (AOV) and repeat purchase rate. Implement upsell/cross‑sell bundles and seasonal promotions.

Professional Services

Target billable hours and project pipeline. Leverage case studies and referral programs to shorten sales cycles.

Free Sales Plan Templates

Download our ready‑made templates to jump‑start the process:

• Sales Conversion Strategy Pack – includes a complete sales plan worksheet, KPI tracker, and budgeting tool.
• Marketing Plan Template – align your marketing activities with sales objectives.
• Business Plan Template – integrate sales goals into your overall business strategy.

Quick‑Start Checklist

Task	Done?
Set SMART revenue targets
Complete SWOT analysis
Choose primary sales strategy (ABM, inbound, channel)
Map weekly activities & assign owners
Calculate budget & ROI
Implement tracking dashboard
Schedule weekly review meetings

Print this checklist, tick off each item, and watch your sales performance improve.

Next Step

Ready to boost your sales results with a proven framework? Get the Sales Conversion Strategy Pack now and start executing your winning sales plan today.