Bringing together data on the performance of each specialist into a table
Posted: Sun Dec 22, 2024 7:57 am
It is important to remember that the overall sales plan of the department is based on the results of all employees. At the same time, we cannot ignore the fact that everyone works differently. Some are ahead, some maintain a stable average pace, and some, no matter how hard they try, always lag behind. As a result, the average manager does not keep up with the program, it turns out to be inaccessible for weak salespeople and too easy for strong ones.
So what to do? The best thing to do is saudi arabia mobile number have three plans, one for each type of person (though they don't need to be told why). The mid-level plan is the main one, and it sets a percentage of pay for achieving targets. Show them the standard for top performers, and tell them they'll get a bigger bonus for hitting it. Then make a plan for the laggards, and see how low the targets shouldn't go.
Of course, volume should not always remain at the lower level line. This should only be done in certain circumstances, such as when a product is not selling well, when trade is slow (after the holidays), or when a new inexperienced employee is hired. The main thing is to remember that this is an acceptable minimum level, and to keep the situation under control.
Setting priorities
You will have to choose between a friendly team and high productivity at any cost. You can either create a separate sales plan for each specialist or create a common project and divide the work between employees. In the first case, everyone is interested in receiving revenue, is responsible and tries to outperform competitors. However, there is no cohesion here, but there is tension in the team and high staff turnover.
If the entire team plans simultaneously, the situation is completely different. The employees are united, everyone is ready to help each other, be on duty, help out if necessary. However, in such an environment, you will not be able to make claims against the team for low performance, because it is not clear who is responsible for this.
For employees in such a situation, the most important thing is not the sales level, but the cohesion of the team. It is best to combine plans and distribute the common goal equally among everyone, demanding its achievement.
Calculating revenue from repeat customers
Determine what percentage of total purchases this figure represents. Analyze the frequency and duration of visits, the products sold, and their prices. Find out which products are the most popular, and then focus on them when forecasting new customers. If positioning metrics vary greatly across product categories, develop a sales plan for each.
Always strive to expand your base. According to experts, all business depends on regular customers. This means that a special loyalty program needs to be implemented for them. The exception is companies focused on one-time sales.
Investing in attracting new customers
This means sponsoring promotions or entertainment that can attract a large number of new customers. Predict their number and conversion rate. In many cases, this number is an average percentage and for retail, it ranges from 5-20%. This formula can be applied to the reverse calculation.
Setting realistic goals
Of course, this requires careful analysis of all available data. If you have completed the previous steps, you already have all the information you need to develop an effective sales plan. Let's say you have studied last year's data and concluded that revenue will increase by 30% this year. Use these numbers as the basis for your plan and compare the goals in your plan with the goals of the business as a whole.
So what to do? The best thing to do is saudi arabia mobile number have three plans, one for each type of person (though they don't need to be told why). The mid-level plan is the main one, and it sets a percentage of pay for achieving targets. Show them the standard for top performers, and tell them they'll get a bigger bonus for hitting it. Then make a plan for the laggards, and see how low the targets shouldn't go.
Of course, volume should not always remain at the lower level line. This should only be done in certain circumstances, such as when a product is not selling well, when trade is slow (after the holidays), or when a new inexperienced employee is hired. The main thing is to remember that this is an acceptable minimum level, and to keep the situation under control.
Setting priorities
You will have to choose between a friendly team and high productivity at any cost. You can either create a separate sales plan for each specialist or create a common project and divide the work between employees. In the first case, everyone is interested in receiving revenue, is responsible and tries to outperform competitors. However, there is no cohesion here, but there is tension in the team and high staff turnover.
If the entire team plans simultaneously, the situation is completely different. The employees are united, everyone is ready to help each other, be on duty, help out if necessary. However, in such an environment, you will not be able to make claims against the team for low performance, because it is not clear who is responsible for this.
For employees in such a situation, the most important thing is not the sales level, but the cohesion of the team. It is best to combine plans and distribute the common goal equally among everyone, demanding its achievement.
Calculating revenue from repeat customers
Determine what percentage of total purchases this figure represents. Analyze the frequency and duration of visits, the products sold, and their prices. Find out which products are the most popular, and then focus on them when forecasting new customers. If positioning metrics vary greatly across product categories, develop a sales plan for each.
Always strive to expand your base. According to experts, all business depends on regular customers. This means that a special loyalty program needs to be implemented for them. The exception is companies focused on one-time sales.
Investing in attracting new customers
This means sponsoring promotions or entertainment that can attract a large number of new customers. Predict their number and conversion rate. In many cases, this number is an average percentage and for retail, it ranges from 5-20%. This formula can be applied to the reverse calculation.
Setting realistic goals
Of course, this requires careful analysis of all available data. If you have completed the previous steps, you already have all the information you need to develop an effective sales plan. Let's say you have studied last year's data and concluded that revenue will increase by 30% this year. Use these numbers as the basis for your plan and compare the goals in your plan with the goals of the business as a whole.