Episode 5. The Attainment Plan

Join us in this episode with Andrew Phillips, our podcasts owner and the author of the now available book, “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford. In this episode, Andrew introduces the “Attainment Plan”. A deep, robust and detailed plan on how the client success manager intends to win each client. Andrew lays out the process of strategic sales planning, from deep learning and knowledge of each client, to understand the market opportunities, and finally touching on the sales team. While this plan might seem intimidating, the rewards are great. This plan sheds transparency on the sales pipeline and is a critical component of creating confidence in predicted revenue and deals. About Andrew Phillips: Andrew Phillips is a dynamic executive leader with over 30 years’ experience in the contemporary management of people and projects. Widely recognised as a thought leader, Andrew has provided strategic guidance on a range of mission-critical situations, varying from siege situations to tier-one systems integration. Andrew is recognised as a leader in his field and one of the most sought-after sales professionals in Australia. About CEO Led Sales: CEOs often relinquish control of revenue generation to the sales team. This removes the control of the income generation and requires a rethink. By creating a CEO sales plan, it provides clear guidance to the company on the importance of the sales function and the direction the sales teams should pursue. It adds clarity and certainty to the process and rewards the CEO with more trust in the numbers. If you would like to connect with Andrew or have any feedback on the series, please reach out at: [email protected] or LinkedIn: www.linkedin.com/in/andrew-gordon-phillips