Free guide · 13 pages · PDF

Prospecting Plans: Filling a Gap in Sales Engagement Strategy

A prospecting plan tells each SDR which accounts to work, how many prospects to put in sequence and how much activity it takes to hit the pipeline number. This guide walks frontline sales development managers through the math behind that plan, using a worked team example, and is aimed at teams running Outreach, Salesloft or a similar sales engagement platform.

What's inside

• The questions reps need answered before they load a single sequence: which accounts, which prospects, how many and which sequence
• Working backward from a revenue target to the pipeline, initial meetings and prospects engaged each rep needs per quarter
• Daily Activity Capacity: how long calls, manual emails and LinkedIn touches take and how that limits throughput
• Engagement Conversion Rate and the seven factors that move it, from target selection to task execution
• Sequence structure for high-value, complex sales: duration, touch count, channel mix and level of automation
• Segmenting by persona and vertical without diluting results, and how many prospects per account to engage
• Building the Prospecting Plan with a spreadsheet capacity calculator that maps sequence steps to daily manual tasks