The same effort, the result is different. The reason lies in the scientific and systematic nature of the year-end sprint. Only by sizing up the situation and planning accurately can any work achieve real victory. Here, I will share and discuss the year-end store sales sprint with my friends.
Sprint magic weapon one: market analysis
Before the year-end sprint, we must make a good analysis of the four major markets:
1. Analyze and count the annual sales tasks of each store and the reasons for the gap;
2. Analyze and count the current main promotion methods and sales status of your closest competitors;
3. Analyze whether there will be large-scale activities in your area or shopping mall before the year, and whether there are any requirements for the sales of your stores;
4. Analyze and count the proportion of products you sell, and find your core best-selling products and unsalable products.
The above analysis, it is best to communicate with the store manager and some shop assistants. Through market analysis, we can make a comprehensive analysis of our year-end situation.
Sprint magic weapon 2: target determination
After the market analysis is completed, formulate the regional target plan in combination with the overall target requirements of the company.
1. Define the total sales target of each store.
2. The tasks of each store should be detailed to every day.
3. The tasks of each store should be refined to key categories.
4. The task of the store should be detailed to everyone.
Let every salesperson have a task and a sprint goal, and let her know her goal every day.
Sprint magic weapon 3: clear method
After the goal is determined, the key is to reach a * * * knowledge with the store manager and the clerk to complete the task. In other words, the sales manager should go deep into the store, communicate with every store manager and clerk, listen to their opinions, and see what methods and suggestions they have to achieve their goals. Generally speaking, some methods worthy of reference are as follows:
1, VIP customer pull method;
You can call VIP or send a text message to tell them to redeem points, or tell them that there are corresponding discounts and gifts, so that VIP customers can take the initiative to come to the store to buy the goods they need. In this respect, we should combine the characteristics of the store and communicate with VIP customers in the right way at the right time, so that customers can feel respected, valued and get corresponding benefits.
2. Shopping mall brand day method;
Contact a shopping mall or organize a brand day promotion in your own store. The key point is to make a big preferential measure for the existing goods, or select some special goods as gimmicks, lay a red carpet at the entrance of the shopping mall to the counter or specialty store, and even arrange some red wine or food in the store to attract customers' attention, urge customers to enter the store and promote sales. Of course, the key to brand day is the intensity of activities. Only by comparing with similar brands in shopping malls can we achieve twice the result with half the effort.
3. Linkage mode of shopping mall promotion;
At the end of each year, there will be various activities in the shopping mall. In view of these activities, we should combine the needs of our own brands and launch targeted participation. Only with targeted participation can we follow the trend and grasp the temperature of shopping mall sales. Of course, the sales manager should think about how to deal with it in a targeted manner. For those who are too powerful, in addition to negotiating with the mall to reduce the deduction point, we should also consider whether there are other flexible methods, such as whether we can communicate with the mall and change some goods, or not.
4. Promotion methods;
Communicate with the mall, choose to find a sales position at the entrance of the mall or the elevator, and choose some products from previous years to sell, on the one hand, increase sales, on the other hand, digest part of the inventory. When selling, you can do some special skills, such as making a set of special prices, that is, buying a set of products can enjoy lower prices, making a product packaging and other forms.
5. Preferential market for small internal employees;
Years ago, according to the needs of enterprise sales staff, we could give them some discounts. We organized an internal staff sale in one of the specialty stores, which allowed employees to inform relatives and friends to buy and enjoy special promotions, so that employees could enjoy special benefits internally and promote product sales.
6. Joint promotion or gift promotion;
According to the requirements of the company's promotion, the content of the promotion activities should be publicized through posters to achieve eye-catching effect. At the same time, when customers buy products, we should give full play to the advantages of joint sales, and let customers buy more goods and increase sales through persuasive sales skills and gifts.
7. Welcome at the counter door;
At the counter of the mall, the clerk should stand up and greet the guests with a smile at the door, while in the specialty store, he should be close to the door and greet the guests with a smile as soon as he finds that the customers have the desire to come in. This method can greatly improve the rate of entering the store.
Sprint magic weapon 4: encouraging momentum
When a store has a way to achieve its goal, the key is to see how hard the sales staff work and how to persist in their efforts. On the one hand, this effort depends on the professional training quality of sales staff, on the other hand, it needs to strengthen internal incentives to make employees active.
1, hold a kick-off meeting every month to build momentum;
At the beginning of each month, there will be a mobilization meeting for the store. Through the mobilization meeting, on the one hand, we can share the experience of successful sales, on the other hand, we can clarify everyone's sprint goals, let everyone make a commitment to sprint, launch PK, form an imperative momentum and atmosphere, and enhance everyone's positive morale.
