The Secret Weapon (Most) Sales People Aren’t Using
Time is a sale’s rep scarcest and most precious resource. If that’s true, why are most sales representatives inherently time wasters?
I’ll tell you. They are failing to utilize what I refer to as my secret weapon and what sets me and my community apart as truly successful tech sales professionals.
Action plans.
Action plans are not new, but they are underutilized, and without them, you’ll be a prisoner of events and left with no way of knowing which events really matter to you, your customer and your sales goals and which events are only noise.
But, that’s exactly what you have me for. Let’s dig in and unpack what an action plan is and how you can use them in conjunction with your sales methodology to get the best and most consistent results, day in and day out.
What is an Action Plan?
Whether someone calls it a Path to Partnership, Steps to Close, or a Strategic Sales Plan, what they are really talking about is an action plan.
An action plan is a detailed plan that sales professionals like us use to get deals closed. Or, rather, to get anything done really.
Action plans highlight what you’re going to do to achieve a certain outcome. with a focus on the transactions and relationships that you can cultivate with other sales tech professionals and customers. Action plans also need to include:
Desired results
Probable restraints
Future revisions
Check-in points
Any implications resulting from how time is spent
Lastly, action plans must be updated constantly (weekly or better yet, daily) and paired with your sales methodologies (challenger sales, spin selling, ultimately sales machine, etc.) if you want to reach your objectives. Failing to do so means there’s a high chance you won’t reach your sales goals, especially when it comes to closing that essential deal before the quarter is over.
Why Do We Need Action Plans and Where Do People Go Wrong With Them?
We’ve all experienced so-called “professionals” talking about the structure of a deal and know within a few minutes, or if I’m being honest, a few seconds, if they know what they are talking about and know whether or not the deal is going to happen.
What I also know is that’s not me. And that’s not you. Why?
Because we both, or you will after reading this, know the importance of an action plan because action plans make delusion a little less possible. Action plans check our results against our expectations and these results are then used to guide our decision-making strategy as we draw up our next action plan. Plus, as we all know, numbers, facts, and figures don’t lie.
“But, Keril, if action plans are so impactful, what are we, as sales professionals, doing wrong? Why aren’t we using them?”
I’m glad you asked, but there ain’t no secret. Just as there isn’t one sales methodology coming to save you, implementing a single action plan alone can’t save you.
Rather, it’s the consistent implementation and upkeep of your action plan combined with your skills of forecasting, emotional intelligence, copywriting, etc. that will save you and your career.
So, if you’re looking for the easy way out where you use one simple methodology like a MEDDIC (metrics, economic buyer, decision criteria, decision process, identify pain, and champion) or a BANT (budget, authority, need, timing) which is what a lot of people do, you’re in the wrong place and I’m not the guy for you.
But, if you’re interested in putting in the time, energy, and effort to use action plans to prepare you and the higher ups to meet goals and anticipate the highs and lows you may face, let’s get to work.
How Do You Put Together An Action Plan?
Most people don’t want to take the time to sit down and write out an actual action plan because it’s too hard and requires too much brain power. Or so they think…
Sure, it’s not the easiest task, but it’s not the longest thing you’ll ever do. Plus, I wouldn’t call it my secret weapon if it didn’t work time and time again.
Here’s how you can (and should) put an action plan together with two meetings:
Step 1: Meet with the customer to discuss their needs and goals: Think about the results they are trying to achieve, the probable restraints, things that can go wrong, check-in dates, and the overall amount of check-ins required on a weekly or daily basis.
Step 2: Write down all the steps it takes to get the deal closed: It’s best to work with the customer on this and work backwards.
Step 3: Review the final action plan document with the customer and team: This ensures you are all on the same page and is the time to address any questions or concerns before the plan starts.
Step 4: Set up a weekly checkpoint meeting: These checkpoint meetings are essential in making sure everyone is on the same page.
Step 5: Adjust as needed: Adjust, revise, and add to the action plan as required and needed. This is why the daily monitoring of your action plan is so crucial and is the difference between effective and ineffective action plans.
What’s Next?
Do you want more help and guidance in creating and implementing action plans for your customers? Are you in need of a community of tech sales professionals who are building a better world through empathetic selling and problem-solving?
You can have both by joining my Patreon. And, listen, I know that everyone doesn’t have the budget for another monthly membership —so y’all know I won’t leave you out to dry.
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