Simple steps of making sales work plan

The sales work plan is the basis of every salesman's work, and it is necessary for salesmen in big companies to write sales plans. Of course, there are many small companies that don't plan, train or guide salespeople, but only pursue sales. So how do you make a sales plan? This article is a simple step of making a sales work plan that I compiled, for reference only.

Simple steps for making a sales work plan

First, market analysis.

the basis for making the sales plan is the analysis of the market situation and current situation in the past year.

second, marketing ideas.

the marketing idea is the "spiritual" program that guides the sales plan based on market analysis, the direction and "soul" of marketing work, and the marketing operation concept that the sales department needs to instill and implement frequently.

third, the sales target.

sales target is the starting point and the end result of all marketing work, so scientific and reasonable sales target formulation is also the most important and core part of the annual sales plan.

fourth, marketing strategy.

marketing strategy is the tactical decomposition of marketing strategy, and it is a powerful guarantee for the smooth realization of enterprise sales targets.

v. team management.

1. personnel planning, that is, according to the annual sales plan, reasonable personnel allocation is made, and personnel recruitment and training plans are made.

2, team management, clearly put forward the slogan of building a team. Really build an "iron team" with strong cohesion, centripetal force, combat effectiveness, explosive force and deterrence.

VI. Cost budget.

How to make a sales work plan

Just as a salesman or a new company, what you have to do is to understand the products first, then the sales channels, and then the market. Don't be busy writing the sales plan first. When you feel that you have a certain understanding of the market and products, you should write the first sales plan. This work plan should be the embodiment of your sales thinking, and you don't need to write specific tasks, just write your own sales channels, how to cultivate customers and your understanding of product sales. In a word, it is a summary of sales channels and methods. When you have a better understanding of the market, make adjustments and supplements to your plan.

Generally, writing a sales work plan includes the following aspects:

1. Market analysis. That is to say, according to the market situation, the selling point, consumer group and sales volume of the product are positioned.

2. Sales methods. Is to find out the model and method suitable for your own product sales.

3. Customer management. That is, how to serve a developed customer and how to urge them to increase sales or purchase; How to follow up with potential customers. I think this point is very important and should occupy the main space in the plan.

4. Sales task. Is to set a reasonable sales task, the main purpose of sales is to improve the sales task. Only by diligently using various methods to complete the established tasks is the role of the plan. After completion, we should sum up good methods and models. If we can't finish, we should also sum up the problems and difficulties that still exist.

5. Assessment time. Sales work plan can be divided into annual sales work plan, quarterly sales work plan and monthly sales work plan. The assessment time is also different.

6. summary. Is to judge the sales plan of the last time period. The above six aspects are necessary for the plan. Of course, the plan is not static, and it should be adjusted according to the market situation. Marketing Sales Marketer Sales Training Marketing Training Telemarketing More?

writing a sales work plan is to make our sales work targeted, instructive and normative, and it is also a yardstick for our own inspection of sales work. If you persist in doing it, you will find that your sales skills are improving, your sales tasks are improving, and more importantly, your sales management ability is improving. 95% of the people who can go from salesman to sales manager or boss are people who have sales plans, and they can make sales plans.

sales planning template

This is a sales plan made by a salesman in Shenzhen, an air-conditioning industry. The plan is detailed, clear and clear, which is worth learning from.

according to the company's total sales of 15 million yuan and 6, sets in Shenzhen in 21 and the company's channel strategy in 21, the following sales work plans are made:

1. Market analysis

The price war in the air-conditioning market has gradually started for several years. The low-end demand of the secondary and tertiary markets, at the same time, with the continuous improvement of urban construction and people's living standards and the arrival of the product upgrading period, has driven the sustained growth of the primary market, thus driving the expansion of the overall market capacity. In 25, the total domestic sales reached 19.5 million sets, an increase of 11.4% compared with 24. It is expected to reach 25-3 million sets in 26. According to industry data, the global market capacity is 55-6 million sets. The China market capacity is about 38 million sets. According to the division of regional market share capacity, the capacity of Shenzhen air-conditioning market is about 4, sets. The sales target of 5, sets accounts for about 13% of the market share.

