The salesman's work plan for the second half of the year in order to achieve the planned goal for next year, combined with the actual situation of the company and the market, several work priorities for next year have been determined:
First, expand the sales team and strengthen business training.
The introduction and cultivation of talents is the most fundamental and core, and talents are the primary productive force. Enterprises will stop when no one is around, increase the introduction of talents and replenish the company's fresh blood. Iron battalion is a mobile soldier, so we are trying to retain reasonable talents. Choose the right people, use good people and use the right people. Strengthen communication with the office staff of the company, select and introduce more excellent sales staff, use their own relationship, integrate some business personnel, use the salesman's strategy to introduce, strive for more business personnel, increase recruitment, and improve the company's staffing and the establishment of the early sales team. In addition, recruit some mature technical and business personnel in the market. I intend to focus my work on setting an example and cultivating new ones. First, I mainly do a few examples to set a good example. Because the power of example is infinite. Man is plastic, but he is inert. The knowledge training, professional knowledge and sales knowledge training of the sales team can never be relaxed. Training is an important means to establish and consolidate business teams. Regular training is of great benefit to the psychological shaping of sales staff. And according to the development of business personnel, select, introduce and train regional managers. Business people will be more motivated.
Second, the sales channels are perfect and the sales channels are sinking.
In order to ensure the completion of the annual sales task, I usually actively collect information and summarize it in time, and strive to open up new markets and expand the market share of products. Reasonably and effectively decompose the target. In three provinces, the market is the core competition area of the company. In these three provinces, we should improve the sales team and sales channels. On the one hand, it is the allocation of personnel, on the other hand, it is the integration of customer resources and the key areas of customer personnel. We should set an example for the company here and establish a model market. Cloning is complicated. Other provinces and cities mainly focus on an existing business staff, focusing on finding partners and some big agents. Companies that take the wholesale route should relax their sales policies appropriately. If the business personnel explore the market by themselves, the company will provide business support in the early stage, focusing on training for one month, and technical support for three months in the later stage.
Third, product adjustment and product update.
Products are the lifeline of enterprises, not what we want to buy, but what customers want to buy. What we bought and what our customers want to buy. Finding the needs of customers is fundamental. Therefore, product adjustment should be combined with the market. In addition, we should also consider the profit of the product. If the product is unprofitable, there will be no living space. The same is true for customers. Customers don't buy products, but profits, and profits are the profits they get from the products they buy. The principle of rational distribution to maximize product profits is the only unchangeable rule. Enterprises are not welfare homes, and creating maximum value for enterprises is the most basic requirement of management. The change from development to making money is the last word. The life of a product is limited. Constantly increasing new products, on the one hand, shows the strength of the company, on the other hand, also shows the vitality of the company. Eliminate unprofitable and inappropriate products. Combined with the professional quality of the company's business personnel, the products should be adjusted from three aspects: conducive to the company's development, conducive to the sales of business personnel, and conducive to customer demand. Products should reflect the characteristics of the company and take the road of differentiation. On the one hand, there must be brand products of the company. A product can build a brand. So the product should be refined.
Fourth, long-term publicity, focusing on promotion
Publicity is long-term, and promotion is short-lived. Publicity for a while, publicity for a lifetime. Focus on promoting sales activities and making products famous in a market, that is, brand meaning. Combined with the development and changes of the market and epidemic situation, products come first to achieve the purpose of marketing momentum. For key products and key markets, carry out various promotional activities according to local conditions. Of course, the main focus of the work is still on product promotion and various knowledge lectures. Use the company's website to release products in time, and use the Internet to release information such as product listing.
Verb (abbreviation of verb) self-improvement and rapid growth
In order to actively cooperate with sales, I intend to study hard. Learn more about management and learn more about sales. While doing a good job in sales, I intend to improve my theoretical knowledge by learning business knowledge, management skills and actual sales, strive to continuously improve my comprehensive quality and lay a human resource foundation for the further development of the enterprise. I will take responsibility for myself and lead the whole group to launch an impact on the planned goals with practical actions.
