Sales planning is the most important tool for the success of any company. More and more often, fundamentally new products, new strong competitors appear on the market, the economic situation and consumer demand are constantly changing. All of these can be serious reasons for adjusting the existing plan. How to plan sales to increase the profits of the organization?
It is necessary
market growth forecast - the emergence of new competitors, their products, as well as its own report on economic indicators for the past period
Instructions
Step 1
Plan your company's sales. To do this, compare the indicators for the previous year with the indicators for the current period. How much has the organization's profits increased? What product and in what quantity was sold in both years? Have the company's expenses increased? Were loans issued and for what purpose? Have the accounts payable been paid off? Are there any receivables? All factors can be "sorted" into two columns - negative and positive aspects of the organization's activities. Accordingly, the positive aspects will need to be strengthened, and the negative ones will need to be eliminated.
Step 2
Plan the sales volume for each specific manager for the current period. For example, if the analysis of the organization's activities showed that the net profit increased by only 5% compared to the previous year, you need to increase the quantitative sales. To do this, each of the managers needs to set a sales plan in specific numbers. The same applies to network companies that have several points of sale. For each of them, you need to set really achievable targets, taking into account the past period and the results achieved, as well as taking into account external factors, for example, the release of new products or the conduct of a large-scale campaign by competitors with huge discounts.
Step 3
Plan your sales volumes for the long term and for the next month or quarter. Be sure to compare the achievement of the plan on a daily basis. Any deviation up or down should have a justification, for example, in winter demand for tourist stays drops sharply, so in the summer months all the forces of managers should be thrown into the maximum achievement of the plan. Thus, the company will achieve the plan, even despite the seasonality of tourist demand.