At present, the market share of _ _ _ in Shenzhen air-conditioning market is about 2.8%, but according to industry data, it has been in the stage of "shuffling" in recent years, and the brand market share will be highly centralized. According to the company's strength and product line in 29, the company's sales target in 29 is completely possible. In 2, there were about 4 air-conditioning brands in China, and in 24 it dropped to about 14, with an average annual elimination rate of 32%. By 25, under the encirclement and suppression of first-line brands such as Gree, Midea and Haier, there were less than 5 brands active in the air-conditioning market in China, with an elimination rate of 6%. In 26 LG was accused of dumping by the United States; Kelon encountered financial problems and its market share fell sharply. Shinco, Changhong and Oaks have also been adversely affected by enterprises and brands, and their market share has also declined. In 26, Japanese brands such as Panasonic and Mitsubishi were strongly influenced by Japanese people's arrival in China, and their market share was relatively large. However, _ _ _ air conditioners are showing a rapid growth trend in the Guangdong market. However, the market base in Shenzhen is relatively weak, the team is still relatively young, and the brand influence needs to be consolidated and expanded.

II. Work Planning

According to the above situation, we plan to focus on six tasks in 21:

1. Sales performance

According to the annual sales tasks and monthly sales tasks assigned by the company. According to the specific situation of the market. Break it down into monthly, weekly and daily. Break it down into various systems and stores with monthly, weekly and daily sales targets, and complete the sales tasks in each time period. And improve sales performance on the basis of completing the task. The main means are: improving team quality, strengthening team management, carrying out various promotional activities, and formulating reward and punishment system and incentive scheme (according to the market situation and the actual situation of each time period). This work is always focused on the peak season. In the peak sales season, we will carry out strong sales promotion activities for Gome, Suning and other professional home appliance systems, and vigorously promote large-scale terminals.

2. K/A, agent management and relationship maintenance

Effectively manage and maintain the relationship with existing K/A customers, agents or future K/A agents, establish customer files for each K/A customer and agent, understand the pre-sales situation and strength, and spread the company's corporate culture and new products in 29. This work was completed at the end of August. Spread it from time to time after the peak season and before the peak season. Understand the basic situation of each K/A and the person in charge of the agent, visit regularly and communicate effectively.

3. Brand and product promotion

Brand and product promotion cooperated with and implemented the company's regular brand promotion and product promotion activities from 26 to 21, and planned some publicity activities of public relations with low input cost to enhance the brand image. Such as "_ _ _ air conditioning health, environmental protection, love my family" and other public welfare activities. If possible, joint promotion with various K/A systems can not only expand the influence, but also establish a good customer relationship. Product promotion mainly includes some "roadshows" or outdoor static exhibitions, and some product promotion and normal business promotion.

4. Terminal layout (to cooperate with the channel expansion of business lines)

According to the company's sales target in 26, the popularity of channel outlets will be greatly increased. According to this situation, we will actively cooperate with the work of business departments at any time and anywhere, and actively cooperate with the image construction of stores, parks and cabinets in stores (according to the requirements of six atmospheres for the company's booth layout). Actively arrange posts for promotion, sample tracking and product display. This work is carried out according to the needs of the company's business departments, and the layout standards are strictly in accordance with the company's unified standards. (adjust in time under special circumstances)

5. Planning and execution of promotional activities

The planning and execution of promotional activities are mainly carried out in the peak season of April-August, 26. Firstly, the company's sales promotion activities are strictly implemented, and secondly, some sales promotion activities are flexibly planned according to the market conditions and competitors' sales promotion activities at that time. Theme ideas to avoid its advantages, attack its disadvantages, according to the company's product advantages and resource advantages, highlight the key points for planning and implementation.

6. Team building, team management and team training

Team work is divided into four stages:

The first stage: August 1st-August 3th. A, some promoters conduct key investigation and quantitative assessment. Remove some people who are under the ability, and focus on keeping around 4 people for key training. B, formulate relevant team management system, clear power and responsibility and clear scope of work, and improve the work report of promoters. C, complete _ _ _ air conditioning system training materials.

the second stage is from September 1st to February 1st, 21. The second stage is mainly to carry out systematic and intensive training for the main team, coordinate with the company's brand and product promotion activities and plan a series of brand and product promotion activities, and cooperate with business departments to expand outlets, actively carry out terminal layout construction, and maintain effective communication with the original terminals to maintain good terminal relations.

