There is no absolutely feasible sales plan. There are always elements of chance in business. Planning, however, will help define the boundaries of the enterprise and make the most of all available resources.
Instructions
Step 1
Analyze the market situation. Whether the demand for the products you offer is decreasing, whether the number of competitors has increased, how easily did you fulfill last year's plan. Compose a new one with these changes.
Step 2
Estimate how much you can earn by attracting new customers. Calculate the income that regular customers can bring to you. Make calculations in pieces and in monetary terms at the same time. Then it will be clear how many contracts will provide the required sales volume.
Step 3
Analyze what percentage of your sales are from regular customers. What product do they most often buy, and how often. Focus on the best selling product. It will become the main one when drawing up a sales plan for new customers. If the sales volume for each product varies greatly, create a sales plan for each.
Step 4
For new customers, calculate the cost of your first purchase. Plan how many new contracts you can sign. The personal plans of sales managers will play an important role here. For example, a sales manager believes that the required number of contacts with a client to receive a positive response about cooperation is three. There are 60% of them. Others will have to be met more times. Divide the number of contacts of the manager by the number of working days, calculate how many meetings he can actually hold during the month, and plan the approximate volume of sales for new customers. An important role in drawing up a personal sales plan for a manager is played by his personal qualities and interest in the result.
Step 5
Budget sales costs. Calculate how much you spend on advertising, presentations. Include employee bonuses, consumables, and communications. You might want to increase some of your investments.
