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Sales planning checklist

 

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Sales planning checklist This sales planning checklist explains basics of this process, gives examples and possible solutions. It is necessary for managers to conduct proper all-round external and internal analysis to create appropriate strategy and tactics based on realistic evaluation of company’s strengths and opportunities. With a help of this checklist, you can select and design an appropriate format meeting your specificity, as usually real-life means a certain mix of techniques represented here.


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Basic process:

  • Environmental Scanning – analyzing internal and external business factors influencing sales, such as Sales staff’s skills and possibilities, industrial and economy situation, customers, competitors, conducting SWOT & PEST analysis, etc.
  • Mission and Objectives – setting up company’s financial and strategic objectives including indicators such as sales targets, earnings growth, market share and business reputation.
  • Sales Strategy and Tactics – using the information obtained during environmental scanning for elaborating an appropriate strategy to answer treats and reach goals, and for creating tactics to realize packages of detected opportunities.
  • Sales Strategy Implementation – implementing the selected strategy by means of appropriate programs, policies, budgets, and procedures, and organizing the company’s resources.
  • Evaluation and Controlling – identifying and modifying parameters and target values for them to be monitored and measured during strategy implementation and realization. Review and refine your strategy with a help of brainstorming conducted on regular meetings, providing trainings to specialists, analyzing efficiency of different elements, etc.

Signing up future contracts with your prime customers:

  • Identify highly-valued clients who create the major revenue through purchasing bulk of your products and services (who buy regularly or/and intensively);
  • Customers can provide sales organizations with a clear direction on what they want to buy, how much they are ready to pay, and how they want these goods to be delivered. Strategy should be focused on desires and expectations of these highly-prioritized customers;
  • Since a small number of clients create the most valuable income for you, then their preferences should be reached, served and analyzed at the first place. What you need to do is to ensure their validity through studying their buying history, statistics and current status;
  • Create a plan on how your research can reach these clients, so you can better clarify their vision and needs. Use surveys, conversations, sales calls and direct feedbacks to create some tailored proposals that are priced and packaged reasoning from the obtained response;
  • Offer your clients to prolong win-win collaboration between you and them via signing up long-term contracts obliging you to deliver them your products and services of certain bulk, with the advantageous price and terms that you have designed and agreed with them;
  • Techniques that imply meeting expectations of highly-profitable customers with specifically customized marketing strategy oriented at each individual client’s needs, will be appreciated by those involved customers as a demonstration of your good attitude in listening to their ideas and satisfying their needs. With a help of this client-focused technique you can ensure certain incomes during prolonged periods through making future’s contracting;
  • Decisions and business plans on making such contracts should be produced as a result of all-round researches and discussions where the highest company’s managers are involved; 

Steps and solutions:

  • Making sales forecasting in a way taking into account variety of influential factors: macro and microeconomic, cultural and territorial, seasonal and political. Then you need to analyze and transfer these forecasted outcomes into specific matters of real-life sales goals and tactics. You try using different software products to generate forecasts based on a number of your inputs;
  • Organizing sales strategy oriented at meeting well-proved potential market opportunities and events. You need to remember that exploration and elaboration of good marketing opportunities can bring you considerable revenues in the long-term view, but you need to be very careful, avoiding too risky ventures;
  • Traditional approach when calculating and setting of the sales plans and personal objectives for salesmen is guided by company’s desired goals, superficial analysis of territorial market’s activity and size, plain statistics of previous periods, etc. ...


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