① The training system arranges grading and centralized training

Business personnel → promoters

Training lecturers → promoters

② The weekly meeting is used to conduct centralized training for all promoters

September 1st-October 1st: four sessions of corporate culture training and industry knowledge training

October 1st-October 31st: four sessions of professional knowledge training. : conduct four sessions of sales promotion skills training

December 1-December 31: conduct four sessions of mentality guidance, training and mentality construction at any time.

January 1-January 31, 21: four sessions of promotional activities and terminal layout training were conducted

February 1-February 29, 21: all members were trained in simulated sales and tested on site. And at the end of each month, quantitative assessment is carried out to follow up the sales volume.

the third stage: February 1, 21-February 29, 21

① It takes one week to recruit promoters according to the demand of the number of outlets, and it takes 1 days to systematically train, assess and screen the new promotion. After a week's trial arrangement of qualified personnel in the store, the promotion of the qualified personnel will be assessed again, and finally the posts and personnel will be determined to ensure that all terminal positions are occupied before March 1.

② All work is based on basic work

Stage IV: March 1, 21-July 31, 21

The whole Shenzhen market was fully launched in the fourth stage, and all the work focuses on improving sales.

first: follow the supply, ensure the supply is sufficient and the proportion is coordinated, achieve inventory optimization, and try to avoid out-of-stock or out-of-stock phenomenon.

second, recruit and train temporary promoters to prepare for activities and make every effort to build a team that is more effective in all aspects.

third: strictly implement the company's sales strategy and promotion activities, and plan and implement sales promotion activities to stimulate the market and increase sales.

fourth: follow up the promotion gifts and the rational distribution of gifts.

fifthly, carry out distribution construction to enhance brand image. Follow-up counseling and supervision.

sixth, carry out quantitative assessment every month

seventh, break down the monthly tasks, and break down the work tasks in strict accordance with the WBS method, so as to achieve interlocking, clear responsibilities, responsibilities to people, and work details can not be subdivided.

eighth, use four means of team management: weekly work meeting; Follow-up counseling; Debriefing talk; Report management. Strictly control the team and maintain the stability of the team.

Ninth: Conduct market research, market dynamic analysis and information feedback from time to time, be a good communicator between enterprises and markets, and make every effort to create a rapid response mechanism.

tenth: coordinate the relationship between agents and dealers, and go all out to complete the terminal task according to the technical and personnel support.

222 Sales Work Plan Part I

I am engaged in sales work. In order to achieve the planned goals for next year, I will determine several priorities for next year in combination with the actual situation of the company and the market:

1) Establish a stable sales team that is familiar with the business.

Talent is the most valuable resource of an enterprise, and all sales achievements originate from having a good salesperson. That's right. First, work out the personal work plan of the salesperson and supervise the completion. Establishing a cohesive and cooperative sales team is a key point for us now. Building a harmonious and lethal sales team at work should be taken as a major task.

2) Improve the sales system and establish a set of clear and systematic business management methods.

Sales management is a long-standing problem for enterprises. Salespeople are on a business trip and see customers in a state of laissez-faire. The purpose of perfecting the sales management system is to let the sales staff play their subjective initiative in their work, have a strong sense of responsibility for their work, and improve their hero consciousness.

3) Cultivate the habit of salespeople to find problems, sum up problems and constantly improve themselves.

The purpose of training salespeople to find and summarize problems is to improve the comprehensive quality of salespeople, to find and summarize problems at work and to put forward their own opinions and suggestions, and to improve their business ability to the level of a mature salesman.

4) market analysis.

that is, according to the market situation we have learned, we should properly position the selling points, consumers and sales volume of our products.

5) sales methods.

is to find out the model and method suitable for our company's product sales.

6) sales target

according to the sales tasks assigned by the company, the tasks are broken down into each.