tips, even if you have to depend on trade allies to sell and install them for you. Review your list of sales targets for new heating oil and propane business and the targeted ways to grow your business with existing customers. Set a strategy for how you want to reach out to those targets. Set realistic but aggressive sales call quotas and sales goals for each target category, and establish the tactics necessary to carry out the plan. Your tactics should include ways to increase awareness of your products, services and solutions in your community, the overall marketplace and with your customer base. Create meaningful sales data reports to track sales progress related to sales goals and review them frequently with your sales team. Do you have the sales management and trained sales team in place to carry out your sales plan? Is your sales process designed to turn prospects into leads, and leads into sales? Are the efforts of your outside sales staff smoothly coordinated with your inside sales team? There is a certain challenge of Your sales plan for acquiring new business should be short and simple. preparing a sales team to sell propane if they have been selling oil only for a long time. If you sense that your inside and outside sales teams are not ready for propane, you may need to go outside of your company for strategic sales consulting assistance. Your company’s new business and existing business growth depend on you to implement a sales plan best suited to your target markets. This includes preparing your inside and outside sales teams to work together on both heating oil and propane-related opportunities. Your sales plan will bring higher sales expectations and give you a path to achieve them.ICM Tom Jaenicke is VP of Propane Marketing Services for Warm Thoughts Communications. He can be reached at tjaenicke@ warmthoughts.com or call him at 810 252-7855. ICM/March/April 2016 17
ICM March-April 2016
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