2023 Sales Director Work Plan Template

According to the basic requirements of the company system, we can write a work plan. Work plan can be said to be an orderly and clear arrangement or plan for the next step. How to write a comprehensive work plan? The following content is the "Template of Work Plan of Sales Director in 2023" specially compiled by me, hoping to provide you with more reference.

2023 Sales Director Work Plan Template (1) 1. Lead the members of the company's sales department to work together to complete various tasks.

Second, standardize basic management and quantify assessment indicators.

1, implement the performance pay system. Personal salary consists of fixed salary, performance salary and business commission.

2. Quantify all the work in advance, with clear rewards and punishments, so that there are rules to follow in everything, and there are rules to check. The quarterly assessment is combined with the year-end assessment, and the performance is directly linked to the bonus, so that the rewards and punishments are clear.

3, put an end to the idea of a nice guy, increase tracking efforts, strengthen the supervision function, timely record, timely guidance, regular inspection, to avoid a gust of wind. Do a good job from beginning to end and put an end to the anticlimactic phenomenon.

Third, the internal division of labor is clear and the construction of incentive mechanism is promoted.

1. Change the practice of hard assignment of responsible persons, and let employees * * * participate in the formulation of corresponding implementation plans and select the best candidates.

2. Clarify the responsibilities, rights and interests of each post, combine regular assessment with year-end assessment, and combine with income and year-end bonus in the same period to reward those who have achieved outstanding results. If the income and the same proportion cannot be completed as planned, the income in the same period will be reduced by one percentage point.

3. At the same time, those with excellent examination results will be rewarded with promotion. The salesman's performance of 50 tons was promoted to sales supervisor within 3 months and 80 tons to regional manager within 3 months.

Fourth, establish market network and good customer relationship, strengthen service awareness and improve service quality.

1, rationalize the dealer resources in each county, divide customers and markets into three types of markets according to the appreciation potential, and focus on developing, maintaining and publicizing the markets with great potential. (A) Customers who can buy in the near future; Category B: customers who need to buy but need to be tracked within 3 months; Class C: Original customers with potential for mining. )

2. Strengthen the development of terminal customer service, do a good job of ground publicity in line with the market development progress, and cooperate with manufacturers' experts and local distributors to serve terminal customers and improve customer satisfaction.

3. Network construction is based on terminal construction, products enter the market and increase development efforts, and integrate their own resource advantages in combination with service work to help dealers rationalize and improve the formulation and implementation of new marketing plans and the construction of secondary networks.

4. Customers at all levels in the market are classified and filed, and kept by full-time personnel. Track, supervise and adjust regularly, increase the frequency of visiting customers, strengthen understanding, solve practical difficulties and increase customer trust.

5. Open the company's business complaint telephone number, punish the business complaints caused by the business personnel's own problems as appropriate, solve customer complaints in time, and increase customer satisfaction.

Five, strengthen the communication mechanism, accelerate the collection and transformation of market information.

1. Collect real market information, establish a file system, and find out the gap and how to rectify the information scheme by comparing the planting structure, fertilizer use habits and the advantages of other brands in different regions and publicizing the scheme.

2. Establish a regular communication mechanism, and use communication to promote management, harmonious relations and enhance understanding.

3, more contact with end customers, to understand the first-line information.

Sixth, strengthen study and improve team building.

1, establish a learning team, organize all kinds of training inside and outside the company, and pay attention to strengthening post-event summary and application.

2. Hold a regular meeting of sales staff every Saturday, analyze and summarize the difficult problems encountered in a week and share the successful experience in the market, * * * discuss with each other, promote each other and * * * make progress together.

3. Actively communicate with the business personnel, solve the problems found in time, find out the advantages and disadvantages of the personnel, so as to arrange the work reasonably, build a reasonable stage for them, give play to their personal talents and enhance team cohesion.

Seven, control the cost of sales

1. Increase the background function, increase the transparency of sales accounts, and regularly publish various business expense data.

2. The delivery of special expenses shall follow the win-win principle, analyze the market with customers in advance, predict the delivery effect, and put forward written suggestions and agreements. Strengthen supervision in the event and identify afterwards. If there is a big difference with the budget ahead of schedule, it will be solved by the parties themselves or will not be reimbursed.

3. Daily entertainment expenses shall be carried out in strict accordance with the examination and approval system. Those who resort to deceit, spend less and report more will not be reimbursed, and will be fined more than twice.

4. Combine all kinds of sales expenses, bills, time and route to the countryside, and market information of local visiting customers. If there is any discrepancy, it will not be reimbursed.

Eight, timely deal with market emergencies, do a good job in various functional departments, and create a good business atmosphere.

