With one more quarter before the new year, it’s time to create a sales plan for 2023. It’s important to take stock of the past year, analyze past numbers and upcoming opportunities, and create a roadmap to pursue them.

Establishing a selling strategy is critical for sales reps – it helps boost sales and also navigate possible pitfalls in the sales cycle for the year. And considering that, according to ASI State of the Industry data, more than a quarter of distributors say increasing the size of their customer base is their top challenge for the year – making it the number-one challenge for firms – starting 2023 with a plan to do so is essential.

Here are five ways to get started.

1. Gather data from the previous year.

Take a look at your performance in 2022. Analyze your numbers, and the markets and audiences you’ve had success with. Track macro trends in the industry to identify upcoming opportunities that you can pursue, based on the products and services your company provides. You can also analyze data from the past three or even five years to look at longer-term patterns.

2. Determine your goals.

Use the data from your analysis and establish a baseline for yourself. Know your starting point and figure out where you want to go from here, including new markets to target. Draw up yearly objectives for yourself based on where you are and your goals for the year. But make sure they’re manageable, measurable and realistic – have a frank conversation with your manager to get their honest input.

3. Include key data.

Based on trends, opportunities and objectives, list specific accounts and target markets that should be pursued, new products and services to be pitched, and forecasts from the sales and marketing teams. Then draw up a roadmap for the year with monthly sales plans and goals – those can even be broken down further into weekly objectives to stay on track.

26%
the percentage of distributors who say their number-one challenge is increasing the size of their customer base.

(ASI)

4. Review your pipeline.

Figure out which prospects are likely to become clients soon, and which existing accounts are prepped to buy again or could be at risk. Make a plan for the new year to reach out to them, and forecast your numbers based on their likelihood to buy. For existing clients, analyze what went right with their past campaigns and what could use improvement.

5. Write out action items.

Develop a plan for the year by taking the data you’ve collected and align it with your objectives. Determine your target prospects and clients, write out scripts for each and establish a monthly plan for the year and a weekly one for the first quarter. Be sure to revisit it at least once a week to assure you’re on track and make adjustments as necessary.