Hi Iahmadijan,
The sales plan is unique to the company, as it not only depends on the types of selling is done by each company, which in turn depends not on the industry but is also dependent on the company positioning and the sales structure/people.
The implementation of the sales plan is dependent on the top management as sales people are notorious to fall back to their own ways of working since they are the most difficult to monitor and their results are to a great factor depends outside their control.
This plan should be the framework of all the objectives that the sales team wants to achieve in the long term and short term.
The procedures through which it wants to achieve them. the process that needs to be followed.
for example
1. Creation of the data base
2. Segregation of the prospects from suspects. Parameters through which you would segregate objectively
3. Number of calls required to close the deals or call off the deals
4. In case of relationship business understanding the frequency of calling based on relationship levels (objectively)
5. Methodology used to in sales like SPIN/SPANCO/Strategic Selling/Ziglar methods etc.
Each of these have to documented and reviewed with the senior management to be made the coaches for the successful implementation.
Do let me know if you have any other query
Regards,
Rajiv