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Sales Planning0

Sales PlanningAbout the TutorialSales Planning is a key function in the procedure of sales management process. It is an effectiveprocess that involves strategy, sales forecasting, corresponding demand management, settingprofit-based sales targets, the written and execution steps of a sales plan. A sales plan containsa strategic document that figures out your business targets and several resources. These can beused for some activities which you perform to reach your desired goal.In this tutorial, we will discuss how to carry out a successful Sales Planning.AudienceThis tutorial is designed for those salespersons, who want to know the process of organizing theactivities, so that they can achieve their business goals. It covers all the important areas thatare needed to get a general idea on Sales Planning.Those of you who are newly-appointed sales managers will hopefully get a much-needed insightinto the world of sales and its planning.PrerequisitesBefore proceeding with this tutorial, you are expected to have a prior knowledge of how Salesand Marketing teams work in a corporate environment. It would help if you have an elementaryknowledge of how sales plans are formulated and how they are executed.Copyright & Disclaimer Copyright 2016 by Tutorials Point (I) Pvt. Ltd.All the content and graphics published in this e-book are the property of Tutorials Point (I) Pvt.Ltd. The user of this e-book is prohibited to reuse, retain, copy, distribute or republish anycontents or a part of contents of this e-book in any manner without written consent of thepublisher.We strive to update the contents of our website and tutorials as timely and as precisely aspossible, however, the contents may contain inaccuracies or errors. Tutorials Point (I) Pvt. Ltd.provides no guarantee regarding the accuracy, timeliness or completeness of our website or itscontents including this tutorial. If you discover any errors on our website or in this tutorial,please notify us at [email protected]

Sales PlanningTable of ContentsAbout the Tutorial . 1Audience. 1Prerequisites . 1Copyright & Disclaimer . 1Table of Contents . 21.SALES PLANNING – INTRODUCTION . 32.ORGANIZING INTERNAL RESOURCES . 43.CHARACTERISTICS OF A SALES PLAN . 54.CORPORATE STRATEGIES . 85.PRIORITIES OF A SALES PLAN. 106.CREATING A SALES PLAN . 127.CUSTOMER-CENTRIC ORGANIZATION . 138.SALES & MARKETING RELATIONSHIP . 159.MARKETING RESEARCH TECHNIQUES . 1810. PRICING DECISIONS . 2111. BUSINESS CONTINUITY PLANNING . 232

1. Sales Planning – IntroductionSales PlanningSales Planning is a key function in the procedure of sales management process. Sales planningis an effective method that involves sales forecasting, demand management, settingprofit-based sales targets, and the written execution steps of a sales plan.Sales Planning is the process of organizing activities that are mandatory to achieve businessgoals. A sales plan contains a strategic document that figures out your business targets andseveral resources. These can be used for some activities which you perform to reach your desiredgoal.Sales Planning involves two steps, i.e. formation and maintenance of a particular plan, inwhich a salesperson is expected to use his conceptual skills to meet his objective. As such,planning is an elementary quality of intelligent behaviour.Before launching a new product in the market and proceeding with the set of activities, whichgenerally follow the launch of a product, we have to create a strategic plan for that. SalesPlanning is an essential element in the management process.Various Sales Plan techniques are often used in several organizations according to theirrequirements, whether they need to plan quarterly, half yearly or annually. If your sales staff isgood, then you would not need to do research from the beginning to get more sales in themarket.3

2. Organizing Internal ResourcesSales PlanningIf you are a manager of an organization, then it is your responsibility to recognize your staff’scharacteristics and understand their individual strengths and abilities. This makes it easy for youto allot several responsibilities to those team members, who have the relevant experience tohandle all the work.The most important step is to analyse all the activities of your team members and identifywhether there is a scope of improvement in your current plan. This can be discussed with seniorofficials, for more informative ideas. These ideas might pave way for the modification of the saidplan. This will certainly result in an increase of the product’s sales volume to some extent.It is also necessary to train your team members by regularly organizing various conferences,informative lectures and seminars delivered by some highly skilled persons. This will helpthe team to gain knowledge and will make it easier for them to adapt their working styleaccording to the new planning strategies. This aids in the overall enhancement of the sales teamwhich will definitely result in further growth in the competitive markets.It is the duty of a team manager to give his team members the right direction in which theyhave to work to get the desired goals. The manager should allot appropriate work to the teammembers, and regularly motivate them. This will help in creating an ideal plan for the growth ofthe company in any competitive market.4

