How to make a sales work plan

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How to make a sales plan is the basis of every salesperson's work, and it is necessary for salespeople in big companies to write a sales plan. Of course, there are also many small companies that do not plan, train or guide sales staff, but only pursue sales. It is conceivable that it is difficult for most salesmen to complete the sales task, and the sales task formulated by the company has become a castle in the air, just a display or a dead letter. So, as a salesperson, how to deal with the sales work? I think it is essential for you to make a careful sales plan to be an excellent salesperson, no matter what company you are in or what boss you face. So how to make a sales plan?

Just like 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 yet. When you feel that you have a certain understanding of the market and products, you should write your first sales plan. This work plan should reflect your sales thinking. 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 deeper understanding of the market, adjust and supplement your plan.

Generally speaking, 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 groups and sales volume of products are positioned.

2. Sales method. 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 is very important and should occupy the main space in the plan.

4. Sales tasks. 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. Summarize the good methods and modes after completion. If you can't finish it, you should also sum up the problems and difficulties that still exist.

5. Evaluate the 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 for 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 market conditions. Marketing Sales Marketing Personnel 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 the yardstick for our own inspection of sales work. Keep doing it, and 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 people who can be sales managers or bosses from salesmen have sales plans, and they can make sales plans.

How to make a sales work plan? This is a question that many salespeople are asking, and it is also a problem that salespeople must solve when making a good work plan. In order to help salespeople plan their sales work better, this paper provides a sample sales work plan for reference.

This is a sales plan made by a salesman in Shenzhen area of air conditioning industry. The scheme is detailed, clear and definite, which is worth learning.

According to the company's total sales of 654.38 billion yuan and 60,000 units in Shenzhen in 2065.438+07 and the company's channel strategy in 2065.438+00, the following sales plan is made:

I. 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, along 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 2005, the total domestic sales volume reached19.5 million units, an increase of 1 1.4% over 2004. It is estimated that it will reach 25-30 million units in 2006. According to industry data, the global market capacity is 55-60 million units. China's market capacity is about 38 million units.

At present, the share of XXX in the air-conditioning market in Shenzhen is about 2.8%, but industry data show that it has been in the stage of "shuffling" in recent years, and the brand market share will be highly concentrated. According to the company's strength and product line in 2009, the company's sales target in 2009 is completely achievable. In 2000, there were about 400 air-conditioning brands in China, but in 2004 it dropped to about 140, with an average annual elimination rate of 32%. By 2005, under the "encirclement and suppression" of first-line brands such as Gree, Midea and Haier, less than 50 brands were active in the air-conditioning market in China and were eliminated. LG was accused of dumping by the United States in 2006; 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 2006, Japanese brands such as Panasonic and Mitsubishi were greatly influenced by Japanese entering China, and their market share was relatively large. However, XXX air conditioner has shown a rapid growth trend in 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.

Second, the work plan

According to the above situation, we plan to focus on six tasks in 20 17:

1, sales performance

According to the company's annual sales task and monthly sales task. According to the specific situation of the market. Break it down into monthly, weekly and daily. Break it down into monthly, weekly and daily sales targets of various systems and stores, 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 concentrated in the peak season. In the peak sales season, we will carry out strong promotion activities for professional home appliance systems such as Gome and Suning, and vigorously promote large-scale terminals.

2. Agency 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 2009. This work was completed at the end of August. Irregular transmission after the peak season and before the peak season. Understand the basic situation of each K/A and the agent in charge, visit regularly and communicate effectively.

3. Brand and product promotion

Brand and product promotion in 2006-20 10, we cooperated with and implemented the company's regular brand promotion and product promotion activities, and planned some low-cost public relations publicity activities to enhance the brand image. Such as "XXX air conditioning health and environmental protection love my home" 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, as well as some product promotion and normal business promotion.

4. Terminal layout (in line with channel expansion of business lines)

According to the company's sales target in 2006, the popularity of channel outlets will be greatly improved. According to this situation, actively cooperate with the work of business departments at any time and place, and actively cooperate with the image construction of shops in shops, parks in gardens and cabinets in shops (according to the requirements of six atmospheres for the layout of company booths). Actively arrange positions 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. (Special circumstances will be adjusted in time)

5. Planning and implementation of promotional activities

The planning and implementation of promotion activities are mainly carried out in the peak season from April to August 2006. One is to strictly implement the company's promotional activities, and the other is to flexibly plan some promotional activities according to the market situation at that time and the promotional activities of competitors. The theme idea avoids its advantages, attacks its disadvantages, and focuses on planning and implementation according to the company's product advantages and resource advantages.

