Setting up a sales plan is a pre-requisite for a new or established business with a five-year sales plan to manage a successful sales force. Identifying objectives, developing new prospects, reviewing previous annual sales and establishing a new sales forecast are also important for assigning sales representatives to territories or developing new products and assigning new sales teams.
Instructions
1. Consider new sales-planning objectives by a sales promotion based on the target market, encouraging new consumers to switch to your brand or for retailers to carry your new product and build new brand loyalty.
2. Review your previous sales performance to estimate what your new sales-planning objective will be based on sales dollars spent on your business, promotions, reward customers and business leads.
3. Estimate whether your sales projections will be high enough to yield your company's satisfactory projected income. Consider keeping products that continue to have a life-cycle in sales reporting and discontinue products that decrease in repeated purchases.
4. Prepare a marketing plan to establish the sales team size and financial projections. Then, establish sales team quotas by region and/or territory. Keep in mind that if the sales team doesn't meet its quotas, it will fail in meeting your sales plan objective.
5. Prepare an annual marketing plan form for your sales team to outline its individual program for developing new customers and keeping the existing customers. This reporting will also include expenses, new business and lost business.
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