2023 Sales Director Work Plan Template (Part II) This report may have many immature and thoughtless places. After all, I haven't known the company for a long time, and I don't know much about the internal structure and current sales situation, but my only purpose is to help the company develop. I hope the company will be more stable, healthier and farther tomorrow. That's enough. Wang Zong's first ending: What is the revolution for? What is the purpose of the revolution? Historically and realistically, the revolution has only two purposes. One is to overthrow and the other is to improve.

Enterprise analysis

Xianju Mianmian Home Textile Co., Ltd., founded in 20xx, is a high-tech ecological and civilized home textile enterprise with more than 30 years of research, development, design, production and sales. Wang Zengfu, the person in charge of the company, called it the honorary title of the first person in China quilt revolution, which opened up a new road and set a new benchmark for famous traditional crafts. It is a model for China's home textiles to go global.

corporate culture

Does corporate culture have anything to do with sales? The relationship is too great, because sales are the window, directly facing customers, and it is necessary to establish and improve a systematic corporate culture, unify the external propaganda caliber, give customers the feeling that the company manager is standardized and a group, and increase customers' confidence in the enterprise.

general rule

(1) In order to make the company work efficiently and orderly and ensure the realization of marketing objectives, this report is specially formulated.

(2) The purpose of enterprise marketing: to maintain customer demand.

Establishment of marketing department and departmental responsibilities

1. The marketing work is strictly organized and implemented according to the company's policies and plans.

2. Implement the company's rules and regulations and implement the marketing plan.

3. Responsible for the recruitment, training and management of sales personnel, improve the quality of sales personnel, reserve outstanding talents, and lay a good foundation for the development of the company.

4. Be responsible for the market research, collection, collation and analysis of relevant information of similar home textile industry, reflect the market trends in time, and lay a solid foundation for the listing of the company's projects and new products.

5. Make a sales plan and implement it to ensure that the company's new products can be sold in time.

6. Be responsible for the arrangement of sales contracts and documents, and review the signed contracts.

7. Cooperate with the financial department to recover the sales funds in a timely, accurate and error-free manner.

8. Establish market information files, actively explore market channels, and do a good job in market diagnosis and preliminary work.

9. Maintain the brand image of the company and do a good job in advertising under the unified guidance of the company.

10. Salary scheme of marketing center personnel = basic post salary (month)+sales assessment (month)+year-end bonus.

Responsibilities of marketing director

1, under the guidance of Mr. Wang, responsible for the daily management of this department and coordinating the working relationship of other departments.

2. Be responsible for departmental responsibilities, organize the formulation of organizational structure, workflow, job responsibilities of sales staff and departmental rules and regulations of this department, and improve work efficiency.

3. Regularly check and analyze the marketing environment, objectives, plans and business activities, and timely adjust marketing strategies and plans to ensure the completion of marketing objectives and plans.

4. Make the annual sales plan, decompose the target, submit for approval and supervise the implementation, analyze the market situation and correctly position the products. regular meeting

Time: every week or every morning.

Conference theme:

1, Work Report of Marketing Department

Step 2 ask and solve problems

3. Summary of Marketing Department's work this week

4. Marketing Department's work arrangement for next week

5. The meeting recorder of the marketing department is responsible for sorting out, and the decision-making issues are copied to Mr. Wang.

Sales staff code of conduct and service standards (to be determined)

Marketing budget

Composition of marketing budget: Marketing budget consists of marketing and public relations advertising budget, sales budget, customer service budget and market development budget.

Details of advertising expenses (for reference):

Wall painting (details to be understood)

Production of commercial short films (20,000,40,000,80,000)

Magazines: women's newspapers and magazines-65438+200,000 (65438+200,000 pages per issue, * * * 12)

Fashion home-960,000 yuan (80,000 yuan per page, period *** 12)

Television: CCTV 1-3 million (***200 days)

Provincial Satellite TV-1.9 million (***200 days)

Network: Youku.com- 1 10,000 (***396 days)

Tudou-950,000 (***396 days)

Taobao-500,000 yuan (* *100 day)

Sales budget:

1, enterprise market dynamics.

2, product market research report.

3, enterprise product system planning.

4. Last year's sales statistics.

5. Last year's public relations expenses.

publicize

Wall ink painting

Bus body ink jet

Publicity video production

Create news (disasters are common now, such as donations in disaster areas. If you want to donate to primary schools, you can contact the local government to jointly sponsor the project.

