How to Build an Effective Sales Plan for SMEs
In an increasingly competitive and unpredictable market, many small and medium-sized enterprises face a recurring challenge: how to structure their sales efforts effectively, without relying solely on instinct or individual talent.
Having a clear and well-structured sales plan is no longer a luxury: it’s a necessity for sustainable growth.
Why Do Many SMEs Still Struggle with Sales Planning?
From our experience, it’s common to find the following issues in many businesses:
- Unclear or unrealistic sales goals;
- Sales teams lacking focus or proper training;
- Marketing and sales working in silos;
- Poor tracking of performance indicators.
Without a plan, sales become reactive and inconsistent. Even worse, without a plan, it’s impossible to know what works and what needs improvement.
The 5 Pillars of an Effective Sales Plan
At Quimera Secular, we help businesses develop actionable and results-oriented sales plans. Here are the key pillars:
1. Clear and Measurable Goals
Start with specific and achievable targets, such as:
- Increase revenue by 20% within one quarter;
- Acquire 15 new B2B clients in six months;
- Reduce the average sales cycle from 60 to 45 days.
2. Definition of the Ideal Customer
Identify your best-fit client (and why):
- Company profile (industry, size, location);
- Decision-maker persona (role, pain points, needs);
- Preferred communication channels.
3. Prospecting and Follow-up Strategy
Outline a clear path to reach and convert leads:
- Direct outreach (email, phone, LinkedIn);
- Value-driven content to spark interest;
- Structured follow-up process with clear stages.
4. Performance Tracking and Tools
- Conversion rate by funnel stage;
- Cost per lead;
- Number of sales meetings per week;
- CRM usage and performance dashboards.
5. Ongoing Review and Adaptation
A good sales plan is never static:
- Regular performance reviews;
- Strategic adjustments based on real data;
- Sharing best practices across the team.
Common Mistakes to Avoid
- Relying only on the top-performing salesperson;
- Competing solely on price;
- Neglecting continuous sales training;
- Ignoring the importance of sales data and metrics.
How Quimera Can Help
At Quimera Secular, we work closely with companies to:
- Diagnose critical points in their sales process;
- Build tailored, realistic sales plans;
- Empower teams with the tools and training to succeed.
We believe that with the right strategy and support, every business can grow.
Want to build a sales plan that truly works?
We offer a free diagnostic session, where we’ll assess your current situation and suggest actionable steps to improve your results.
Contact us to schedule your session: