Tip 1: How to write a sales plan
Tip 1: How to write a sales plan
Competently composed plan sales - an enormous help in the work of theattracting customers. The professional leader will add to it not only the figures of the future profit, but also a description of the methods by which you can achieve an increase in income.
Instructions
1
Writing plana sales begins with the composition of the "cap". Stepping back two or three lines, in the center of the sheet, write: "Plan sales department ... "Then:" Compiled by the manager / manager "and your own surname, name and patronymic, put a date under the text.
2
In the first paragraph planand indicate how many employees work in the department. Describe how they manage their job responsibilities and whether they need to hire new managers. Remind me about the achievements of the department. List the names of the largest customers that were attracted in the past period.
3
In the second paragraph, describe the indicators for the previous quarter. Add schedules of recession and recovery sales. Indicate the total amount and profit for each employee individually. If the past plan by salesIt was exceeded, count it as a percentage and put it in the document.
4
In the third paragraph, write planLearned amounts from sales in the next quarter. Indicate which companies already agree to cooperate with your company. Mark how many contracts are on signing, and how many - on the agreement. List companies that contact only planIs being adjusted.
5
In the fourth paragraph, describe the activities that need to be undertaken to promote sales. Perhaps you need an additional advertising campaign. Or for customers have long been not satisfied with conferences and dinner parties. Note whether there is no need to replace household appliances.
6
In paragraph 5, put the recommendations onoptimization of the department. Note whether there is no need to replace household appliances. Describe how you can simplify communication with other services - accounting, marketing and legal department. Do everything to guide not only the "bare" figures of future profits, but deployed plan work of managers in the future period.
Tip 2: How to make a sales analysis
To determine the trend of growth or decline sales It is necessary to conduct their products analysis. It allows you to determine the situation in the market and identify those goods, the promotion of which requires some effort. As a result, a plan of future sales and the necessary measures to increase them.
Instructions
1
Make a report on the dynamics and structure sales in general for the enterprise and for certain areas and groups of products. Calculate the growth rate of revenue, which is equal to the ratio of profits from sales in the current and in the past period. Also determine the share of revenue from sales products that are sold on credit in the reporting period. The obtained indicators, calculated in dynamics, will allow to estimate necessity of crediting of buyers and a tendency of development sales.
2
Calculate the coefficient of variation sales. It is equal to the sum of the squares of the difference in the realized output in a particular period and the average sales, relative to the average percentage sales behind analysisLearned period. Based on the values obtained, draw conclusions about the causes that cause unevenness sales. Develop activities designed to eliminate the identified causes and improve rhythm.
3
Calculate the level of marginal revenue, which is equal to the ratio of the difference in revenue and variable costs to revenue from sales. Determine the critical volume indicator sales, which is equal to the ratio of fixed costs for production and sales of products to the level of marginal revenue. The value obtained allows us to determine the break-even point sales. On the basis of the data obtained, determine the safety margin of the enterprise.
4
Determine the dynamics of profitability sales, which is defined as the ratio of profit sales to the proceeds. The obtained indicator allows to determine the profitability of the enterprise and assess the efficiency of the functioning and the current commodity policy.
5
AboutanalysisManage received indicators sales and identify the measures that need to be taken to increase profits. This can be the optimization of production, work with customers, the development of new markets and much more.