6. Team building, team management and team training

Team work is divided into four stages:

The first stage: August1-August 30th. A. Some promoters conduct key investigations and conduct quantitative assessment. Get rid of some people with insufficient ability, and focus on retaining about 40 people for key training. B, formulate the relevant team management system, clear responsibilities and scope of work, and improve the work report of the promoters. C, complete XXX air conditioning system training materials.

The second stage is September 1-February1,20 17. The second stage is mainly to carry out systematic and intensive training for major teams, cooperate 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, maintain effective communication with the original terminals, and maintain good terminal relations.

(1) the training system to arrange hierarchical centralized training.

Business personnel → promoters

Training instructors → promoters

② Make use of weekly meetings to conduct centralized training for all promoters.

September 1-June 65438+1October1:Conduct four corporate culture trainings and industry knowledge trainings.

101October1-10/October 3 1: four professional knowledge trainings were conducted.

165438+1October1-165438+1October 30th: Conduct four-section training on promotion skills.

65438+February1-65438+February 3 1: Conduct mentality guidance, training and mentality construction four times at any time.

20 17 65438+ 10/0 June 65438+ 10 October 3 1: Conduct four promotion activities and terminal layout training.

2065438+February1-February 29, 2007: Conduct on-site simulated sales training and on-site testing for all members. And at the end of each month, quantitative assessment is carried out to follow up sales.

The third stage: 2017 February1-29 February.

① It takes one week to recruit promoters according to the number of outlets, and 10 days to systematically train, assess and screen new promotions. After a week's probation of in-store personnel, the promotion of qualified personnel will be assessed, and the positions and personnel will be finally determined to ensure that all terminal positions are filled before March/kloc-0.

All work is based on basic work.

The fourth stage: 20 17 March 1- July 3 1.

In the fourth stage, the whole Shenzhen market will be launched in an all-round way, and all the work will focus on improving sales.

First: track the supply, ensure the supply is sufficient and the proportion is coordinated, realize inventory optimization, and try to avoid out-of-stock or out-of-stock phenomenon.

Second, recruit and train temporary promoters to prepare activities, and strive to build a team that is effective in all aspects.

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

Fourth, follow up the promotion and rational distribution of gifts.

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

Sixth: 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, responsibility to people, and inseparable work details.

Eighth: using four means of team management: weekly work meeting; Follow-up consultation; 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.

How to make a sales work plan: three parts and two efficient work plans. First,

-Remember how to make an effective work plan.

With the development of scientific management, there are further requirements for the improvement of work efficiency and work execution, so making an effective work plan will play a vital role in promoting all work.

American thinker W.P. Frost once put forward a famous Frost rule: Before building a wall, you should know what to circle and what to circle in. This law shows that if the boundaries of development are defined at the beginning and what kind of goals are to be achieved, you will eventually advance with the goals and will not do anything beyond the boundaries. Planning is the first of the four functions of management. Planning is to pave the way for where we are now and where we want to go. The work plan is to point out the development goals, define the development direction, and effectively reduce duplication and waste. The formulation and implementation of the work plan can often determine the success or failure of a work project, and even the rise and fall of the whole enterprise. Therefore, the importance of the work plan is self-evident, which can be understood mainly from the following aspects:

First, point out the direction, coordinate actions and improve work efficiency.

At present, the company's working status is mainly divided into two forms:

The first is passive work, which is mainly manifested as "waiting for things to be done", waiting for superiors to arrange work, waiting for instructions from subordinates, and waiting for remedial work when accidents occur, also known as "fire fighting" work.

The other is active work, which is mainly manifested in "finding something to do", making a work plan in advance, and defining the work to be done according to the work objectives of oneself or the department, without waiting for the arrangement of the leader. Also known as "fire prevention" work.

