ActivityTracker

Free template for sales reps

Sales plan template: turn the year's number into this week's calls

Your target, where it comes from and the maths back to calls a week, with a line for every month, on two pages. Copy it, print it or download it for Word or Excel. Free, no sign-up.

Most sales plans are twenty pages of strategy that nobody opens after January. This one fits on two. You write the number and split it between the customers you have and the ones you still need to find, then work the new part back to the calls and meetings each week needs. After that, you check it on the first Monday of every month.

Your year, worked back to this week

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Sales plan: [your name or team]

Year: ______ Written: ______ Next review: first Monday of each month

The number

Target for the year: ______

Last year: ______

Why this number: ____________

Where it comes from

From customers you have: ______

From referrals: ______

From new customers you find: ______

Total: ______ (should match the target)

The maths, worked back

Average deal: ______

New deals needed: __ (new customers divided by the average deal)

Proposals per deal won: __

Meetings per proposal: __

Calls per meeting booked: __

Weeks you'll sell: __ (52 minus holidays and leave)

Calls a week: __

Meetings a week: __

Proposals a week: __

Who you'll sell to

The customer who buys fastest: ____________

Where you'll find more of them: ____________

Why they'd pick you: ____________

The months

MonthTargetActualDifferenceYear so far
Jan
Feb
Mar
Apr
May
Jun
Jul
Aug
Sep
Oct
Nov
Dec

The first 90 days

By [date]: ____________

By [date]: ____________

By [date]: ____________

What could go wrong

Risk: ____________ What I'll do: ____________

Risk: ____________ What I'll do: ____________

The monthly check

The month's actual against its target, and the year so far: ______

The step that dropped: ______ (calls to meetings, meetings to proposals or proposals to deals)

One thing to change next month: ____________

See how the year's number becomes a weekly goal in the app

Three rules that keep a sales plan in use after January

A plan only helps while you still look at it, so keep it short.

  • Split the number by where it comes from before you do any maths
  • Work back only the new customers line to calls and meetings
  • Book 20 minutes on the first Monday of next month before you close the file

Twenty minutes a month tells you if the plan is working

On the first Monday, fill in last month's row and read three things.

  • The month's actual against its target, and the year so far
  • Which step dropped: calls to meetings, meetings to proposals or proposals to deals
  • The calls a week for the rest of the year, if you're behind

A filled-in plan: $480,000 a year, worked back to 20 calls a week

Dana Price, account manager at an office equipment supplier. Written 5 January, checked 7 September:
  • The number: $480,000 for the year, against $410,000 last year, because she has a full year in the territory and the new printer range.
  • Where it comes from: $300,000 from customers she has, $60,000 from referrals and $120,000 from new customers.
  • The maths: an average deal of $12,000 means 10 new deals. At 3 proposals per deal, 2 meetings per proposal and 15 calls per meeting, that's 900 calls over 45 weeks.
  • This week needs: 20 calls, 2 meetings and 1 proposal.
  • Who she'll sell to: dental and physio clinics with 5 to 20 staff, which she finds through customers' referrals and the clinics' trade association, and which pick her for next-day repairs.
  • What could go wrong: Harbor Dental, worth $60,000 last year, reviews its suppliers in June, so she books their review for April.
  • The September check: $305,000 by the end of August against $320,000, so she's $15,000 behind. The step that dropped was meetings to proposals, with 5 meetings in August and 1 proposal, and the change is a proposal within two days of every meeting.

The plan adds up: $300,000 + $60,000 + $120,000 = $480,000. $120,000 / $12,000 = 10 deals, x 3 = 30 proposals, x 2 = 60 meetings, x 15 = 900 calls, / 45 weeks = 20 calls a week.

Skip redoing the maths every Monday

The template is free. ActivityTracker, the app we make, is paid, and once you set this year's number it shows what each month still needs and whether you're on track, while your weekly goal fills in as you log.

  • Set the year's number once, and see what each month still needs
  • Log a call or a meeting in one tap, and the week adds up
  • Your weekly goal fills in as you log, so Wednesday shows if the week is enough
  • Your weekly check-in shows the calls you logged, next to the target you set last week

Questions

Know every week if the year is still on track

The template is free to use, and the app is paid and shows what each month still needs.

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