3. Characteristics of a Sales PlanSales PlanningA planning structure that is commonly used in business strategic planning is the VMGS Model.When your organization wants to achieve higher sales targets through their planning, then theyuse this framework for reaching the desired objective.The VMGS model is based on the observation that, when you want to create an effective plan,you will need to follow several elements, which are: Vision Mission Goals and objectives Strategies and tacticsWhile implementing the VMGS model, the management will have to do the necessary steps ofengaging all their clients and stakeholders in order to frame the sales plan as well as thecorporate plan. The objective is to end up with a plan that improves their organization, variousdepartments and every employee’s performance.Vision StatementA vision statement is a tagline that encapsulates the future that the management wants for theirorganisation. The objective of having a company vision is to both inspire and guide theemployees towards taking the right steps. This helps to balance goal-seeking with sensibleinsights into the potential future. In the long run, all corporates run a long-term businessstrategy, which they then communicate to their employees internally first. Then this strategy iscommunicated externally through intranet, website, various newsletters, regular press releases,and company annual reports, etc.The Mission StatementThe chief purpose of a mission statement is to identify and delegate various business activities.It acts like a map that connects all the various operations running in a company, along with theirobjectives. It is an efficient tool to motivate employees, departments, teams and corporates.5

Sales PlanningMission Statement vs Vision StatementThe difference between Mission Statement and Vision Statement is that a Mission Statement isoften shared only with the employees to enhance their productivity, but a Vision Statement isshared with employees as well as other stakeholders. The other difference is that while acompany can have one Mission statement, its departments are free to have their own individualMission Statements. In contrast, a company can have only one Vision Statement.Goals and ObjectivesGoals are the best short-term directions that help you to proceed in your mission. These goalsare in reality some unique needs, which have to be accomplished. There are three types of goalsthat need to be discussed: The goals that are finalized and decided upon through corporate mandate are calledcorporate goals. This will mainly involve the Dollar Volume. The goals that are finalized within individual departments with the main focus onacquiring new customers is called departmental goals. It is often chalked out after acompany introduces new products in the market for some unique stakeholders. The third type of goal is personal business goal. This goal is not strictly for business as itinvolves personal learning. Through this goal, an individual can learn some new skills andprograms that help him improve in his business-conducting skills.6

Sales PlanningStrategies and TacticsAll the organizations want to achieve their goals and objectives at any cost. To do that, theyfollow some unique strategies and tactics. Each company wants to protect their strategies andtactics from being leaked to their competitors. Very often, the difference of success and failurein today’s competitive market could be a month’s delay in implementing a plan.When we talk about strategizing on a department level, it becomes a vital process because allthe employees need a perfect action plan in order to work smoothly. All the necessary guidelinesshould be mentioned properly, so that the employees take all the essential steps to advertisetheir products or brands in different areas.7

4. Corporate StrategiesSales PlanningEach and every level of an organization operates on meticulous planning and decisionmaking. This is an important aspect not only for the lower-management, but also for the seniorofficials, who work in those areas where long-term plans are created and modified. Several headsof the organization decide what necessary changes are needed in a plan to boost their revenue.ExampleIf a brand is liked by a lot of customers in the market, then the management may decide tolaunch some more new products of that brand in the market. They analyse the graphs carefullyand select which sales plan is suitable for a particular product’s promotion to increase its sales.They also share tips on choosing the best strategy for the next three to five years.Often such decisions are only taken on a senior managerial level as the junior staff membersonly follow those details that their seniors provide them. However, with regular training, thejuniors can also help in identifying practical areas where their organization can show growth andachieve a better position in the market.Types of StrategiesThere are different types of strategies to make a sales plan successful. Most of them are longterm strategies like determining the MRP, etc. However, some are medium-term (offers valid fora month) and short-term strategies (one-day offers) also. The toughest strategy to plan is thelong-term strategy. It is a difficult process because these steps are followed by the organizationfor longer durations to reap the results.Short-Term PlanningThe word short-term emphasizes on short time spells of about ninety days to a maximum ofone year. Here, the focus of plan is only on achieving an objective. The nature of these type ofplans is tactical and are implemented on some higher frameworks.8