Situation analysis

Advantages:

1, product advantages: natural science, healthy sleep "cotton" as the concept, using the principles of traditional Chinese medicine, ergonomics, bionics, circular economics and other natural sciences, invented three major scientific technologies, one method and one standard. Using high-quality raw cotton with biomedical properties as raw materials, a high-tech production line with an annual output of more than 200,000 quilts and more than 300,000 cotton pillow cores was developed by scientific methods, and a series of cotton pillow products with 1 0,000% natural ecological function were refined. The product has excellent performance, which can effectively reduce the pressure of heart, superficial blood vessels, nerves and muscle tissues, promote blood circulation, unblock veins, improve sleep quality and be beneficial to physical and mental health.

In order to meet the needs of modern consumption, Mianmian Home Textiles strives to combine products with home environment, humanistic environment and green ecological environment, whether gorgeous, romantic, classical or warm, through the application of texture and color, technological innovation and novel and unique design. Developed 100% quilt pillows suitable for all ages, including military, hospitals, hotels, schools, tourism and leisure, with more than 500 varieties. This product has won many honors since its launch.

Disadvantages:

1, the product is positioned as middle and high-end consumers, ignoring middle and low-end consumers.

2. The construction of sales channels is not perfect, and the publicity mode has not yet been opened.

Opportunities:

1, people's living standards improve, and they pursue high-quality life. The unique health care functions and patents of cotton-cotton home textiles are in line with the contemporary market.

2. The international market demand for China household textiles is increasing.

Threats:

There are many home textile brands, and the competition is becoming more and more fierce. Consumers have higher pursuit of life and stricter requirements for products.

Consumer analysis

Overall consumption of consumers: the main consumers of home textiles are generally women, who are married or married, and are the main force driving family consumption.

Consumer behavior: consumers pursue a more comfortable life. When home textiles become a necessity, they pursue cheap and beautiful things. When using home textiles as decorations, pursue design style.

Consumer attitude: the pace of life is accelerating, and the pressure of life follows. While paying attention to fashion and price, people

It also gradually pursues high-quality products that are harmless to people and have health care functions.

Rural consumers: With the improvement of income level and the breakthrough growth of rural consumption, there is a huge potential consumption space for home textile products. (Rural consumers pay attention to the quality and price of products)

Hotel: Pay attention to the grade of hotel facilities, and the choice of home textile products tends to be high standard and high quality. (The hotel pays attention to product quality and design style)

4PS

market strategy

Channel construction

1, supermarket chain (pay attention to the product culture and product honor to be displayed)

2. Brand monopoly flagship store (agent, distributor)

3, baby products, healthy living center

4. Welfare and gifts of government units

5. Online shopping malls and e-commerce.

6. Weddings and group buying

to promote sales

The key point of product promotion: subdividing product line

If there are differences, when promoting products, they must be divided into four categories: unsalable products, out-of-season products, image products, mass products and profitable products. We should use image products to attract the attention of high-end consumers who like the new and hate the old.

The key point of image promotion: to make the store image beautiful

60% of commodity value depends on image, especially home textiles. A unified store image will attract consumers' attention, and dealers can optimize it according to the actual situation. As a distributor, the image layout of the terminal is promising. The image of the terminal should not only be clear and concise, but also highlight the emotional connotation and artistic conception, so as to quickly grasp the attention of consumers. Dealers can use some props as an auxiliary display, reflecting the unique brand style and artistic conception.

The key point of service promotion: star service

The promotion of home textiles is to provide services, which has been ignored by many dealers, which is also an important reason why more than half of the new dealers in the home textiles field finally failed. In fact, a home textile shop needs more than one year's efforts and exploration to achieve sustained profitability and balance of payments. This year is also a process of developing and cultivating customers. It's not just about products and prices, but more importantly, it's about enhancing and deepening the relationship with consumers through quality service.

The key point of joint promotion: let the partner bring his customers.

Home textile dealers can find many strategic alliances for us to use when doing promotional activities, and can cooperate with clothing stores, wedding photo studios, marriage registration offices, real estate developers and so on. , and use their communication channels and customer base for in-depth development. Of course, not only that, but also it will be jointly promoted with furniture dealers and home dealers. While displaying other people's products, you can choose your own products as image props to expand the exposure of products.

Key points of purchase and promotion

Buying gifts is a regular way to promote sales. The specific method is to buy goods in full and give away corresponding items to increase sales. When making the promotion plan, we should fully consider the inventory and give the inventory products as promotional items to achieve the sales volume of new products promotion. In addition, you can also send some women's fine products, such as scarves, umbrellas, socks and so on.

Feasibility of network marketing

According to relevant statistics, the number of netizens in China has reached 4. 200 million people, the penetration rate reached 30%, and the immeasurable benefits and publicity brought by this expanding online shopping market will also become the focus of sales.

