Sales department monthly work plan ppt sample

Under the leadership, help and support of the head office, the company has a preliminary scale, laying the foundation for the overall development of the domestic market. Especially in the expansion of the market and the development of new customers, the Shengtian brand has left a deep influence in the country. Sales are increasing month by month, the number of customers is increasing every month, and the market share has been extended from the original East China to the Northeast, and has begun to expand to the Southwest and Northwest. The sales of Shengtian products and the reputation of Shengtian brand in China have been greatly improved, which has made a good foundation for Shengtian Company's domestic market expansion. Due to subjective and objective factors, there is still a considerable distance from the requirements of the head office. On the basis of summarizing the work of 2019, the company is determined to focus on the 2019 head office goals, adhere to the policy of "internal management and external market expansion", and implement various tasks in a serious and solid manner by means of "management by objectives".

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1. Market development:

Innovation and truth-seeking, open up the domestic market. Based on the basis of last year, the Shanghai company has a deeper understanding of the domestic market. Products need a market, and the market needs more suitable products (including product quality, appearance and appropriate packaging). Therefore, according to the characteristics of the domestic market, the Shanghai company specially hired someone to design the company's sales image to improve the unified image of Shengtian in the Chinese market. Cooperating with high-quality products, it has laid a stable foundation for enhancing the popularity of Shengtian Company in China in the future.

At the same time, the establishment of a sound sales network system has enabled Shengtian to develop a sales point in the Chinese market. The Shanghai company plans to recruit 7-8 salesmen in early March, comprehensively train business knowledge and focus on market development, and instill Shengtian's implementation concept.

2. Annual goals:

1. The annual sales income is 3 million yuan. Profit: 100,000-150,000 yuan;

2. The domestic market share of Shengtian products (in the same industry) is greater than 10%;

3. Various management expenses are simultaneously reduced by 10%;

4. Set up a product development department to complete the assigned development tasks under the guidance of the head office;

5. Actively cooperate with the head office to do the related matters of Shanghai Shengtian Development Zone and other matters assigned.

3. Implementation requirements:

The refinement and standardization of the sales market are beneficial to the operation. According to the total sales target of 3 million, the indicators are set by region, the responsibilities are clear, implemented to people, and linked to performance.

1. Divide the sales area. The country is divided into 7-8 regions, and each region issues indicators, which are linked to actual performance in the form of assessment, with clear rewards and punishments;

2. According to the layout of the sales network, it is required to vigorously promote the agency system, and strive to open up 15-20 sales agents in provincial cities within the year;

3. The sales contract responsibility system shall be implemented for sales expenses and travel expenses;

4. Set up a R&D department for product development, and strive to initially form new product development potential in the second half of the year on the basis of introducing 3-5 technical developers in the first half of the year, and complete the number of tasks assigned by the head office;

5. Strengthen internal management and improve economic efficiency:

① Financial sales cost: Accounting is the key to the domestic market. Purchasing, sales, and storage must be clear, monthly reports must be reflected, and quarterly assessments must be made, and strive to reach the annual sales standard of 3 million and reduce costs by 5%;

②Human resource management: According to the requirements of the head office, and in combination with the actual work of the Shanghai company, the corresponding personnel for each post will be allocated. Use scientific incentive mechanism to evaluate, make the best use of talents, love and work hard, and each employee reflects personal value with actual performance;

③ Product development cost management.

The company still has a lot of work to do, and many things to implement. For this reason, we must closely focus on the key points of the work of the head office, combine with the actual situation of the company, assume due responsibilities in 2015, and make due contributions to the realization of the strategic goals of the head office.

