Sales management is an indispensable and important part of the successful marketing of an enterprise. The enterprise will have a fixed profit target every year, and to achieve this goal requires the joint efforts of the sales staff below. The job of sales management is to plan the specific work of the sales staff below. Complete the sales staff within the specified time, so as to help the company gain more benefits and complete the company's revenue goals.
There are usually two methods for sales revenue targets. The first is top-down, that is, the sales director sets the overall target and then breaks it down to specific sales. The second is bottom-up, that is, the sales executive unit—the grassroots The person in charge of sales fills in the report and approves it according to the overall annual strategy (such as an increase of 30%) and specific business conditions. Although there are many companies that adopt the first method, it is not easy to mobilize the enthusiasm of grass-roots sales by decomposing tasks from the top down, and it is also difficult to meet the refined operation of "comprehensive budget management".
Based on the product demo scenario, we planned the following reporting and approval process, and finally created a Kanban board for the sales task, so that the general manager can grasp the situation:
In this scenario, the effect achieved through the spreadsheet is as follows:
process initiation
The sales director initiates the process of filling in the 2015 sales task target. The sales director enters "My Agency" and selects "Sales Plan Reporting" to initiate the review process.
The sales director can enter the process details to check the progress of the sales report
target reporting
9 salespersons completed data reporting under the two dimensions of product and month (initialized with a 30% growth rate)
target approval
For the goals submitted by sales, the sales director, as the first gatekeeper of the goals, approves the results through vertical and horizontal judgments
After the approval of the sales director, the financial director will review the monthly task trend of the products approved by the financial director in 2015
Target Analysis Report
Finally, the general manager listened to the work reports of the sales and financial directors, mainly looking at the overall target and its growth rate for the coming year. Secondly, understand the proportion of their targets from different product categories. It can be seen that the targets of beverages and meat still account for the highest proportion. Finally, view the planning of the target from the perspective of personnel and months.
