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Where innovation meets performance

2025 Sales Sprint Schedule

1. Goals & Objectives:

Primary Goals: Increase customer acquisition, boost revenue.

SMART Objectives:

  • Acquire 40 new clients by the end of the sales sprint.
  • Increase the total value of closed deals by $100,000 per person for the entire duration of both sprints.
  • Increase the number of initial meetings set up by the sales team to 100 per person for the entire duration of both sprints.

KPIs:

Number of new clients acquired

Target: 40

Total value of closed deals

Target: $100,000 per person

Number of initial meetings scheduled

Target: 100 per person

Conversion rate (meetings to deals)

Target: 40%

2. Timeframe & Duration:

Duration: Two, two-week sales sprints.

Start and End Date:

  • Sprint 1: 2024-05-06 - 2024-05-17 (End of Spring Semester)
  • Sprint 2: 2024-06-03 - 2024-06-14 (Beginning of Summer)

3. Target Audience & Market:

Target Audience:

  • Commercial Track: Churches, universities, schools, private corporate offices.
  • Residential Track: Residential neighborhoods.

Market Segments:

  • Commercial Track
  • Residential Track

Key Characteristics, Needs, and Pain Points:

  • Tired of current landscaping service.
  • Desire to save money.
  • Concerned about noise from traditional mowers.
  • Want to eliminate weeds and prevent weed/grass transplantation.
  • Desire for a "cool" or modern landscaping solution.

4. Sales Team & Resources:

Sales Team Members:

  • Two people per track (Commercial and Residential).

Roles and Responsibilities:

  • Sales Representatives: Schedule demo appointments, installations, and follow-up meetings. Promote to sales role based on performance.

Available Resources:

  • Demo products.
  • Website.
  • Pamphlets.
  • Internal app for reporting.

Training and Skill Development:

  • Initial one or two-day training session. Focus on product knowledge, sales techniques, and appointment setting.

5. Sales Strategy & Approach:

Sales Strategies and Tactics:

  • Door-to-door sales.
  • Cold calling.
  • Appointment setting.

Sales Methodologies:

Solution Selling:

Focuses on understanding the customer's needs and offering the product/service as a solution to their problems. For example, for a church, the solution might be less noise during services; for a school, it might be enhanced curb appeal.

Value Selling:

Emphasizes the value that the product or service brings to the customer. This could include cost savings, time savings, environmental benefits, or improved aesthetics. For example, demonstrate the long-term cost savings of your service compared to traditional landscaping.

SPIN Selling:

A questioning technique that guides the prospect to realize the value of your solution.

  • Situation: "Tell me about your current landscaping situation."
  • Problem: "Are you experiencing issues with noise, weeds, or service quality?"
  • Implication: "How do these issues affect your daily operations or your satisfaction?"
  • Need-payoff: "Would a quieter, more efficient, and weed-free solution be valuable to you?"

Lead Generation Plan:

  • Seamless AI (for contact information).
  • Google (for identifying potential customers).

Lead Qualification Process:

  • Residential: Willingness to pay the contract price.
  • Commercial: Budget, need, and decision-making authority.

Sales Process:

  • Initial Contact (Sales Rep).
  • Follow-up (Sales Rep).
  • Decision-Making Meeting (Internal Sales Team).
  • Sale (Internal Sales Team).

Handling Objections and Closing Deals:

  • [Handled by Internal Sales Team] The sales representatives' responsibility is to set the meeting, and the internal sales team will handle objections and close the deals.

6. Potential Challenges & Risks:

Potential Challenges:

  • Difficulty in scheduling initial meetings.
  • Rejection from potential customers.
  • Competition from existing landscaping services.
  • Weather conditions affecting door-to-door sales.
  • Misaligned expectations between what the sales rep offers and what the internal sales team can deliver.

Contingency Plans:

  • Provide sales representatives with effective objection handling scripts.
  • Offer incentives for scheduled meetings (e.g., small gift card for the prospect, bonus for the rep).
  • Develop marketing materials that highlight the unique value proposition.
  • Provide rain gear or adjust schedules for inclement weather.
  • Ensure clear communication and alignment between the sales representatives and the internal sales team.

7. Reporting & Communication:

Tracking and Reporting:

  • Daily stand-up meetings (via Zoom).
  • Daily reporting of success rate on the internal app.
  • Weekly review of the number of meetings set up.

Communication Plan:

  • Daily Zoom calls for updates and problem-solving.
  • Use of internal app for reporting and communication.
  • Weekly meetings to review progress and provide feedback.

Review Frequency:

  • Daily and weekly.

Metrics to be Reviewed:

  • Number of meetings set up.

8. Budget:

Budget Allocation:

  • Sales team compensation: $200 per week per person.
  • Incentives for appointments set:
    • Residential: $200 per appointment set.
    • Commercial: $400 per appointment set.