The seamless connection of integrity information flow, logistics and capital flow, the guarantee of brand and service, and the maximum reduction of procurement and inventory costs in Taobao Mall.

At present, there are many choices for online marketing. Whether to put online advertisements, cooperate with search engines or give full play to the power of new media needs to be combined with the characteristics of the company.

Chuang Jian Guan Fang flagship shop

Online shopping has become one of people's consumption patterns. If we want to put an end to the negative impact of irregular network marketing behavior, the company can open an official flagship store, build a marketing system of consulting, sales and after-sales, and also promote the sales of physical stores.

2023 Sales Director Work Plan Template (Part 3) Learning Part

The first step to enter the company is to be a good soldier-to be an excellent sales employee, and to receive all-round training and learning on company philosophy, company culture, company products, sales model, service concept and competitors. Try to have a comprehensive and in-depth understanding of your work content, working environment and market situation within two weeks and lay a good foundation. Focus on:

1, target customer. Who are our target customers? What are their expected needs and concerns? Have a deep understanding.

2. Features and selling points of our products. Both brief introduction and detailed introduction need to be mastered. For example, an in-depth understanding of enterprise intelligence systems and public opinion management systems has a broad market space.

3. Product information of competitors. Distinguish the advantages and disadvantages of rival products, such as understanding the management of online behavior.

4. FAQ. Frequently asked questions about sales are familiar to me.

5. Understand the bidding situation of the company and make a case analysis.

Business articles

At present, there are not many sales directors working in Guangzhou office. A very important part of their work is to directly carry out business work or assist colleagues to complete business work together, so they also need to become business experts in business development. Allocate more than 70% time to do business well in daily work, and pay attention to time management. Set performance requirements, and follow up all business according to the company's requirements.

Main points of work:

1. Do a good job in market investigation and analysis, deeply understand the current market situation, competitors and national policies and regulations, and form relevant documents.

2. After market investigation and analysis, I sorted out my own billing marketing strategy and summarized several billing breakthroughs.

3. Organize customers, contact and follow up. Pay attention to the public security laws of the party, government, army and large enterprises in various provinces and cities, extensively collect relevant directory materials, use various relationships to understand the situation, sort out customer relationships and personnel, sort out follow-up forms, and arrange follow-up plans.

4. Pay more attention to customers in the information system and public opinion management system. Which industries will have more demand? Government departments, marketing departments of large enterprises, large consulting companies. Do meticulous understanding, understand the characteristics of customers, demand ideas, improve their understanding of the information industry, and become an industry expert.

5. Seek the support of internal resources, form a cooperation mode suitable for your own style, such as pre-sales support, and form good cooperation.

6. Prepare various safety "stories", be good at telling stories and impress customers with cases. In order to be safe, you must be good at arousing customers' fear of accidents and putting forward a wider range of business needs. Storytelling is a good method.

7. Develop partners. Provide customer resources, such as finding some friends and businessmen in safety, finding some associations to cooperate, holding customer meetings and so on.

8. Follow up the original channels, visit daily and strive for cooperation.

9. Be responsible for collecting, summarizing and excavating customers' potential demand for new functions and products, satisfying customers and upgrading products. Be a product expert.

10, consider all kinds of advertisements in industries that need to be broken through.

Management articles

As a sales director, daily management planning includes three parts: the first is system planning, the second is management control, and the third is training incentive. The trilogy is an organic whole and cooperates with each other. Its main purpose is to solve the common problems of sales team, such as fatigue of sales staff, chaotic sales actions, "chicken ribs" of sales team, unpredictable performance, etc., so as to lead the team and cooperate with the regional general manager to achieve the sales target.

I. System planning

1, goal planning, goal decomposition. According to the requirements of the company's development plan and comparing the previous performance data, formulate reasonable performance targets, including sales financial targets, customer growth targets, management requirements targets, etc. And do target decomposition, decomposition to individuals, decomposition to specific quarters and months. Combine the actual work situation with colleagues to deduce the set goals, so that everyone has the pressure and motivation to complete them together!

2. Market segmentation. Whether the external market is divided by product line, region or other modes should be carefully considered and communicated. At present, our company mainly focuses on content security and behavior audit products, content security and behavior supervision products and security integration services. My personal opinion is that in the stage of small number of business people and low business ability, it should be temporarily liberalized, and everyone in the region can do products, but everyone has their own dedicated industry lines to prepare for the later division of the market according to product lines. The reason is that there is specialization in the industry, and the profession strives for customers and defeats opponents!

