Three Work Plans of Sales Director

Sales Director's Work Plan Part I

As a sales director, daily management planning includes three parts: the first is system planning, the second is manage

Sales Director's Work Plan Part I

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.

3. Meeting management. Including organizing morning meetings, night meetings, weekly meetings and monthly meetings to convey the company's instructions, sales system and channel policies. The effect of the meeting is very important in the planning and preparation in advance, and the management of the meeting has an important impact on the work.

4. Talk management. Including daily debriefing management, reading list management and so on. Reading list management is an important means to control the sales process. According to the visit records, each salesperson makes his own follow-up list into a FREEMIND diagram, and decomposes the list according to factors such as people (decision makers, consultants, executors, etc.). ), money (whether there is a budget, budget amount, etc. ), time (schedule), arrangement (project arrangement process) and competitors (competitors, etc. ).

5. Daily observation. Observe the daily working status, mentality changes and working methods of sales colleagues, understand their work situation in time, and urge them to correct. Organize some dinners or other types of activities from time to time to communicate with you and pay attention to your colleagues.

Third, training incentives.

1, induction training. Conduct all-round training and learning on company philosophy, company culture, company products, sales model, service concept and competitors.

2. Special sales training. Make training materials, and clearly explain to sales colleagues all kinds of sales process training, sales drills, product demonstrations, problem solving, job responsibility training and related matters in system planning. For example, telemarketing training, you can carry out actual simulation training or practical training to improve the working ability of sales colleagues.

3, on-the-job training. Lead new colleagues to visit customers together, observe the work of new colleagues as technical engineers or other identities, and give comments and corrections afterwards.

4. Sales training. Organize excellent sales colleagues to analyze and explain cases, exchange follow-up experience together, improve everyone's documentary ability and encourage each other!

Work Plan of Sales Director Part II

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 through scientific planning, implementation of standards and quantitative assessment.

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. It is important to set enforceable standards or requirements and let them know the methods and skills of active sales. At the same time, do a good job in the recruitment, training, screening and reserve of relevant personnel;

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.

5. Grasp key customers and control product sales trends;

6. Development and rational distribution of marketing network;

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. In addition, independent brands should be differentiated and accurately positioned in terms of product style, decoration atmosphere and audience. 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. This is not far away. As long as our product quality and service can stand the test of customers and communicate well, big customers will naturally be 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. In addition, the statistics of population and economic data in various regions of the country and the ranking of the top 100 counties in the country. There are also online shopping mall investment information, take the initiative to contact customers with monopoly intentions and so on. 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. In addition, through the promotion of blogs, some furniture newspapers have published some articles recently, which has a certain impetus to brand building. 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. Other websites have also changed three advertisements. In addition, Sohu's furniture blog has been visited more than 40,000 times, and SouFun's blog has more than 30,000 times, and articles are often recommended to the home page. The number of views of our website is close to 20 thousand, and there are more than a dozen platforms being promoted. The total flow is about 200,000. 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.

Sales Director's Work Plan Part III

First, strengthen learning, change ideas and build a high-quality marketing team.

At present, the quality of marketing managers and account managers is uneven, and some people have relatively low ability and level in industry policy, workflow, cigarette sales trend analysis and customer guidance, which is difficult to adapt to the requirements of the current tobacco industry development. In order to adapt to the new form, it is objectively necessary to have a marketing team with excellent business.

1, strengthen the study of industry and foreign-related knowledge, and strive to improve the comprehensive ability of marketers. In view of the uneven quality of marketing personnel at present, the marketing department will further strengthen the training and learning of personnel. Diversified training methods: group training, knowledge contest, speech contest, self-study and so on. Extensive content: In addition to industry policies, marketing knowledge, laws and regulations, marketers are mainly required to learn other aspects of marketing knowledge, social etiquette, language communication, etc. Provide sufficient space in time, give full play to morning and evening regular meetings and spare time, and ensure that every staff member has sufficient spare time for study. Let every marketer's intelligence play a better role in the market and work.

2, pay close attention to the improvement of professional quality, to ensure the smooth development of all work. With the further improvement of network construction function, the work quality, service quality and the effectiveness of business guidance of marketing personnel directly affect the smooth development of the work. The marketing department will organize the training and examination of 1-2 marketing personnel every month, focusing on daily business, proficient operation of v3 system, laws and regulations, industry policies, supply policies, etc.

Second, go deep into the market, grasp the real market demand and report the real demand of the primary market.

