The specific attributes to include in your ideal customer profile will depend on your sales model.
For example, if you’re using a B2C sales model, your ideal customer profile will include attributes such as gender, age, family life, homeownership status, income, education, interests, and available sales channels.
Conversely, to describe your ideal customer in a B2B sales model, you should include information such as relevant job titles, key responsibilities, memberships and clubs, and communication channels used.
Take a look at the screenshot below for an example of how your customer profile might look for B2B sales.
Each objective should be written in clear language and support the company’s growth.
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You can read our article featuring Examples of SMART Goals for Small Business for more ideas.
In this section, you want to clearly describe the key characteristics of your ideal customer.
There are three things to consider in this section, which include building a profile of your ideal customer, describing their expected buying patterns or creditworthiness, and defining your anticipated sales territory.
By establishing these goals, you are explaining what success will look like in the clearest terms while also giving your team targets to rally around.
Next, describe your sales objectives using the SMART format: When a goal is specific and measurable, it is more likely to be achieved.