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How to Create a Business Plan for a Sales Interview
Sales jobs are entrepreneurial because you generate your own leads, solicit business and close sales all on your own. Your compensation is in the form of commission. When you interview for a sales job, be prepared to explain how you will produce sales and earn commissions.
State your mission and style. Will your performance be impressive because you can attract and service a large number of customers? Will you do more business because you educate your customers? Or is your charming personality and ability to sell your greatest asset?
Estimate how many sales you need to close in order to make an average month's commission income, and infer how many customer contacts that requires if you only sell to one out of every 10 customers.
Create a table projecting monthly sales goals, the number of transactions required to meet those goals, and explain how you plan to achieve those transactions.
Outline the details of your target customers and describe what makes them want to buy. What are the features and benefits of the product that will appeal to these target customers, and how will you attract them to do business with you?
Support your plan with examples from your previous sales experience. If you have no previous experience, explain why you feel you have a talent for sales.
Tip
Make sure you present an assertive and proactive image. The sales manager is looking for someone who analyzes what actions must be taken in order to produce a certain level of sales, and how those sales can be steadily increased over time. Demonstrate that you know how to plan a strategic sales campaign and what you will change if your production does not live up to your plan's expectations.
Warning
Remember that sales is a social science and not a wrestling match. Do not be obnoxious instead of determined. There is a difference. Sales managers are looking for professional sales reps who will improve the image of the company and make sales without generating complaint calls from the customers.
References
- AllBusiness.com, Creating a powerful sales plan, by Dave Kahle
- Victoria Duff - see comment section
Tips
- Make sure you present an assertive and proactive image. The sales manager is looking for someone who analyzes what actions must be taken in order to produce a certain level of sales, and how those sales can be steadily increased over time. Demonstrate that you know how to plan a strategic sales campaign and what you will change if your production does not live up to your plan's expectations.
Warnings
- Remember that sales is a social science and not a wrestling match. Do not be obnoxious instead of determined. There is a difference. Sales managers are looking for professional sales reps who will improve the image of the company and make sales without generating complaint calls from the customers.
Writer
Victoria Duff specializes in entrepreneurial subjects, drawing on her experience as an acclaimed start-up facilitator, venture catalyst and investor relations manager. Since 1995 she has written many articles for e-zines and was a regular columnist for "Digital Coast Reporter" and "Developments Magazine." She holds a Bachelor of Arts in public administration from the University of California at Berkeley.
Photo Credits
Ivan-balvan/iStock/GettyImages