© Mark Lane Consulting 2006
Sales Plan Template
A sales plan defines and documents the analysis and objectives that inform your organisation’s sales activities. Like any plan it is a living
document that should be reviewed and adapted to meet changing circumstances.
A key purpose of the template is to encourage you to analyse your current situation and match this analysis with your sales goals. This process
will help ensure that the major sales activities are included in your sales plan.
Revenue Exactly how much you generated. Don’t forget credit notes, bad debts and deferred payments
Unit sales by product type Which products sell best? Are they continuing to grow?
No of customers Does the 80:20 rule apply? How reliant are you on a small number of customers?
Average order value Is this changing?
Geographic breakdown A breakdown by sales territory. Which territories generate most/least?
Revenue by month/quarter Are there trends, when are the weak strong periods
New business revenue What proportion of business is new?
Renewal and existing business What is your retention/renewal rate? Is this increasing/decreasing? How much “churn”