Because the company's operation is in a dynamic and changeable environment, only when the company's direction, position and situation are always clear and its attention is always focused on the real course can the company develop healthily and stably. The work plan can indicate the development direction of the company, and it is the program of coordinated action of the company from top to bottom. A scientific and reasonable work plan can ensure that the work of each department can always be carried out in an orderly manner. Making a work plan is the starting point of our active work.

Second, predict changes, take fewer detours, and simplify the complex.

The plan is future-oriented, but the future is unknown and there are many uncertain factors. When making a work plan, you can think carefully, find out the ways to promote all the work, make step prediction, time prediction, division prediction and data prediction for the work to be carried out, turn some unexpected uncontrollable factors into unexpected controllable factors, formulate corresponding countermeasures and emergency plans, and adjust the work plan when necessary.

At the same time, making a work plan is also a process of analyzing things. If complex things are done step by step and by employees, the work objectives can be achieved faster.

Third, prioritize and control the company's operations.

Work plan is not only a list of work events, but also the overall distribution and control of time and human resources. When making a work plan,

Four types of work can be distinguished: important and urgent, important and not urgent, urgent and not important, not important and not urgent. Redistribute time resources and human resources according to this situation, so that everything can be done easily.

In order to ensure the realization of the company's goals, all work must be effectively controlled. Planning and control are two sides of the same thing, planning is the basis of control, and control is the guarantee of effective implementation of planning. An effective work plan will keep all the work under control, which is conducive to the steady development of the company.

In addition, planning ability is also the embodiment of personal level.

Personal development should focus on long-term career planning, which is particularly urgent for a growing department with increasing personnel. When the department is small, there is no need to write a plan. Because there are not many problems in the department, communication and coordination are relatively simple, and only a few people need to solve the problems when they are found. But the bigger the department, the more people there are, the more problems there are, the more difficult communication is, and the leadership energy is limited. The importance of planning is reflected.

Our work is invisible. If you don't make a plan, no one knows what the other party is doing, not among peers, nor between superiors and subordinates. Problems are bound to happen. Therefore, we need to make our work invisible and tangible. How to do this, the work plan is a good tool!

The importance of making a work plan is clarified, but we often encounter such problems when making a work plan on a daily basis, the most prominent of which are as follows:

1, the plan has no focus.

2. The abstract is inconsistent with the plan

3. The weekly plan is not the decomposition of the monthly plan, but the monthly plan is the decomposition of the annual plan.

In fact, we don't have a good grasp of how to make a work plan. Taking the weekly plan as an example, we need to take the following steps when making a work plan:

1, find out the key work points by comparing the key work of the month.

When making a weekly plan, compare it with the plan of the current month, and don't leave out the key work contents in stages. The weekly plan must be consistent with the monthly plan.

2. Compare last week's work plan to see which plans have not been completed.

The work plan that was not completed last week is written in this week's work plan. You can't throw away the unfinished work.

3. Sort out the key work this week, refine the key work content, and avoid writing routine and repetitive daily work to be done every week.

4. Collect the progress of this week's attention and key events and the upcoming key events.

The event that department leaders pay attention to is the work plan. As a department and a company of the group, there are at least three to five events concerned by department heads and company leaders in a week. If there are only two or three work plans, it proves that the head of the department has no key focus this week.

Therefore, as can be seen from the above example, to make an effective work plan, we must first grasp the content of the work plan. We all have this experience. If we have a careful action plan before the action, and can make clear what to do and how to do it, then we can devote ourselves to the action with greater confidence and grasp, and the success rate of the action will be greatly improved. To improve the company's execution and work efficiency, it is necessary to make a good work plan and accurately locate the contents of the work plan, which can be summarized as "5w 1h":

What about (1)? (What to do? ) that is, to clarify the content and requirements of the work activities to be carried out. Only by being prepared in advance,

Only by defining the work objectives can we not waste unnecessary time and energy in the process of work input, thus improving work efficiency.

(2) Why do you want to do this? ) that is, to clarify the reason and purpose of the work plan and demonstrate its feasibility, only "want me"

Only by changing "doing" into "I want to do" can we change passivity into initiative, give full play to the enthusiasm and creativity of employees and realize it.

Strive for the expected goal.