Model essay on sales staff's work plan for the second half of the year. Understanding of sales work
1. Market analysis, and formulate sales tasks objectively and scientifically according to market capacity and personal ability. Tentative annual task: sales of 6,543,800 yuan+0,000 yuan.
2. Make work plans in time, and make monthly and weekly plans. And communicate with business-related personnel regularly to ensure that the heads of various disciplines follow up in time.
3. Pay attention to performance management, and pay attention to and track the performance plan, performance execution and performance evaluation.
4. Target market positioning, distinguish between major customers and general customers, treat them differently, strengthen communication and cooperation with major customers, and win the largest market share at the same time.
5. Constantly learn new knowledge and new products in the industry, bring practical information to customers, and better serve customers. And get to know excellent suppliers of weak current products in various industries and grades, so as to prepare project cooperation in time when engineers need it, share industry contacts and project information with peers, and achieve a win-win situation.
6. Make friends before placing orders, develop good friendship with customers, think of customers everywhere, treat customers as their good friends, and achieve ideological and emotional integration.
7. Don't hide or cheat from customers, and promise them to cash in time. Honesty is not only the foundation of doing business, but also the foundation of being a man.
Second, the specific quantitative tasks of sales work
1. Make monthly plan, weekly plan and daily workload. Make at least 30 phone calls every day and visit at least 20 customers every week, so that potential customers can change from quantitative to qualitative. Call back in the morning to make an appointment with customers, and arrange to visit customers in the afternoon, which takes a long time. Considering Beijing's vast territory, large population and traffic congestion, it is best to choose customers in the same or similar location when making an appointment.
2. Before meeting the customer, you should know more about the customer's main business and potential demand. It is best to understand the personal hobbies of decision makers, prepare some topics of interest to each other, and provide targeted solutions for customers.
3. Collect more engineering information from the bidding network or other channels for the reference of the engineering contractor, and put forward suggestions for the engineering contractor to cooperate with the technical and commercial project operation of the engineering contractor.
4, make records every day, in case you forget important matters, important unfinished items marked.
5. Fill in the project tracking table and follow up according to the project progress: preliminary design, bidding, deepening design, stocking implementation, acceptance, etc. , and complete each stage of the work.
6. Focus on the follow-up of pre-design projects, pay a return visit to customers at least once a week, cooperate with engineering contractors to do the owner's work when necessary, and pay a return visit to projects tracked in other stages at least once every two weeks. The engineer's bidding date and the important date of the project progress should be kept in mind, and the return visit should be tracked in time.
7. Actively strive to participate in the project drawings and scheme design at the initial stage of design, and solve the design work of this major for engineers.
8. In the bidding process, the corresponding business documents should be sorted out two days in advance and delivered to the engineer by express delivery or express delivery to prevent omissions and mistakes.
9. After bidding, pay a return visit to customers in time and ask about the bidding results. After winning the bid, take the initiative to ask for deepening the design, help engineers to undertake all or part of the design work, and prepare the drawings (equipment installation drawings and pipeline drawings) needed for construction.
10. Strive to sign the supply contract with the engineer as soon as possible, collect the advance payment, arrange the stocking in advance, respond to the engineer's demand with the fastest supply time, and strive for early payment.
1 1. After the goods arrive at the site and the equipment is installed in the project, apply to the technical department to arrange debugging personnel to go to the site for debugging.
12. Prepare the acceptance documents in advance and collect the money in time after acceptance to ensure a good capital turnover rate.
Third, balance sales and life, and work happily.
Organize meetings and parties regularly to enhance mutual friendship and better communication. Although there is competition between customers and peers, they also need to learn and communicate with each other. I've attended similar parties and asked my clients, and they are all willing to attend such parties. So I don't think it is contradictory. Colleagues can enjoy life outside work, make the company a part of life, and work can be carried out in a happier environment.
Salesman's work plan for the second half of the year: expand the sales team and strengthen business training.
