How to make a sales plan

An absolutely feasible sales plan does not exist. There are always elements of chance in business. However, planning will allow you to identify the boundaries of the enterprise and maximize the use of all available resources.

Instruction manual

1

Analyze the market situation. Is there a decrease in demand for your products? Has your number of competitors increased, how easily did you complete last year’s plan. Make new with these changes.

2

Estimate how much you can earn by attracting new customers. Calculate the income that regular customers can bring to you. Calculate in pieces and in monetary terms at the same time. Then it will be clear how many contracts will provide the required sales volume.

3

Conduct an analysis of what percentage of the volume of sales you bring regular customers. What goods do they buy most often, and with what frequency. Focus on the best-selling product. It will become the main one when drawing up a sales plan for new customers. If the sales volume for each product varies greatly, create a sales plan for each.

4

For new customers, calculate the cost of the first purchase. Plan how many new contracts you can conclude. Here, the personal plans of sales managers play an important role. For example, a sales manager believes that the necessary number of contacts with a client to receive a positive response about cooperation is three. 60% of them. You will have to meet others more times. Divide the manager’s number of contacts by the number of working days, calculate how many meetings he can hold during the month in real life and plan the approximate sales volume for new customers. An important role in drawing up a personal sales plan for a manager is played by his personal qualities and interest in the result.

5

Create a budget for sales costs. Calculate how much you spend on advertising, presentations. Include employee bonuses, payment for supplies and communications. Maybe you should increase some investments.