Sales & Sales Management/Help please
I was hoping your could help me please. I have a third interview for a sales manger position and amongst other things I have been asked to prepare a 3 month business plan. The things they have asked me to include are, what would I do in the first 3 months ? Set out in month 1, 2 and 3 months. How would I plan to influence and motivate the team ? What ideas could I bring to enhance the current sales and performance ? The team would be selling advertising into a niche publication and also onto a website.
Any advice you could give me would be great especially as I'm stuck and just don't know what to include or where to start.
HERE ARE SOME POINTERS.
YOU CAN SPREAD THEM FOR 30/60/90 DAYS.
The team would be selling advertising into a niche publication and also onto a website.
THIS VERY GENERAL APPROACH.
YOU CAN TAILOR IT TO YOUR PERSONAL STYLE/ APPROACH.
FINE TUNE YOUR PRODUCT[PUBLICATION/ WEBSITE ] KNOWLEDGE / FEAURES/ BENEFITS/ APPLICATIONS.,
2.Company Knowledge [ YOUR COMPANY/ THEIR SERVICES]
MAKE A THOROUGH STUDY OF YOUR COMPANY, OPERATIONS/ SYSTEMS / SERVICES ETC
3.Planning of Sales
HOW DO YOU PLAN TO
PRE-CALL SALES PLANNING
-handle the current customers [who, when,etc
-Prospecting New Clients
[who, when and how]
4.FOR NEW PROSPECTS,HOW THE opening the Sales
5.FOR THE CURRENT CUSTOMERS
-manage customer Relations
6.HOW DOYOU PLAN TO MAKE
[visuals, verbal etc
7.HOW DOYOU PLAN TO conduct Customer Servicing
8.WHAT ARE YOURPLANS FOR
9.WHAT ARE YOUR PLANS
Organisation of your daily work
10.WHAT ARE YOUR PLANS FOR Setting Goals
HOW DO YOU PLAN TO SHARPEN
SOME SELECTION OF
_____ Problem Solving
REVIEW THE LAST 12 SALES PERFORMANCE.
-Customers Sales review
-Sales Policies review
-Products Performance reveiw
- trade review ]
-Sales Organization review
-Territories Sales review
-Sales Force review
-Sales management review
-Sales Promotions review
-Sales support review
-Sales training review
Based on the analysis / review, you develop the sales plan
for the next 1/2/3/ months.
1.Your Company Mission Statement.
2.Your Products/ Service
3.Total Market size potential [ how big in the next 12 months]
4.Your company marketing Objectives.
5.Your market share forecast.
6.Your sales forecast.
7.Your Competitive positioning
8.Which are your market segments, you are going to focus.
9.Your sales organization-structure / positions/ process.
10.Your major customers [ current / new prospects ]
11.Your sales targets by customers / territories.
What categories of buyers will you target? For example: banks,
Why? Where are those customers located?
13.What Motivates Those Buyers
Describe the product or service in terms of the benefits it provides the
customer. Why should they buy your product or service? Buyers are
motivated by benefits (e.g., convenience, status, time savings,
cost reduction, etc.), not products and services.
14. Matching Competitors
Don’t assume that your products and services are so superior that you can
discount the competition. An honest assessment of your primary competitors’
strengths and weaknesses make your business plan more credible.
Describe your competition from the customer’s perspective. What strengths
does the competition have in the eyes of the marketplace?
How will your business compete effectively?
15. What is positioning strategy
1. Price—Base it on how much the market is willing to pay for the product
1 or service, not on how much it costs the business to manufacture and sell it.
2 Management style—Fast and aggressive or slower and cautious?
3 Product quality—High-priced, high-quality for a niche market or low-priced,
4 adequate-quality that can capture a large market share?
What industry trends could affect your business? Economic trends? Cultural trends?
How do you plan to manage these factors.
17.Obstacles and Opportunities
What might get in the your way? If possible, present these obstacles as opportunities
instead of problems. How will the business address them?
18.A. SALES STRATEGY
-existing accounts - business growth strategies.
-existing accounts - business growth tactics.
-NEW accounts - ACQUISITION strategies.
-NEW accounts - ACQUISITION tactics.
18.C. SALES TARGET STRATEGY
-sales targets for current accounts.
-sales target for major accounts.
-sales targetfor key accounts.
-sales target for territories.
19. Increase awareness in the marketplace of my products, services and solutions.
* Join and participate in no less than three professional associations and organisations that my best
prospects and customers belong to.
* Attend any and all trade shows and conventions that my best prospects and customers attend.
* Purchase the mailing list of these associations and organisations and send either a postcard or a
letter of introduction.
* On a regular basis, contribute articles and white papers that address the interests and concerns of
20. Increase awareness in the community of my products, services and solutions.
* Attend all Chamber of Commerce networking events.
* Volunteer to speak at no less than 12 various organisations in my territory that have an interest in my
product, service and solutions.
* Volunteer my time at three non-profit organisations.
* Join and participate in no less than three networking groups, such as Le Tip or Business Networking
How will your potential customers learn about your product?
If you plan to use your own sales force, how many salespeople will you need
to meet your goals? How many sales calls do you estimate that it will take to
make a sale? How large will the average order be?
How will you keep your sales costs down? Many businesses have moved away
from a traditional in-house sales force and have become increasingly reliant
on direct mail, telemarketing, and seminars to sell products and services.
22.Supporting the Sales Force
What training will the sales force need? How will that training be addressed?
What materials (e.g., brochures, selling aids, prototypes) will the sales force need?
What incentives will you offer the sales force? These incentives must be
structured properly and explained clearly in order to be effective.
How will you promote your product? Through advertising? Public relations? The press?
24. MONITORING SYSTEM
Setting up a sales management information system to track/
monitor / evaluate the results against the objectives.
25. SALES BUDGETING.
There are four basic parts of a sales plan:
1. New business acquisition strategies
2. New business acquisition tactics
3. Existing business growth strategies
4. Existing business growth tactics