3. Sort out important processes. It mainly includes sales process management process, customer information management process, sales staff stage assessment management process, accounts receivable management process, etc., and sorts out relevant flow chart documents. For our target customers in the national machinery departments such as the Party, Government, Army and Public Security Law, the process control of the sales process is particularly important. For example, the sales process is divided into four stages, one is customer contact stage, the other is customer acceptance stage, the third is negotiation stage and the fourth is business breakthrough stage. Each stage is controlled by node elements, and the regional general manager and director focus on controlling the nodes in the process to give guidance to business colleagues.

4. Written internal sales organization and responsibilities. Combined with the division of external market, the internal organization of regional sales group is also easy to set up, whether it is divided into groups or individuals by product line or by region. It is important to make it clear and fixed in the form of words, and to clarify everyone's work tasks and job responsibilities.

5. Sales staffing. At present, our number is relatively small, and we have made relevant plans according to business needs, and the regional general manager has also made plans.

6. Design of salary performance appraisal system. The company has a unified system in this respect. If the situation permits, we can combine the actual situation of the region and do some performance appraisal with regional characteristics.

Second, management control.

1, recruitment sales staff management. Choose those salespeople who have experienced matching, development stage matching, personality matching and expectation matching. For the project sales of the company's products, they need more intelligent sales that are good at expanding interpersonal relationships.

2. Form management. Including the formulation and implementation of daily newspaper, weekly report, monthly report, customer visit record, sales funnel report and other systems, or the use of related OA and CRM system management. Paying attention to practical and effective form design can really help business colleagues, not only for the purpose of filling in the form, but also to clearly explain the benefits of filling in the form to colleagues in the training environment.

2023 Sales Director Work Plan Template (Chapter 4) As a sales director, I made a 20xx work plan to make all aspects of the company work smoothly.

I. Summary: As a profit-making unit, only the sales department is a profit-making unit, and all other departments are cost units. The sales department of our company can only be regarded as the sales department at best. Judging from the fierce competition in the furniture market, the sales department must upgrade from passive sales to active sales.

Second, the construction of sales team: employing people is useful, but employing people is useless. Reorganize existing employees. Old employees are our wealth. They are familiar with customers, the operation process of our factory and the market. They can better reduce the impact of structural reform on customers. They just need to reorganize and divide their functions and powers according to the planned structure of the company.

Third, the functions of the sales department:

1. Collect market information and conduct market research;

2. Analyze the market situation and demand, make correct market sales forecast, and provide scientific basis for inventory production; 3. According to the sales statistics of this year and the same period last year, make monthly, quarterly and annual sales plans; 4. Summarize market information and put forward suggestions for product improvement or product development.

7. Establish and improve customer data files at all levels to maintain two-way communication with customers;

8. Management and maintenance of potential customers and existing customers;

9. Cooperate with relevant departments of this system to do a good job in promotion activities;

10. Display goods, design and distribute promotional materials according to the requirements of the promotion plan;

Fourth, about the brand: "English * *" brand has been established for a long time and has certain preconceived advantages. This advantage will continue to expand. Do an accurate forehead positioning. Differentiation is reflected in products, decorations, ornaments and so on. Products include materials, structures, components, etc. We should not only learn, but also surpass them.

5. Channel management: upgrading from the original bulk to monopoly, which is also the main purpose of this reform. Make full use of existing customer information, optimize the composition of dealers, upgrade from mom-and-pop stores and self-employed stores to collective units and group units, and gradually develop into regional, provincial and municipal general distribution. These goals seem a little far away, but they are not far away. As long as our product quality and service can stand the test of customers and do a good job of in-depth communication, there will naturally be big customers interested. If there is a chance to make money, someone will look for it. The problem is that we should be ready for the opportunity.

6. Information management and utilization: At present, there are more than 2,000 contact information for dealers, furniture stores and shopping malls (more than 800 for foreign investors), which have not been reasonably divided and utilized due to unclear authority. These are precious materials for marketing. Due to the passive thinking of the sales department and the decision-making of the leaders, it is a pity that these things are put in the drawer. We should make full use of it to determine the target market and target customers more quickly and accurately.

Seven, about communication: the newspaper media is very weak at present, only Guangzhou Furniture Newspaper is doing it, and all the soft articles that can be given are not done, which is a waste. Due to the continuous promotion in recent days, the spread on the Internet has achieved good results. The Furniture Forum has four advertising spaces, with more than 200,000 registered people. Of course, the customer may not be able to convert it into a purchase after reading it. The purpose of promotion is to let more people know our brand and form a word of mouth. Since there is no other publicity channel, it is necessary to increase online publicity. Generally speaking, we should try our best to do our business well.