The introduction and cultivation of talents is the most fundamental, talents are the vanguard of enterprises, and enterprises do not stop. Due to the adjustment of individual markets and the transfer and distribution of salesmen in 20xx, it is necessary to speed up the introduction of talents and constantly replenish fresh blood. Iron-clad soldiers should also strive to retain excellent sales talents and stabilize the sales team. The loss of mature salesmen is self-evident for the company's development and financial losses. Therefore, I hope that the company can provide perfect logistics support and treatment guarantee for sales staff, increase their sense of belonging and improve their sales enthusiasm.
From the long-term development of the company, it is very important to cultivate an excellent and stable sales team. Establish a regular training system, and constantly train the professional skills of sales staff to implement the sales plan. Organize outdoor training such as expansion activities to enhance team cohesion and collective sense of honor. Irregular business experience and subject exchange and study can keep abreast of the problems encountered by salesmen at work, and everyone can discuss and put forward personal opinions and summarize and analyze them. This not only improves everyone's subjective initiative, but also effectively improves their sales ability and gets rid of the misunderstanding in previous sales. Establish the professional ethics of "solving problems is the responsibility" of sales staff. Form a salesman training model: question-answer-goal-action-result-performance. Only when there are questions can there be answers, and only when there are answers can there be goals. Goals can affect actions, actions determine certain results, and results determine performance.
Second, the process management of sales plan
The core of sales planning process management is to "do the right thing" to provide real and valuable information, clarify the responsibilities and rights of each business person and kpi assessment, and achieve the original sales target through correct and effective strategies and methods; The difficulty of plan execution lies in process management, and the core of process management is "doing things correctly", which is the process of transforming plans into actions and tasks. Therefore, the formulation of the plan must be detailed, and now it has been detailed to the task index, market distribution and incentive system guarantee of each salesman. In order to effectively motivate the sales team, we should give full play to the subjective initiative and strictly implement the performance appraisal system when implementing the sales plan, so that the implementation and execution of the sales plan are related to the vital interests of each executor. Moreover, it is necessary to establish a system of regular meeting report, summary and analysis to ensure that problems arising in the implementation of the plan can be summarized and improved in time.
In order to effectively control the payment risk and improve the payment recovery rate, we should take risk prevention and control as the main line and adhere to the system first. Strengthen the implementation of customer policies and accounts receivable, regularly report the trends of customer accounts receivable, strengthen the tracking of overdue customers, and master complete customer information. Give appropriate rewards or preferential prices to customers with credibility and timely payment, and also consider policies such as year-end rebate to stimulate customers' payment credibility. Establish a perfect customer file. The payment of accounts receivable is also directly linked to the kpi assessment of business personnel.
Third, quantitative and tabular management of sales plan.
This year's sales plan has been quantified by region, channel and product, and the quantified sales plan will be implemented in quarterly plan, monthly plan and weekly plan. Then, establish an information system, collect and feedback information in time, and monitor and track the implementation of the sales plan irregularly. The monthly and weekly summary plan management table of business personnel can make the implementation information get feedback quickly and make the sales manager know what the business personnel are doing in time. How's it going? It is also convenient for company leaders to guide and correct the implementation of sales plan in time.
Management begins with planning and ends with control. As long as any work is planned, it means that the company's business activities have undergone scientific prediction, comprehensive analysis and systematic planning of valuable information before implementation, and corresponding safeguard measures have been formulated, thus ensuring the predictability and controllability of the company's business results. Facing the fierce competition of product homogeneity in carbon fiber cloth market, the promotion of sales performance and the development of products, any sales plan and change must be forward-looking and the effect must be within the controllable range. Therefore, planning is the basis of enterprise's business activities, and the scientific nature of planning is constantly improved to make the work more relaxed, orderly and effective.
Fourth, rationally divide the market and improve work efficiency.
In 20xx, the salesman will be responsible for the market transfer and try to maximize the rationalization in terms of distance and area. Sales staff adopt the system of 15 working days per month, and in principle go in and out together. Intensified the efforts to run the market, consolidated some old customers and promoted the grasp and tracking of new customers and big orders. Monitor accounts receivable in time. If problems are found and solved in time, work efficiency will be improved. Sales staff are now limited to the maintenance of old customers, and the development of new customers is insufficient. In addition to stabilizing old customers, 20xx should also take measures to strengthen the development of new customers and make rational use of business trip time.
