Sales & Sales Management/Help please

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Question
Hi Leo,

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.
Thank you
Kind regards
Steven

Answer
STEVEN,

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.

REGARDS
LEO  LINGHAM

1.Product Knowledge
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
COMPETITORS’  KNOWLEDGE
------------------------      
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
Sales Presentation   
[visuals, verbal   etc
-------------------------
7.HOW DOYOU PLAN TO conduct Customer  Servicing
------------------------------
8.WHAT ARE YOURPLANS FOR
Building Goodwill

9.WHAT  ARE  YOUR  PLANS
Organisation  of  your daily work      
------------------------------
10.WHAT  ARE  YOUR  PLANS  FOR  Setting Goals
-your  territory
-your  customers
-your  prospects

HOW  DO  YOU  PLAN  TO  SHARPEN
SOME  SELECTION  OF
SELLING SKILLS
_____ Contacting
_____ Persuading
_____ Reviewing
_____ Inspecting
_____ Informing
_____ Promoting
_____ Convincing
_____ Influencing
_____ Comparing
_____ Representing
_____ Asking
_____ Closing
_____ Negotiating
_____ Communicating
_____ Calculating
_____ Advising
_____ Contracting
_____ Recommending
_____ Problem Solving
==============================================
STAGE  1
REVIEW  THE  LAST 12  SALES  PERFORMANCE.
-Sales  review
-Customers  Sales review
-Market review
-Sales Policies  review
-Products Performance reveiw
-Distribution  review
-Customer review
- trade review ]
-Sales  Organization review
-Territories Sales review
-Sales Force review
-Sales  management review
-Sales  Promotions  review
-Sales  support review
-Sales  training  review
-Competition review
-Pricing  review
=============================================================
STAGE  2
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.
12.Target Market(s)
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?

16.Trends
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.

18.B.SALESS  STRATEGY
-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
this population.


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
International.

21.Selling Methods
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.

23.Product Promotion
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


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Sales & Sales Management

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Leo Lingham

Expertise

Any questions around sales, sales planning, sales development, sales management, sales auditing, sales strategy, salesforce management, selling skills, sales training , psychology in selling, etc.

Experience

18 years in working management covering business planning,
strategic planning, marketing and sales management, management
service, organization development etc

plus

24 years in management consulting covering business planning,
strategic planning, business developemnt, business coaching,
marketing, product management etc

Organizations
BESTBUSICON Pty Ltd--PRINCIPAL.

Education/Credentials
MASTERS IN   SCIENCE

MASTERS IN BUSINESS ADMINSTRATION

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