Sales PlanningProper short-term planning is the key to success for sales managers. In short-term planning,the time taken for each and every activity is calculated because this type of a planning is oftenmerged along with the departmental plans, where every step has some fixed amount of time.Medium-Term PlanningThe medium term planning involves setting slightly longer term objectives. Here, the key focusis on determining all the problems associated with a plan that’s been operational for some time,and then modifying the existing plan according to the requirement. This results in theorganization’s product getting a progressive growth in the market.Long-Term PlanningLong-Term planning is the combination of small-term planning and medium-term planning. Thiskind of planning is generally implemented in large organizations, because they create a plan onlyonce in a long time-span of 2-3 years. Any changes in such plans are made only because of anychange in market statistics.Some useful steps undertaken while selecting a perfect sales plan: Determine the customer’s needs for a particular product. Try to build the product according to the customer’s needs. Build a strategic plan under the expert guidance of senior officials. Build a short-term plan, implement it and then convert it into a medium-term plan, if theresults meet the expectations. At the end of one medium-term plan, analyze the results and if found positive, thenimplement it as a long-term goal.It is a crucial step for an organization to select the appropriate plan, because the overall growthof a new product is totally dependent on the initial plan and employee knowledge.9

5. Priorities of a Sales PlanSales PlanningA sales plan is an informative technique that allows salespeople to share their information withthe management and get guidance from them. It is an effective tool for enhancing a product’ssales and its popularity among the people. In a sales plan, consumers are generally profiledunder different segments. This profiling helps companies understand what a customer demandsfrom a particular product. This profiling is sometimes done on the basis of regions to determinethe need of customers in some particular areas.The organisations have identified some key priority areas that help them in managingcorresponding accounts. These priorities have been arranged as shown below:CustomersIt is the company’s responsibility to check how it represents its brand in front of its customers.If the product’s representation convinces the customers, they will recommend it to others to tryat least once.If a company has a large group of such satisfied and convinced customers, its product’smarket value will increase.Customers here includes the industries and markets that are helpful in increasing the popularityof products among people.EmployeeThis level enlists the employees that work for the success of an organization. If a companyhas good employees, then it becomes successful very soon. However, if the employees don’tunderstand their responsibilities, then the organization will lead to failure. So, an employee is acritical aspect for the success of an organization.Product and ServicesThis involves all the various products and services offered at different levels of the product’slaunching, which are – engineering, manufacturing, finance, accounts, suppliers, etc. Ifyour product is advertised properly, then the customers will buy it with trust. After that, it is theresponsibility of the marketing staff to provide the best services to their customers, so that theygive a good review for the product.CompetitionAll the products are introduced as brands today in the market. This creates a unique identificationpattern and helps build competition among various other brands of competitors. However, aftera point of time, customers get confused with all the choices and are undecided as to which isthe best one among all the brands.10

Sales PlanningIf a company wants to attract more customers towards its products in such a competitive market,then it has to promote its products on several platforms. This is where the companies will furnishinformation on what unique features the product contains, which are not provided by any othercompanies.This is called advertisement of products and is considered a very effective tool in boostingthe sales of products in the market. It is the duty of team manager to decide which level ofpriority is handed down to which department and salesperson. This is how the company managesto grab more customer attention towards your product.Factors to Consider While Finalizing Sales PlansFirstly, the sales team ties up with a new product development process, because it brings moreenergy and focus on the product. Experts and other employees help the team to research onvarious products, market conditions, and the competitors in the industry. The next stepwill be to propose all the strategies and consider other important factors that will help boost thesales of this product in advance. Before proceeding with any plan, the management of a companywill consider the following questions: What is the overall length of a sales cycle (1 week, 1 month or 1 year)? How do you profile the customers (industry-wise or region-wise)? Are there any organizational factors to be considered while planning? How many competitors are there that can affect your sales in the market? What factors can help you match your competitors (products, reputation, etc.) How do the sales-teams interact with the new process development team? What are the different researches done on this and similar product?What levels of management will be involved in this planning (senior level, sales-team, ormultilevel)?11

