The well-being of the entire organization depends on the work of the sales department. After all, the more goods are sold, the higher the income of the company will be. Therefore, it is so important to find a competent manager who will lead this department and, of course, draw up the correct sales plan.
Necessary
Sales information for previous years
Instructions
Step 1
Get information about the work of the department for all previous years. The more complete it is, the easier it is to prepare its analysis. Draw a graph showing all the results by year and month. Separately write the average sales for each month over the past years. Those. you will need to indicate how many items were sold on average in January, February, March, and so on.
Step 2
Find out what the previous increases and decreases in sales have been related to. This could be due to seasonality, human factors, crisis, layoffs, or something else. All these factors will need to be reflected in the development plan for the next month.
Step 3
Analyze the work of the department. Make a description for each employee. In it, describe the work done in a month: the number of cold calls, meetings, contracts concluded. Calculate how many approximately new contracts he will be able to conclude in the next reporting period. Calculate the average for the department.
Step 4
Work with this indicator. If your product has a seasonality, then subtract or add to it the required amount of percent (you can take it from the analysis of previous years). Then calculate the profit that these concluded contracts will bring. Subtract about 25% from this amount. This is your contingency insurance. If one of the employees is going on vacation, then the amount will need to be done even less.
Step 5
Match the sales plan with the firm's capabilities. The quantity of goods you need may not always be in the warehouse. Suppliers can disrupt your tight schedule too. All this will need to be taken into account and entered into the development plan.
Step 6
Discuss the result with your subordinates. Perhaps they can add something else to it. Enter due dates. Break it down into weeks so you can adjust your plan if something goes wrong. Approve the sales development plan with management.
