One Page Operational Sales Plan-Example
Executing sales strategy
The company sales strategy describes the elements of the overall business strategy fow which the Chief Sales Officer is responsible. The operational sales plan defines how sales strategy will be executed.
DELTA T-Selling: One page operational sales plan
One of the key TQM methodologies is to compile all elements of process leadership (process performance, process improvement projects and breakthrough (HOSHIN) projects into a one page summary.
DELTA T-Selling takes this approach further by focusing the operational plan on the constraints in the sales system.
Format of "one page operational plans": the sales management team's operational project plan
You build a one page operational plan Just like other project plans (for example PERT plans) starting with your sales goal on the right and then building the plan backwards to the actions required to each the goal on the very left. (see picture on this page).
Thus, backwards from the goal you define the following elements of your operational plan:
1) The critical success factors for reaching your goal,
2) The necessary conditions for achieving your critical success factors. These are the performance goals of those processes which need to contribute to achieving the critical success factors.
3) The obstacles (or "constraints") which block you from reaching these performance goals. (Find more about the "constraint approach" in operational planning in Bill Dettmer's book "The Logical Thinking Process")
4) The commitments to be achieved by the owners of the processes in order to drive these to the performance levels required.