6. Creating a Sales PlanSales PlanningThe process of chalking a plan starts with identifying productive hours and those that are wastedon unproductive activities. The second step is to implement policies that minimize theunproductive time and maximizes productivity. A sales-plan should always have provisions tomonitor team’s activities and progress.An ideal Sales Plan should cover all the reasonable proposals that have been suggested by theclients, while covering all the aspects that you need in a sales cycle. Its main aim is to determinehow to sell the product internally too along with various other implementation techniques of yourproduct.A successful Sales Plan involves the following actions: Before setting a plan, all the priorities are identified and arranged. After this, therespective allocation of necessary resources is done. The managers ensure that theallotted time and resources are used until the desired goals are achieved. The next step is to develop strong working teams and strengthen their internal andexternal partnerships. This will help the company to easily share necessary informationas well as its resources and then advertise new and improved business products. Plan the budgeting process in advance and check if the process is predictable or not.Corresponding adjustments in budgets to include various expenses, revenues are alsocalculated in this step. Finally, create an experienced team that has already worked on a similar project and isfamiliar with all the processes involved.This way, it is possible to create a successful plan that assists companies to run their businessmore efficiently. However, plans do not bring success; their successful implementation does.The team managers need to make sure that all the team mates are putting in their best andsincere efforts in this plan.12

7. Customer-Centric OrganizationSales PlanningA customer-centric management cares the most about the satisfaction of its customers, theirneeds and expectations from the product. Over the last few years, organizations have adoptedeffective organizational structures, where people implement policies that revolve aroundimpressing more customers and getting customer satisfaction.Gone are the days when the main goal was to create more demand and sell more products. Atthat time, the customer wasn’t involved even as a third person in this process. Today, a companythat does not communicate with its customers is quickly deserted. This is in sharp contrast tothose times, when daily activities were handled in the background by human resources andaccounting department, with virtually no interaction with the customer, either directly orindirectly.To be customer-centric, organizations have to pre-analyse all the expectations a consumer hasfrom a product of a particular segment. This phase involves asking three crucial questions: What is the company’s definition of a satisfied customer? What is the customer’s expectations from us? What is the desired customer experience?As you can see, the central focus of the organization now is the satisfaction of the customer.Organizations that are truly customer-focused, instruct every department to think in terms ofincreasing acceptance in the customer’s mind. This means that the organization will not directlymake contact with the customer, but will generate some strategies and processes to increasethe customer experience.Successful organizations have their customer-centric processes defined to all their employees,so that they also can participate in the supply chain and meet the standards of excellence,communications, latest technology and other factors.13

Sales PlanningThe following steps help companies to enhance the quality of its output, increase customersatisfaction, save costs and deliver high profit margins. There are numerous advantagesthat an organization has over others, if it has a customer-centric sales team: Loyal Customer Base: If you impress your customers and satisfy them with yourservices, then it is difficult for your competitors to take away your clients because theyrely on your services. Competing on Overall Value: If the price of your product is so high that only a fewcustomers can afford it, then the product will flop in the end. The price of a productindicates many factors like quality, availability, etc. Benefits to End-Users: The end-users or customers that receive the final services willlook to get all the benefits including cost, quality and the corresponding services. Once itis given to them, the customers remain loyal to the organization and have a long-termrelationship with them. Benefits to the Organization’s Staff: If your organization has more sales and buildsnumerous long-term customers, then it gives profits to your team. If your company getsgood profits, then you and your staff also receive more benefits.With the help of a customer-focused organization and all the other departmental synergies, it istime to analyse more positively on how to divide appropriate work among other departments.This will also help in knowing the significance of all of the other departments in the sales planningprocess.In organizations, where the cooperation and integration between employees is weak, marketingteams are often found at odds with the sales teams. In such companies, it is a commonoccurrence to find that the marketing team hasn’t attached the key benefits of products, beforesending them to the Sales Team.Sometimes, the Sales Department has some documentation and follow-up issues with themarketing department. In such cases, often the managers have to enter the picture and sort outall the problems between them.14