2. Clarify the store incentives, such as daily incentives, monthly incentives and champion incentives.
In order to decompose the goal of the mall into days after arrival, we should introduce various incentives to activate employees:
1) day reward:
Divide the sales into days. If you reach your goal every day, you will get a little reward. If you achieve the goals of 130%, 150% and 200%, you will be given more small rewards respectively, so that rewards will become the motivation for everyone to struggle every day, as well as a kind of sharing and joy, and work will become a kind of fun.
2) Monthly incentive:
You can also tell the store manager or the shop assistant that there will be an extra reward when completing the monthly task after defining the monthly goal, so that she can do her best to find ways to promote the sales task to reach the standard every day for this extra reward, so that employees can pay attention to the progress, make various ways to complete the task by themselves, and let them compete with each other at the same time.
3) Champion incentive:
You can set up various champions in each region, such as the first place in the monthly completion rate of stores, the first place in the monthly completion rate of employees, the first place in the number of sales people, etc., and give certain rewards to the champions, so that everyone can forge ahead towards the champions, set an example and set a benchmark for progress.
3. On-site cash incentives;
For daily incentives, it needs to be cashed every day and distributed directly every day to have the feeling and effect of incentives. At the same time, for daily incentives, we should share the distribution of WeChat messages with regional collectives, so that everyone can share the joy of success and have the desire to look forward to success.
Sprint magic weapon five: keep an eye on participation
After the goal, method and incentive scheme are determined, the remaining work is to win and implement, and the key to implementation is to keep an eye on daily work, pay attention to daily task progress, and follow up on the spot to improve and solve problems.
1, strengthen reporting and keep abreast of progress and current situation;
Each store is required to report the number of classes every day, so that the sales completion of each class can be seen at a glance, so that everyone in each class can know the status quo of their task completion, and the grassroots should think about how to improve and the superiors should think about how to support and assist.
2. Go to key stores for on-site guidance according to the data every day;
The sales manager reports the figures every day, and encourages and praises the completed stores by phone every day according to the data. At the same time, he went to the last three stores for on-site guidance every day to understand the reasons, analyze methods, listen to opinions and help with solutions.
3. Solve the practical problems of the store and adjust the countermeasures in time according to the problems;
After finding some problems in the store, we should find some problems and inspire other stores to solve them at the same time. At the same time, we should also consider whether these problems are caused by policy deviation and whether it is necessary to adjust policies and incentives. This adjustment can be considered once every 10 day, and managers only need to make timely market response.
4. Attend the store morning meeting to give confidence and encouragement;
Attend at least one store's morning meeting every day to cheer up.
5. Store senior case sharing;
When you go to every store or communicate with advanced stores by phone in the morning, you should know some advanced cases they shared in sales, let them share them on WeChat, and let other stores learn and learn from them through sharing.
6. Strengthen logistics and supply security.
According to the sales situation, do a good job in the horizontal adjustment of goods in the store, do a good job in logistics support for delivery, especially in the key peak season, we must make preparations for the store in advance.
Sprint magic weapon six: key acceleration
In the critical period, especially on the tenth day of the year, sales are often several times higher than usual. At this time, we must speed up the key and do something special.
1. Make a phone call every day to inquire about the sales volume of each store manager and put forward specific requirements;
In the critical period, we should call the store manager every day to find out the sales situation and demand of each store every day, and give targeted guidance and help to the stores every day.
2. Increase the frequency of squatting, and ensure that you stay in more than 5 stores every day, and the time in each store is more than 2 hours;
It is necessary to increase the frequency of squatting in stores, go to more stores and have more time to kill each other on the spot.
3. Strengthen personnel to work overtime and try to increase the frequency of shift work;
The problem of overtime should be considered in the critical period. In the critical period, you can invite the store manager and some shop assistants to work, increase the sales and service personnel in the store, ensure the smooth sales and service, and maximize the promotion effect.
4. Every time there is a big order, share happiness with the group on WeChat;
In the critical period, every time there is a big sales order, such as more than 3,000, it will be shared with the group on WeChat in time, so that everyone can envy each other and compete with each other to promote the sales of big orders.
When it comes to the strategy of reaching the standard by the end of the year, we have to mention our excellent open class in June 5438+ 10:
65438+122-23 October, China.
Taichangbao teacher
Year-end sprint strategy
For details, please add WX: 17665640 175.