The results of market research, as well as the company's own performance

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Read also! How to Sell by Phone: The Most Effective Techniques Step 2. Identify specific sales and expected profit targets. Building a successful strategy is impossible without target indicators. The thing is that actions differ depending on the goal: it is one thing to increase sales by 20%, and quite another to do so by 100%. There are situations when, despite an increase in sales, you may not break even. What actions to take: Find out what profit the business owner wants to receive. Determine what wages the staff would like to receive. Calculate profit and sales volume targets. Develop a plan and adopt it after discussion. Step 3. Assess the current market situation and analyze the sales department's methods of working with the client base.


often surprise business owners. Meanwhile, without knowing the real state of affairs, it is impossible to create a working plan to achieve the intended goals. Top 5 Articles That Will Increase Your Sales Sales Manager oman whatsapp phone number KPI Sales Department Development Plan 10 Secrets of Successful Sales Sales Manager Plan Manager's KPI What to do: Organize a test purchase, where a regular customer chooses between you and a competitor in real market conditions. Subject employees to testing, the results of which will reveal their knowledge of the company's products and their mastery of the art of sales. Study the work of the staff using the mystery shopper method or recordings of telephone conversations.


Sales change chart Step 4. Determine the numerical indicators In the absence of indicators, a business is effectively blind. That is, there is no assessment of the results of actions. Meanwhile, a business must have both leading (number of calls and other actions) and indicators characterizing the result (gross profit, sales volume, average transaction price, customer conversion, plan fulfillment, etc.). What to do: The sales management system will help analyze the actions of employees to meet planned targets, predict sales volume based on the number of current clients and their needs. Equip employees with a CRM system. Introduce indicators characterizing the effectiveness of personnel actions. Step 5. Improve the qualifications of personnel and create plans to achieve the required result.