You will need
- Information on sales in previous years.
Get information about the work of the division in all previous years. The fuller it is, the easier it is to prepare its analysis. Draw a graph that will reflect the results in years and months. Write separately the average sales volume for each month of the past years. Ie you will need to specify on average, how many sold goods for January, February, March, and so on.
Find out what was the connection between the increase and decrease in sales previously. This may be due to seasonality, human factors, crisis, dismissal of employees, or anything else. All these factors will need to be reflected in the plan of development for the next month.
Analyze the work of the Department. Structure feature for each employee. In it, describe the work performed for the month; the quantity of cold calls, meetings, contracts. Calculate approximately how many new contracts he will be able to conclude in the next reporting period. Calculate the average for the Department indicator.
Work with this indicator. If your product has seasonality, then subtract or add to it the required amount of interest (it can be taken from the analysis of previous years). Then calculate the profits that will bring these contracts. Subtract from this amount, about 25%. This will be your insurance for unforeseen situations. If someone from staff is going on vacation, the amount will need to do even less.
Relate the sales plan with capabilities of the firm. Stock may not always be the right amount of product. Providers also can disrupt your clear schedule. All of this should be taken into account and recorded in the development plan.
Discuss with subordinates the result. Perhaps they will be able to add something. Enter deadlines. Divide the result by weeks, to be able to adjust the plan if something goes wrong. Approve the development plan for the sales leadership.
Advice 2: How to make a sales plan
Absolutely doable plan sales does not exist. In business there are always elements of randomness. However, planning will allow you to designate the boundaries of enterprises, and maximum use of all available resources.
Analyze the situation on the market. Decreases the demand for your proposed products, has not been an increase in the number of competitors how easy you completed last year's plan. Make a new one with those changes.
Think about how much you can earn, attracting new customers. Count the income that you can bring regular customers. Calculations of the lead in units and in money terms at the same time. Then it will be clear how many contracts will provide for the required volume of sales.
Analyze what percentage of the sales volume you bring in regular customers. What product they often buy, and how often. To make an emphasis on the best-selling product. It will be the main in the preparation of sales plan for new customers. If the sales volume for each product varies greatly, plan sales for each.
For new customers calculate the cost of your first purchase. Plan how many new contracts you can make. Here the important role play personal plans for sales managers. For example, the sales Manager believes that the necessary number of contacts with the customer for a positive response on collaboration – three. Such 60%. Other will have to meet more times. Divide the number of contacts of the Manager on the number of working days, count how many meetings in a month he can spend and actually plan the approximate volume of sales in new customers. Important role in the development of a personal sales plan for the Manager to play his personal qualities and interest as a result.
Form a budget of the cost of sales. Calculate how much you spend on advertising, and presentations. Include award to employees, payment for supplies and means of communication. You may want to increase some of those investments.
Never give the user outstanding results. Work out a plan for the development of sales as carefully as possible.
Always monitor the work of sales Department. If the actual amounts do not correspond to the amounts from your plan, you will be guilty, not your subordinates.