The Business Development Process provides tools that will help your sales people develop account and new opportunity plans for your company's largest and most important customers. These are the accounts that your competitors are trying to win.

Sales Planning is a proactive process that will improve your sales teams' understanding of their customer's business problems, increase their share of addressable revenue, and improve their chance to win new business.

BUSINESS DEVELOPMENT PLANNING LEVELS

• Business Plan - A planning process and coaching tool that helps all members of the sales team develop attainable performance improvement goals, identify sources and amounts of existing and new business, and increase their chance for success.

• Account Plan - A planning process used to develop plans and strategies to win new accounts, increase revenue in existing accounts, and load the funnel with qualified, winable business.

• Strategic Sales Plan - A strategic planning process used to develop "value-based" solution driven sales plans and strategies designed to shorten the sales cycle and increase the chance to win new business.

• Sales Call Plan - A process used to reduce the number of sales calls required to qualify and close business. Sales call planning will increase the effectiveness for meetings with senior executives and high-level decision makers.

• Executive Plan - A process used to improve the relationship that you have with your customer's senior executives and decision makers.

BUSINESS DEVELOPMENT PLANNING PROCESS COMPONENTS