Sales Planning is both strategic or tactical. It is indeed a critical part of any strategic plan but the plan itself has to include all the tactical elements as well.
The sales planning process should help each producer set personal goals and the action plans to achieve them. And, each individual sales plan should support the overall agency goals and objectives.
Sales isn’t a department–it’s an attitude!
The most profitable and successful businesses are highly focused on new business sales. In the face of economic turmoil, increased competition, and alternative distribution systems, every business needs a genuine sales focus built into its culture. Business development should be part of every individual’s job description. This is the ultimate in sales planning.
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