Quantum Tools

PSP

The Personal Sales Plan (PSP) is a tool that drives the quantity, direction and quality of sales effort according to:

• The size and shape of sales target to be achieved
• Mix of business required (e.g. new versus existing customers)
• Length of sales cycle
• Conversion ratios 
• The growth potential of the individual
• The current level of experience of the sales person 
• Achievable milestones in relation to personal development

When used correctly, and introduced appropriately, the use of PSPs ensures that salespeople are motivated to implement the required quantity, direction and quality of sales effort needed to achieve targeted results. By using PSPs to continuously analyse, plan and monitor sales activity, you can ensure that salesforce effectiveness is maximised.