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Why Develop a Business Plan

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Business Planning. MDC Operations and Best Practices Business Planning. Name: 1. Overview. State of the Union for Business (200 words or less) – PowerPoint PPT presentation

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Title: Why Develop a Business Plan


1
(No Transcript)
2
Why Develop a Business Plan
  • To help you
  • Maximize selling time
  • Target clients
  • Identify potential employees
  • Manage workflows
  • Work smarter, not harder
  • Grow your sales
  • MDC Operations and Best Practices gt Objectives

3
Business Planning
My 2016 Business Plan
Name Date
  • MDC Operations and Best Practices gt Business
    Planning

4
Business Planning
  • Name
  • 1. Overview
  • State of the Union for Business (200 words or
    less)

     
Vision Where do you see taking your business in
the next 12 to 18 months?
     
  • MDC Operations and Best Practices gt Business
    Planning

5
Business Planning
  • 2. Goals, Objectives Initiatives
  • Sales Goals
  • Drive cultural change
  • We are all in this together.
  • Aggressiveness and sense of urgency
  • Accountability for decisions and results
  • Drive profitable growth
  • Capitalize on Sales Specialization Print,
    Promo, eCommerce etc
  • Capitalize on strategic selling opportunities
  • Re-sign expiring contracts and minimize erosion
  • Drive margin improvement
  • Focus on the 4 pillars
  • New sales with new customers
  • Growth of existing customers
  • Hire sales representatives
  • Consider MA
  • MDC Operations and Best Practices gt Business
    Planning

6
Business Planning
  • Objectives- these objectives should align with
    your sales goals
  • (Suggest 5 objectives)

1.
2.
3.
4.
5.
2016 Initiatives How will you accomplish your
objectives listed above?
Objective Related Initiative Initiative Description




  • MDC Operations and Best Practices gt Business
    Planning

7
Business Planning
  • Personal Development Objectives
  • Accountability- Push every rep, be more
    demanding. Set goals and make them achieve that
    goal.
  • Coaching- Pre-call Who is it, why are they a
    prospect, what is the plan Post call How did it
    go, what are the next steps, etc?
  • Motivating- Are you preparing your teams
    emotionally and mentally to do battle?
  • Growing the Sales Organization- Development of
    existing staff
  • Recruiting- Every new hire is an upgrade. Every
    new hire should be hired to be better than
    existing staff.

1. Accountability       2. Coaching       3.
Motivating       4. Growing the Sales
Organization       5. Recruiting       6.
Others      
  • MDC Operations and Best Practices gt Business
    Planning

8
Business Planning
  • 3. Talent Management
  • How are you developing the resources that are key
    to your success?

     
What types of changes do you need to make to
elevate your team?
     
Do you have any at risk employees? How can you
mitigate these risks?
     
  • MDC Operations and Best Practices gt Business
    Planning

9
Business Planning
  • 4. Competitive Analysis
  • Relative to the competitive environment in your
    area who are your competitors, what concerns do
    you have about your competitors, and what can you
    do in your area to beat the competition?

Competitors Potential MA opportunity? Concerns How to beat the competition


  • MDC Operations and Best Practices gt Business
    Planning

10
Business Planning
  • 5. Opportunities and Risks
  • What are the key opportunities in your region?

     
What risks/obstacles may impact your ability to
successfully accomplish your objectives?
     
  • MDC Operations and Best Practices gt Business
    Planning

11
Business Planning
  • 6. Performance Measures

Metric Revenue GP Comments
Prior Year
Business Loss/Erosion
Business at Risk
Subtotal
New business from prior year wins
New business from current year
Expected Current Year Finish
Goal
Gap
How will your outlined plan improve your
performance measures?
     
  • MDC Operations and Best Practices gt Business
    Planning

12
Business Planning
  • 7. Existing Account Information

Top Revenue Accounts that Drive 90 of Performance
Account Name Revenue Forecast GP Forecast Prior Year GP GP Change Comments




  • MDC Operations and Best Practices gt Business
    Planning

13
Business Planning
Top New Accounts that will drive Profitable Growth
Account Name Revenue Forecast GP Forecast Comments




  • MDC Operations and Best Practices gt Business
    Planning

14
Business Planning
Top Down Accounts that will have a Negative Effect on sales
Account Name Revenue Forecast GP Forecast Prior Year GP GP Change Comments




  • MDC Operations and Best Practices gt Business
    Planning

15
Business Planning
Top Prospects in Pipeline and Selling Stage
Prospect Account Expected Close Date Revenue Forecast GP Forecast Comments




  • MDC Operations and Best Practices gt Business
    Planning

16
Business Planning
Contract Renewals All Contracts Expiring in 2016
Account Name Renewal Date Actual Revenue 2015 Actual GP 2015 GP Change Comments




  • MDC Operations and Best Practices gt Business
    Planning

17
Business Planning
  • 10. 2015 Financial Review

Measure 2015 Estimated Actual 2014 Actual Variance (15 v. 14)
Revenue
New Wins
Total
  • MDC Operations and Best Practices gt Business
    Planning

18
Business Planning
  • 11. 2015 Review

Major Wins gt 100K Major Losses gt 100K
  • MDC Operations and Best Practices gt Business
    Planning

19
Business Planning
  • 12. Top 10 Pipeline Expected to Close in 2016

Account Solution Type Estimated Annual Value Estimated Close Date Probability High, Medium, Low Status






  • MDC Operations and Best Practices gt Business
    Planning

20
Business Planning
  • 15. Additional Information (Optional)

     
  • MDC Operations and Best Practices gt Business
    Planning

21
Call to Action
  • Develop your business plan
  • Plan to incorporate at least three new ideas into
    your business today
  • MDC Operations and Best Practices gt Call to Action
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