First, since the implementation of the total amount floating management in April, after the account manager and the customer unanimously agreed to approve the total amount, the customer's understanding of the self-declared demand has been greatly reduced, and the customer's understanding of the real market demand and the total amount floating management has been misunderstood, resulting in the deviation between the customer's understanding of the total amount floating and the self-declared demand in the market research process. Not only is there a problem with customer awareness, but there is also a problem with the publicity and guidance of the account manager. So that the real demand of the market has not fully played its role in order forecasting. Second, the account manager does not have a good understanding of the requirements of total floating management and independent declaration, which leads to problems in daily publicity and guidance. In view of the existing problems, we will start rectification from the following aspects.

1. Marketers and customers should have a correct and clear understanding of total floating management and independent reporting requirements and distinguish them. In the second half of this year, this work will serve as an important indicator for the assessment of account managers. Mainly investigate the awareness rate of customers, and check the self-submitted data of customer orders as the main inspection basis.

2. Steadily promote the work of "organizing supply according to customer orders". The assessment of the accuracy of the account manager's prediction focuses on the real market demand, the evaluation results of the top 20 national key cigarette brands, the launch, sales, analysis and prediction of new brands, etc. , thus improving the ability of account managers to grasp the market. From the original total prediction accuracy assessment, it is gradually put into the prediction accuracy of a single brand, especially the top 20 national key cigarette brands. On the premise of ensuring the sales volume in the same period last year, we will strive to increase the individual price by RMB/article, which is% higher than last year's RMB/article.

3. From the overall operation of the "total floating management" work, it can be seen that in the process of total negotiation between the account manager and the customer, the account manager did not have a good grasp of the customer's historical sales data and current supply policy, which led to a small number of customers agreeing that the total amount was too large or too small. In the process of actually ordering cigarettes, the sales fluctuated greatly at the beginning and end of the month, and even individual customers could not order the cigarettes actually sold in time. In view of the current situation, the account manager further adjusts and agrees on the unreasonable customer supply quantity under the condition that the total amount remains unchanged. Put an end to the situation that some customers cannot place orders at the end of the month and the supply increases too much at the beginning of the month. Implement the basic requirements of "market demand is basically met and retail customers have choices" and constantly improve their ability to adapt to the market. According to Lanzhou Company's "Measures for the Administration of Cigarette Supply with Tight Supply", the total amount of retail orders is subject to floating management, which can reasonably control the upper sales limit, but it is not allowed to set the lower sales limit or agree the sales volume according to the specifications; Subdivide the demand quantity of retailers for different brands (categories), form a scientific and reasonable quantification of each type of retailers and maintain and adjust them in time according to market changes. Through reasonable quantification, it can promote the improvement of scientific delivery level and embody the principle of market delivery.

4. The work of "organizing supply according to customer orders" and "total floating management" is effectively connected and can be carried out smoothly. The county marketing department requires the account manager to focus on the basic information such as the business circle type, customer category and sales status of the customers under his jurisdiction, so as to grasp the real needs of customers and grasp the first-hand information. As a routine work of account manager's daily assessment. The above two tasks are wrongly opposed to effective development. Implementing "full floating management" is an effective way to implement "organizing supply according to customer orders"

Channel management: upgrading from bulk cargo 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. This is not far away. As long as our product quality and service can stand the test of customers and communicate well, big customers will naturally be 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.

Third, improve service, strengthen management and further improve customer relationship management.

In order to further establish a good relationship between customers and me, how to improve customer service quality, information transmission, profit level, personalized service, timely and effective supply of goods, etc. How to strengthen customers' awareness of law-abiding, cooperation and loyalty; We marketers need to care and create.

There are some bad phenomena in repayment this month compared with the previous period, such as Jinhong Commercial Bank and Hongzhou Liquor Industry. We must put an end to this phenomenon from happening again, focusing on cash cooperation, and special customers should collect money in time at the appointed time, and the arrears outside the end of each month should not exceed 50 thousand yuan.

X. about production: the company has been out of stock for more than a year. Up to now, the total sales volume has not increased, and there has been an embarrassing situation that customers can't follow up after opening the store. Because we can't do it, what's the purpose of participating in the exhibition? Now the leader has come up with a solution, hoping it will be effective. What I want to say is OEM. Due to management and other reasons, this method which can effectively improve productivity has not been well utilized. It is suggested to invite talents in this field and establish a complete OEM management system. IKEA can be number one in the world without its own factory. We can learn from it.