How to Create a Sales Prospecting Action Plan

As a busy sales manager or salesperson, you have likely had little time to create a sales prospecting action plan. After all, getting out there and “selling already” is top priority, right?!

No salesperson wants to miss their quota, and they especially don’t want to get on their manager’s bad side. But what if a sales prospecting plan was the key to more effective selling?

We believe it is.

Create a Sales Prospecting Action Plan

Want to get the most out of your time spent prospecting? We recommend that sales teams create a prospecting action plan on a monthly basis and review it with management.

The Philosophy

A Prospecting Action Plan will help focus your salespeople’s prospecting activity and create a log of actions and impacts.

As a sales manager, you are able to review this plan and refine it. Over time, you’ll be able to compare the Prospecting Action Plans created by your sales team members against prospecting outcomes to see what works and what doesn’t.

As a salesperson, your plan will keep you fit and focused—helping you to prospect better, smarter, and more efficiently. It will keep you on track, and will show you where you might have gaps.

The most effective Prospecting Action Plans are drafted on a monthly basis by salespeople, reviewed by management, and then executed.

The Mechanics

Targeting: Create an Ideal Prospect List

The first step for any Prospecting Action Plan is defining the ideal target and creating an ideal prospect list. Ask your sales team the following questions:

  • Who are your best customers (not necessarily the biggest, but the best)?
  • Where did you find your best customers?
  • Is there an industry in which you have experience that might make it a good target industry?
  • What is your ideal company size?
  • Who at the organization is the decision-maker for your products and services?

Once you’ve identified your ideal targets, ask your sales team the following questions to get them thinking about ways to interact with prospects:

  • Who are your prospects’ customers?
  • Why do their clients buy from them?
  • What industry events (such as trade shows) do they attend?
  • What type of social functions are your clients most active in?
  • What books, magazines, and blogs do your prospects read?

Sales PlayBook Activity

As your salespeople respond to the above questions and begin building their prospect lists, have them track and record their responses in the Sales PlayBook.

List individual behaviors for success and set specific and measurable goals for each target.

Have sales team members post their Prospecting Action Plans in their Weekly Goals page to stay accountable.

Sales Prospecting Action Plan Goals

Below are examples of the types of goals you might have your salespeople include in their Prospecting Action Plan. Remember, these are just examples. Actual plans should contain less than 10 items to keep them meaningful and manageable.

  • Targets
  • Phone
  • Meetings
  • Referrals
  • Networking & Social Media
  • Other

Sample Prospecting Action Plan

Targeting and Follow-Up:

  • Follow-up with all prospects in my target list
  • Focus on our new product “Giant Rubber Band”
  • Schedule at least 4 face-to-face sales meetings
  • Qualify at least 20 prospects
  • Request at least 10 referrals from current customers
  • Spend Mondays and Fridays conducting research, participating in one-on-one and sales team meetings, updating account notes, planning meeting agendas, and developing DEAL documents. Spend Tuesdays through Thursdays making calls and running meetings.
  • Document at least 2 success stories
  • Attend at least 2 networking events and get at least 4 leads from them

Sales growth isn’t as tough as it seems after all! A little planning using the Prospecting Action Plan and your Sales PlayBook will help your sales team grow and take their efforts to the next level.

Free eBook: Sales Prospecting Action Plan

By | 2017-06-13T17:08:44+00:00 March 8th, 2016|Sales Leaders, Sales Success|10 Comments

About the Author:

Rebecca Smith is the Director of Marketing at Criteria for Success. She writes about sales, sales leadership, social selling best practices, time management, and anything related to helping others discover success. Be sure to say hi on Twitter @RebeckerSmith.


  1. Edward Jones Login May 23, 2017 at 9:55 pm - Reply

    Hey great post! I hope it’s ok that I shared it on my Twitter, if not, no problem just tell me and I’ll remove it. Regardless keep up the good work.

    • Rebecca Smith May 24, 2017 at 9:24 am - Reply

      Glad you enjoyed the post!

      Share away! And thank you for doing so!!!


  2. Regina July 27, 2017 at 2:24 pm - Reply

    Can you tell us more about this? I’d want to find out
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  4. Max September 4, 2017 at 2:03 am - Reply

    Very interesting and helpful, thanks for the post.

  5. September 14, 2017 at 8:14 am - Reply

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  6. Dimitris November 2, 2017 at 11:02 am - Reply

    Hello Rebecca,

    I really enjoyed your post and found it meaningful and constructive.

    I have one question for you. What do you thing is the best sales way/method to approach a multinational?

    Thanks in advance!

    • Rebecca Smith December 15, 2017 at 2:02 pm - Reply

      Thank you so much, Dimitris! And thanks for the question! Would you mind sharing a few more details so I can fully respond to it? Perhaps you could give me an example of the situation and end goal? If you’d prefer to continue to conversation outside of the comments portal, please feel free to drop me a line via email ( Thank you again!


  7. MOSES KIBURI WAINAINA November 23, 2017 at 7:57 am - Reply

    very informative to me as a sales manager

    • Rebecca Smith November 27, 2017 at 9:26 am - Reply

      So glad you found it helpful, Moses!

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