8. Sales & Marketing RelationshipSales PlanningMarketing is a crucial department in the corporate structure that has a direct link with sales. Toget a clear picture on how marketing works, a person needs to have a holistic approach towardsthe whole model of business. Marketing is a sales-impacting process that enhances theperformance of your sales team. It also has the capability to boost their results more than anyother department.These days marketing has become a one-way messaging system, through which you advertiseyour product and do direct marketing of it in the market. Still, in some organizations, they stillkeep both marketing and sales under separate teams.ExampleBusiness development becomes a part of sales department in one company, but falls undermarketing in some other companies. But, it is necessary for both sales and marketing teams torecognize each other's roles, because the information they furnish to each other is significant inbuilding their department's business plans.The following are some common similarities and differences between the sales and marketingdepartments with some valuable integration strategies that improve the performance of boththe departments.15

Sales PlanningRole of the Sales Department Sales department generates orders. They work on short-term or medium-term goals. Try to build one-to-one business relationships with customers easily. They setup key accounts and all other account management strategies. The main and front line dealing in sales department is with the customers.Role of the Marketing Department They decide the short, medium, and long-range goals. This creates customer leads for the sales team to follow up. Identifies the strategies that are informational as well as entertaining. Responsible for conversational messaging and some other brand imaging.Nevertheless, all the above qualities will vary for each and every case depending on the workingmodel of the organization and type of products or services they offer. When we are talking aboutan organization that sells credit cards – it is a totally marketing-focused company, so they don’trely on field sales-representatives as much as they do on sales and customer servicerepresentatives.The main emphasis of team members in the marketing department is to be able to generatereliable and prime leads for the transactional sales. On the flip side, they might not be effectivein a niche market, like that of software sales, because a high-end supplier of business softwareis a sales-focused company.16

Sales PlanningSome companies mention themselves distinctly either as a sales organization or a marketingorganization, so that their clients can understand the services they offer. However, suchlabelling is often unnecessary, as it is totally dependent on the difference between the budgetavailable for the sales, and the budget available for marketing. Some examples that arecommonly considered under this category are: Sales Organizations – Sales organization needs various marketing strategies topopularize their products among people. Pharmaceuticals – The people trust on other customer reviews or some social mediafeedback, because now people also purchase medicines online. Consulting – The consulting industry also depends on good feedback from others forbusiness. Automobiles – Automobiles largely depend on marketing for good business. Financial Services – Financial services need proper marketing to increase the numberof clicks. Marketing Organizations – Marketing organizations need sales strategy to increasetheir sales. Consumer Products – Need the best sales and marketing strategy to enhance the nameof the product. Travel and Leisure – You need to write a review on the home page, so people trust youmore. Retailers – Retailers design their own sales, offers and marketing strategies. Entertainment – This industry thrives on marketing. A good review can ensure largeaudiences.We can’t completely demarcate the structure, function, objectives and line of work for both salesand marketing departments. However, the key factor is that the department of sales andmarketing must always work in collaboration.17

9. Marketing Research TechniquesSales PlanningMarketing Research is conducted to understand the needs of the customer and the feedback thatcustomers give to different products. This helps a company know all things that are working forthe product and all those that aren’t.Marketing Research can be broadly specified into two types: Primary Research Secondary ResearchPrimary research is used to get new information from the customers. It is often employed afterthe launch of a new product. Primary research includes three best market research techniques,i.e., observational research, focus groups, and surveys. The combination of these threetechniques is called Primary Research. Let us discuss what these three techniques are and whythey are so popular:Focus GroupsAccording to the experts, focus groups contain a group of participants, who are selected on thebasis of various factors. They will be asked to use a common product and after using it, givetheir opinion. This enables the organization to estimate the interest that the product generatesamong people.18

Sales PlanningObservational ResearchObservational research is the process of observing the purchasing pattern of the customersand studying the reasons or factors that draws a customer towards a product. This involvesproviding a range of options to a group of people in need of a product and then noting theirreaction and the reason they selected one of them. The best places for such a research are mallsand supermarkets.SurveysSurveys are conducted often with the help of a common questionnaire that the peopleparticipating in it fill and submit. It is a quick, effective and easy way to get a lot of feedbackfrom numerous sources. One of the biggest reasons behind conducting surveys is that theyinclude a wide range of people and from different demographics.19

Sales PlanningSecondary ResearchThe secondary type of a research may include

Sales Planning 3 Sales Planning is a key function in the procedure of sales management process. Sales planning is an effective method that involves sales forecasting, demand management, setting profit-based sales targets, and the written execution steps of a sales plan. Sales Planning is the process of org