A Prospecting Action Plan helps focus salespeople’s prospecting activities. Additionally, it creates a log of actions and impacts.
While these plans are great for month-to-month use, they also assist in long-term analysis as well.
Over time, sales managers will be able to compare the Prospecting Action Plans created by their sales team against outcomes to see what works and what doesn’t. Then, leadership can pivot prospecting strategies to focus on activities that were actually producing qualified opportunities.
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 could improve.
Below are examples 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.
Networking & Social Media
Sample Prospecting Action Plan
Need help getting started? Check out our sample plan below:
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
Prospecting doesn't have to be painful. All it takes is some planning and documentation. And before you know it, your sales team will be generating opportunities more than ever before.
Want to more insights? Check out our video on how to create a sales Prospecting Action Plan!
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