Individual plan of the sales manager. This is the amount of money that the employee is obliged to earn. Here, in accordance with the principle of equality, the same plan should be for all equal specialists. A fatal mistake would be a special attitude towards more competent managers and raising the bar only for them. This indonesia mailing list approach should not be used. The exception is when managers operate in different segments, for example, shoe and sports equipment departments. Their profits are different, and accordingly, the horizons of specialists will be different.
Sales department plan. This is an indicator that can be used to evaluate the efficiency of the entire department. It is equal to the sum of the individual plans of the managers, multiplied by a coefficient of 1.1. If this is not applied, the department manager relaxes, the managers are not motivated, and the work rate will always be at the same level.
What does this mean? That the head of the department will not receive a bonus. All specialists have their own standards, they are encouraged if they fulfill the plan, and are fined otherwise. The manager receives bonuses only if the overall performance of the department reaches 110% of the individual sum. This forces him to increase the efficiency of his subordinates.
General corporate plan. As you already understood, this is the company's net profit. Such a sales plan should also exceed the sum of the indicators of all departments.
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Alexander Kuleshov
Alexander Kuleshov
General Director of Sales Generator LLC
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Over the past 7 years, we have conducted over 23,000 comprehensive website audits and I have learned that all of us as leaders need clear and working algorithms for our marketing and sales.
Today we will share with you the 5 most valuable documents that we have developed for our clients.
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How to find out the 5 key marketing metrics in your company?
Step-by-step calculation template with fields where you can insert your data
How to make a KPI for a sales manager based on his work results?
Current template for calculating KPI for sales manager
9 Examples of Universal Selling Commercial Proposals
Upgrade your CPs to close more deals
Cold Lead Processing Script Template
A checklist of ready-made questions for engaging cold clients
7 Profitable Marketing Strategies Examples
Will help increase customer flow by at least 30%
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Why does a business need to plan sales?
A sales plan is not just a piece of paper with numbers. It is your guide to success. By investing time in creating it, you take a step towards more efficient work and growth of your business.
A sales plan helps you understand what you want to achieve. For example, you might set a goal to increase sales by 20% this year or to attract 50 new customers. Without clear goals, it’s easy to get lost and not know which direction to take.
When you develop a plan, you study the market and your competitors. Understanding what your customers need will help you better offer them your products or services.
The sales plan provides tools to measure success and evaluate the effectiveness of strategies. This allows you to identify strengths and weaknesses, and make informed decisions to improve processes.
Principles of making a sales plan
When developing it, the following must be taken into account:
unity. Taking into account the chosen strategy, each individual task should be aimed at achieving the overall goal of the company;
Flexibility: Whatever plan you make, it should allow for adjustments and changes;
availability. The actual competence of employees, the presence of clients, the sales potential of products and the current market situation are the factors that must be taken into account;
time constraints. All tasks and goals must have clear conditions and deadlines for their implementation;
specificity and measurability. The plan must be based on clear numerical indicators. Approximateness is unacceptable;
availability of resources. You cannot set a task for which there are no material conditions. It is necessary to take into account everything that employees are provided with;
Continuity. To ensure that the temporary absence of a key specialist does not become a reason for failure to complete tasks, it is necessary to ensure the compatibility and interchangeability of employees.