Master Your Sales Plan: A Step-by-Step Guide for Growth

In this episode of The Beer Garden, we’re breaking down the process of building an effective sales plan for your landscaping or snow removal business. Whether you’re aiming for steady growth or gearing up for your best year yet, this episode is packed with actionable advice to help you plan, track, and achieve your sales goals with confidence.

What’s Inside: Segment 1: Setting a Realistic End Target

• Understanding Capacity: Learn how to calculate capacity based on crew members, billable hours, and charge rates.
• Evaluating Resources: Assess equipment, overhead, and opportunities in your market to ensure your target is achievable.
• Seasonal Considerations: Explore how year-round contracts and seasonal work affect your capacity and goals.

Segment 2: Building the Plan

• Start with Metrics: Use data from past performance, including lead conversion, sales ratios, and average job size, to guide your planning.
• Break Down Goals: Create monthly revenue targets, then calculate the number of leads, estimates, and jobs needed to hit those goals.
• Science Over Guesswork: Replace guesswork with a systematic, data-driven approach to sales planning.

Segment 3: Understanding and Adjusting Your Plan

• Tracking Progress: Set up a system to track leads, estimates, booked jobs, and revenue to measure progress in real-time.
• Adjusting as Needed: Learn how to adapt your strategy if you’re off target, whether it’s increasing jobs or rebalancing capacity.
• Avoiding Pitfalls: Stay flexible and proactive to prevent overselling or underutilizing your crews and equipment.

Last Call: Speed Round

• Best Resources: Recommendations for further reading and tools to enhance your sales planning.
• Top Advice: Insights from personal experiences, including the importance of tracking numbers and being prepared.
• Biggest Blunders: Lessons learned from common mistakes, like overly optimistic planning and lack of preparation.

A well-constructed sales plan doesn’t just set you up for success—it reduces stress, eliminates guesswork, and positions your business for growth. Tune in to this episode of The Beer Garden to start building a plan that works for you.

 

The Beverages:

• Tool Shed Brewing - People Skills
• Breckenridge Brewery - Christmas Ale

 

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