(3) When will it be done? When will it be done? ) that is, the start and completion time of each task in the work plan is specified, also called

Control the progress of work, so as to effectively control, balance and evaluate capabilities and resources.

(4) Where to do it? (where to do it? ) that is, to clarify the implementation place and place of the work plan and understand the implementation environment of the work plan.

Conditions and restrictions, in order to arrange the space for the implementation of the work plan more reasonably.

(5) Who will do it? Who will do it? ) which departments and personnel are required to organize the implementation of the work plan. For example, an attribute

The undertaking of service projects can be roughly divided into the following aspects: from the early planning of property service projects to the later undertaking.

Pre-property service project planning, tender document preparation and pre-property service intervention. In the work plan.

It is necessary to clarify the responsible department, assisting department, person in charge and collaborator at each stage, and also to clarify which department.

And who will participate in the evaluation and audit.

(6) how to do it? (how to do it? ) that is, the measures, processes and corresponding policy support of the work plan are stipulated to improve the company's resources.

Carry out reasonable deployment, balance the ability of employees, and comprehensively balance various derivative plans.

The work plan is not written, but made. The content of the plan is far more important than the form. We reject flowery rhetoric and welcome real content. Simplicity, clarity and operability are the basic requirements of the work plan.

In addition, a complete work plan should also include various control standards, that is, assessment indicators. , so that the departments and personnel who implement the plan know how to make and what level to achieve is the successful completion of the work plan.

The purpose of writing a work plan is to implement it. Execution is not what people usually think, "My plan has been taken out, and execution is a matter for executives. If something goes wrong, it is also the level of the executives themselves. " Poor implementation, or inability to implement, has a lot to do with the plan. If you didn't understand the reality at the beginning, you didn't do enough investigation and understanding. Then the plan itself has laid a hidden danger for the subsequent implementation. By the same token, whether our plan can be really implemented is not only a problem for the executors, but also a problem for the people who write the plan.

1, according to the actual situation, according to the department combined with the actual situation of the enterprise, the plan will be well implemented.

2, the key work plan of each department every month should be made public. There are two purposes: one is to test the feasibility of the scheme through everyone's wisdom; Second, the work of the department will inevitably involve other departments, and win the support of superiors and the cooperation of other departments at the same level through discussion.

3. The work plan should be adjustable. When the implementation of the work plan deviates from or goes against our purpose, it needs to be adjusted, and we can't plan for the sake of planning.

4, in the process of the implementation of the work plan, department leaders should always track and check the implementation and progress. Find the problem, solve it on the spot and move on. We can't just focus on the so-called direction and principles without going deep into the problems and scenarios.

Finally, pay attention to the writing of work summary. Work summary is a description of the completion of the work plan. According to the work plan, the work summary should indicate whether it is completed or not, or the number of completed items. If it is not completed, explain why it is not completed and include it in the work plan for next week.

For the temporary work assigned by the leadership, it should be indicated in the work summary because it is not included in the work plan.

How to make a sales work plan No matter what kind of work you do, you must give yourself a comprehensive work plan and a phased work summary if you want to do it well. We all know that the sales plan is the basis of every salesperson's work. Such a plan may be necessary in a large sales company, but it is not necessary in a small company. Without planning and training, most salespeople will find it difficult to complete the sales task, and the sales task set by the company will become a castle in the air, just a decoration or a dead letter. So, how should a salesperson treat the sales plan? I think it is essential for you to make a careful sales plan to be an excellent salesperson, no matter what company you are in or what boss you face. So how to write a sales plan?

Let's start from the beginning. Just like 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 yet. When you feel that you have a certain understanding of the market and products, you should write your first sales plan. This plan should reflect your sales thinking. 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 deeper understanding of the market, adjust and supplement your plan.

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

1. Market analysis. That is, according to the market situation, enter the sales volume, points, consumer groups and sales volume of products.

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

6. summary. Is to judge the sales plan for 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 market conditions. Marketing Sales Marketing Department Sales Training Marketing Training Telemarketing More …

Doing sales in a planned way will make our work more instructive and normative, and it is also a yardstick for our own inspection of sales work. Keep doing it, and 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 people who can be sales managers or bosses from salesmen have sales plans, and they can make sales plans.

I recommend it carefully.