1. The data for comparison with the same quarter in 2008 mainly include:

(1) The international market environment mainly examines changes in the market environment, mainly including the status of the industry; whether there are changes in consumers' consumption habits, models and characteristics

(2) The status of competing brands.

main analysis

a: Sales status of competing products in the same quarter;

b: Consumer evaluation (mainly inspecting consumers' recognition of product quality, price and service);

c: Domestic and international market expense input status;

d: Channel layout status (when the distributor is a regional distributor, it is necessary to know its channel layout in urban and county towns, that is, the sales status of products through different types of channels, both are auto parts, and sometimes competitors sell them in special channels Better than us. For example, in an auto parts city or a large auto parts center, the sales performance will definitely be higher than usual. Only by paying attention can we find the reason and formulate a breakthrough strategy. This requires us to pay more attention to competition Brand, don’t feel that you can’t write anything when writing a work plan.)

e: the number of product sales outlets; the number of key customers and their distribution in different channels;

f: Second and third-level customer evaluation, etc.)

g: International sales should always pay attention to the changes in the international market, and the time for news should not be short. Whether it is a salesperson or an internal manager of the company, market changes are fleeting, and exchange rates are also changing at any time. Paying attention to changes in the world is like It is to have a bottom that can predict the trend of world changes. This is of great benefit to the company.

For consumption in different regions, it is necessary to find a reference point. The world is so big, and it is necessary to refer to it to understand how big the demand in this region is in the end of the year, which season has the largest demand, and the market share of products of our competitors in this region, etc. wait.

(3) Sales team A team with combat effectiveness plays a very important role in the sales process. To investigate whether the sales team of major competing brands has changed in 2009 compared to 2008, we must pay attention to changes in the number of team members. For example, competitors In the previous year, the number of sales team members was only 10, but in 2007, the number of personnel increased rapidly to 25. The direct effect of the increase in personnel is that the sales volume has increased by 120%. After the comparison, we must be clear about the advantages of our competitors compared to ours. Don't pay too much attention to their shortcomings, but see their strengths.

(4) The sales target and achievement status of the same period last year.

For example: domestic sales: in the first quarter of 2008, the sales target of A auto parts in region B was 30,000 sets, but only 25,000 sets were completed. We must find out the reason why the sales volume did not reach. Don't look for it objectively, but analyze it subjectively. For example: the terminal construction is not in place, the product display area is not sufficient, the salesperson or business point does not operate according to our operating standards, the product distribution rate is not enough, and the enthusiasm of the secondary wholesale is not high. After a comprehensive analysis, it will be found that the sales volume of 30,000 pieces can be completely completed. Therefore, when formulating the sales target for the first quarter of 2009, it is necessary to find sufficient support points for the arrival of the target.

For example: in the first quarter of 2009, the sales volume of A auto parts in B area was 35,000 sets. Next comes the argument. For example, add 10 foreign trade export companies with sales potential in urban areas, develop 10 large and medium-sized city markets, and develop special channels.

I remember when I first joined the company, the company put a big stone on the performance of the sales department. Usually, the sales volume was only 600,000 per month, but the company began to push the sales volume of 2 million per month for the sales department. If you don't analyze the market well, you want to do it all at once, and finally the plan belongs to the plan, just like there is no plan.

2. Team establishment

With a clear goal, and to find strong evidence for the realization of the goal, the next step is the specific implementation. Establishing an efficient operation team can accelerate and promote the realization of the goal. A sales target of 35,000 sets has been formulated, which requires the development of special channels, and of course people are needed. Therefore, the demand for talents should be reflected in the work plan. The work plan is ultimately to be implemented and achieve effective results. A convincing plan , I believe that the superiors in charge will support your reasonable request.

3. Decomposition

When decomposing quarterly sales into monthly sales, it is necessary to find out the inventory status of products at the end of last year, especially the inventory quantity of products in sales channels.

4. Distributors

The work plan must include our dealers, because the implementation of the plan requires the strong cooperation and support of the dealers, which can be reflected in the work plan: such as helping dealers hold salesman training every month, helping Dealers set up a reasonable product inventory purchase and sales table, help dealers set up a reasonable financial management system, and help dealers formulate an effective customer management system, etc.

In short, to formulate an effective work plan, there must be specific implementation rules, and you cannot talk about it in general! The company must pay attention to the quality of its own products. If it receives a large order and cannot get it, it will be very sad. ~