You are hard at work developing a new sales market or expanding your existing market reach. You also have an aggressive revenue target and P&L responsibility. Whether you are meeting your revenue targets for 2006 or not, time is short and you need to provide sales results, as well as planning properly for 2007 success. Do you have a plan to reduce your sales ramp-up-time and demonstrate your ability to grow, or continue growing the business? So far, if you have . . . Mapped out your sales territories, roles and responsibilities Created your individual sales quotas Refined your sales processes and the service level requirements Developed your sales collateral and client presentations Identified a good CRM tool to help support the client engagement    process Recruited the sales talent you need Finished your product/service and sales skills training Developed your sales metrics tools Refined your elevator pitches and client value propositions Created your internal sales support system It sounds like you have done your homework. Are you ready to call your sales plan complete and hit the street in full force through the new year?

If you received this from a friend and would like your own subscription, enter your email in the box below.   – SFI partner – The Presentation Shop The Presentation Shop focuses on developing presentations and strategies that help generate immediate improvement in sales closing ratios. For contact info >> SFI has free white papers on effective sales pitches and designing top performing sales teams available at our website. "Target Your Sales Program" White Paper now available to learn more on this week's sales tip topic

Ready-Shoot-Aim

What is missing?

You don't want your expensive sales talent spinning their wheels by calling on the world of suspects. A shotgun approach will not give you the fast ramp-up-time you are looking for. What is needed is an effective prospecting methodology that will help you identify the potential buyers whom you want to sell to. Investing the time to create an effective suspect/prospect filter and prospecting program will reduce your sales ramp-up-time and improve your sales results.

Next Steps for creating a successful sales prospecting program

1. Create the numbers: determine the number of new sales you need per month. Be on the conservative side until you can prove your numbers. Now, determine the number of calls required to get the appointments, prospect proposals and sales you need in order to achieve your sales goals. Make sure that your sales metrics are aligned with the numbers.
2. Evaluate your client value proposition and use it to develop a list of the characteristics which will help you determine if a company is a good match for your goods and or services. You will also want to create a profile for the type of customers that are good for your organization.
3. Develop a pool of suspects using internet tools, investor publications, credit reports, old client lists, purchased lists, trade journals, the internet yellow pages or other tools you have available.
4. Apply your suspect filter criteria to the suspect pool to identify your best suspects/prospects and add them to your CRM tool for follow up.
5. Make sure that you have enough prospects in your funnel to accomplish your sales numbers.
6. Continue to refine your filter as you get feedback from prospective clients regarding your value proposition.
7. Once you start closing deals, use referrals and third-party-testimonials to accelerate the sales process.

Now you are ready to go!

Ready-Aim-Shoot

For a more detailed approach to building the effective sales team visit www.SalesFocusInc.com to receive the free White Paper on - Is Your Sales Program on Target?

What is YOUR sales Challenge? Ask Max the sales questions you want answered. Ask Max.

About Sales Focus Inc. Sales Focus Inc., the leading sales outsourcing company in the US, is focused on developing immediate revenue opportunities for our clients. Our sales outsourcing and process improvement solutions focus strictly on sales deployment and effective management. We work closely with our clients to develop, launch and manage effective sales teams that focus on one thing - generating revenue. Our "One-Team" approach allows focused companies to thrive and succeed in today's competitive environment! We focus on cost containment and profit enhancement solutions. Profit enhancement is a different mindset than cost cutting. Cost cutting means doing less of something; profit enhancement implies doing more of something that will boost the bottom line. We represent the concept of focused profit enhancement solutions.

Sales Focus is driven towards a single goal: "Generating Immediate Revenue for our Clients!" Whether it's implementing our S.O.L.D. Methodology, Developing Specialized Training Programs or Launching an Outsourced Sales Force, we remain focused on the goal of TACTICALLY GENERATING RAPID REVENUE. Let us help you not only meet, but exceed your sales goals.

For more Information or to see if we are a good fit with your company, contact us directly, 410.442.5600, send us an email at info@SalesFocusInc.com or visit our web site: www.SalesFocusInc.com. Request a free white paper while visiting our website.

Sales Focus Inc. 3210 Florence Road, Suite B Woodbine, Maryland 21797 P. 410.442.5600 F. 410.442.5102 Toll Free: 866.840.8305 URL: www.SalesFocusInc.com

Reading someone else's newsletter? Subscribe yourself, or your staff, to the Sales Tips Newsletter at www.SalesFocusInc.com