Verb (abbreviation of verb) thread reinforcement and the development of bidirectional fabric market
New carbon fiber rebar products have been added, and industry standards have been formulated to make the company's products more competitive and convincing. At present, there are no full-time people and energy to explore the market of two-way cloth, nor have they spent time and energy to promote it in carbon fiber products, sports equipment and other industries. In 20xx, will the company consider adding salesmen to take charge of this kind of market?
Six, clear management level, process
Senior leaders do have greater decision-making power. But I think the purpose of setting up middle-level leaders is: to create benefits for the company; Help the company solve problems in the business process; Decompose and assume responsibilities within the scope of functions. Clarify the responsibilities of each position, except the responsibilities of sales staff. What matters is the function of a department leader, and the sales manager has the right to decide how many things and what things. Form a strict "pyramid" management model. When the organization is growing, it is difficult for people's energy and ability to directly adapt to the expanding management level. The intermediate management process directly affects the management results. "Flat" management is only suitable for small organizations.
Although the company has invested a lot of money in manpower management, if the supervision and basic system can't keep up, it will only waste life and money with little effect. It is prone to the phenomenon of lax management and "gathering without group". It is necessary to establish full trust and role, and give certain play space. The so-called "suspects don't need it". With the gradual standardization of company management, various systems and guarantees are improved. I believe that 20xx will achieve very good results.
Model essay 4 1 on the salesman's work plan for the second half of the year. Make monthly and quarterly work plans.
Make full use of existing resources, try our best to maximize the advertising market. In view of the limited number of our terminals at present, while striving for launch, we will also do more paving work for the future market and strive for more customers with large volume and long-term launch to participate. According to the increase of the number of terminals, adjust the working strategy and develop new fields.
1. In the first quarter, focus on market paving and marketing, and expand the company's popularity and speed. Because we are in a special period of two festivals, many units have completed their publicity plans, and will be in the off-season of advertising after the festival. I will make full use of this time to supplement relevant knowledge and strengthen emotional contact with customers in order to form a strong customer base. Appropriately find smaller customers to advertise, but I expect that the other party will ask for a very low discount or pay for advertising with goods.
2. In the second quarter, because of "Labor Day", the advertising market will usher in a small peak period. As the weather gets hotter, advertisements for drinks, toiletries and anti-mosquito products in summer will be made. Will be developed as the focus.
3. During the "Eleventh" and "Mid-Autumn Festival" in the third quarter, the advertising market will bring a good start for the second half of the year, and some products such as liquor, health care products and gifts will join the advertising ranks. Moreover, with the increase in the number of terminals laid by our company, some long-term large-investment customers can gradually penetrate in to make full preparations for the advertising war at the end of the year.
4. The advertising work at the end of the year is the peak of the year, plus our year-long terminal laying and customer promotion, which is believed to be the hottest time in our advertising department. With more and more people getting married in winter, some wedding services and wedding supplies will also join the ranks of advertisements, and the advertising atmosphere of the two festivals will also follow in this environment.
I will do a good job in customer development according to the actual situation and time characteristics, and adjust my work ideas in time according to market changes. Strive to maximize the advertising quota!
Second, make a study plan.
Market development needs to constantly adjust business ideas according to the changing market situation. Learning is very important for business people, because it is directly related to the pace of a business person advancing with the times and the vitality of business. I will adjust my study direction according to my needs and replenish new energy. Product knowledge, marketing knowledge, advertising strategy, data, media operation management and other related advertising knowledge are all the contents I want to master. Only by knowing ourselves and ourselves can we be in an invincible position (I also hope that the company will give our business people support in this regard).
Third, strengthen their own ideological construction, enhance overall awareness, enhance sense of responsibility, and enhance team awareness.
Take the initiative to do the work to the point and implement it to people. I will try my best to reduce the pressure on leaders.