Work Plan for the Director of Sales Department Part I

As a sales director, the daily management work plan includes three parts: the first is system planning, the second is management control, and the third is training incentive. The trilogy is an organic whole, which cooperates with each other. Its main purpose is to solve the common problems of the sales team, such as the fatigue of the sales staff, the chaotic sales action, the "chicken ribs" of the sales team, and the unpredictable performance, so as to lead the team and cooperate with the regional general manager to achieve the sales target.

1. System planning

1. Target planning and target decomposition. According to the requirements of the company's development plan and comparing the past performance data, formulate reasonable performance targets, including sales financial targets, customer growth targets, management requirements targets, etc. And do target decomposition, decomposition to individuals, decomposition to specific quarters and months. Deduct the set goals with colleagues in combination with the actual work situation, so that everyone has the pressure and motivation to complete them together!

2. market division. Whether the external market is divided by product line, region or other modes, think and communicate carefully. At present, our company mainly focuses on content security and behavior audit products, content security and behavior supervision products, and security integration services. My personal view is that we should temporarily let go at the stage when the number of business people is small and the business ability is not high, and everyone can make all the products in the region, but everyone has their own focus on industry lines to prepare for dividing the market according to product lines later. The reason is that there is specialization in the industry, and the profession strives for customers and beats opponents!

3. Sort out the important processes. It mainly includes sales process management process, customer information management process, sales staff stage assessment management process, accounts receivable management process and so on, and sorts out relevant flow chart documents. For our target customers in the national machinery departments such as the party, government, military, public security, and law, the process control of the sales process is particularly important. For example, the sales process is divided into four stages, one is customer contact stage, the other is customer acceptance stage, the third is negotiation stage, and the fourth is business breakthrough stage. Each stage is controlled by node elements, and the regional general manager and director focus on controlling the nodes in the process to give guidance to business colleagues.

4. Written internal sales organization and responsibilities. Combined with the division of external market, the internal organization of regional sales group is also easy to set up, whether it is divided into groups or individuals by product line or by region. It is important to make it clear and fix it in the form of text, and make clear everyone's work tasks and job responsibilities.

5. Sales staff establishment. At present, our number is relatively small, and we have made relevant plans according to business needs, and the regional general manager has made plans.

6. Design of salary performance appraisal system. The company has a unified system in this area. If circumstances permit, we can combine the actual situation of the region and do some performance appraisal with regional characteristics.

second, management control

1, recruitment and sales staff management. Choose those salespeople who have experienced matching, development stage matching, personality matching and expectation matching. For the project-based sales of the company's products, they need more intelligent sales who are good at expanding interpersonal relationships.

2. Form management. Including the formulation and implementation of daily daily newspaper, weekly newspaper, monthly report, customer visit record, sales funnel report and other systems, or the use of related OA and CRM system management. Pay attention to the practical and effective form design, which can really help business colleagues, not only for the purpose of filling in the form, but also clearly explain the benefits of filling in the form to colleagues in the training environment.

3. Meeting management. Including the organization and convening of morning and evening meetings, weekly meetings and monthly meetings, and conveying the company's instructions, sales system and channel policies. The effect of the meeting is very important in the planning and preparation in advance, and the management of the meeting has an important impact on the work.

4. Talk management. Including daily debriefing management, reading list management and so on. Reading list management is an important means to control the sales process. Each salesperson makes the list he follows up into a FREEMIND (mind thinking) diagram based on the visit records, and decomposes the list according to factors such as people (decision makers, consultants, executors, etc.), money (whether there is a budget, budget amount, etc.), time (timetable), arrangement (project arrangement process) and competitors (competitors, etc.).

5. Daily observation. Observe the daily working conditions, mentality changes and working methods of sales colleagues, keep abreast of their work situation and urge them to make corrections. Organize some dinners or other types of activities from time to time, communicate with everyone, and pay attention to the situation of colleagues.

3. Training incentives

1. Induction training. All-round training and study on company philosophy, company culture, company products, sales model, service concept and competitors

2. Special sales training. Make training materials, and clearly explain the knowledge and related matters of various sales process training, sales drills, product demonstrations, question answering and job responsibility training in system planning to sales colleagues. For example, telemarketing training can carry out actual simulation training or practical training to improve the working ability of sales colleagues.

3. on-the-job training. Lead new colleagues to visit customers together, observe the work of new colleagues as technical engineers or others, and give comments and corrections afterwards.

4. Sales training. Organize excellent sales colleagues to analyze and explain cases, exchange follow-up experiences together, improve everyone's documentary ability and encourage each other!

Work Plan for the Director of Sales Department II

1. Summary: As for any profit-making unit, only the sales department is a profit-making unit, and all other departments are cost units. At best, the sales department of our company can only be regarded as the sales department. Judging from the fierce competition in the furniture market, the sales department must be upgraded from passive sales to active sales with scientific planning, implementation standards and quantitative assessment.

second, the construction of the sales team: employing people who are good at everything, and employing people who are short of everything. Reorganize existing employees. Old employees are our wealth. They are familiar with customers, the operation process of our factory and the market. They can better reduce the impact of structural reform on customers. They just need to reorganize and divide their functions and powers according to the company's planned structure. It's important to make enforceable standards or requirements and let them know the methods and skills of active sales. At the same time, do a good job in the recruitment, training, screening and storage of relevant personnel;

Third, the functions of the sales department:

1. Collect market information and conduct market research;

2. Analyze the market situation and demand, make a correct market sales forecast, and provide a scientific basis for inventory production;

3. Make monthly, quarterly and annual sales plans, which are based on the sales statistics of the same period this year and last year;

4. Summarize market information and make suggestions on product improvement or product development

5. Grasp key customers and control the sales dynamics of products;

6. Development and rational distribution of marketing network;

7. Establish and improve customer data files at all levels, and maintain two-way communication with customers;

8. Management and maintenance of potential customers and existing customers;

9. Cooperate with relevant departments in this system to make promotion activities;

11. display goods, design and distribute promotional materials according to the requirements of the promotion plan;

fourth, about the brand: the "English * *" brand has been established for a long time and has certain preconceived advantages. This advantage will continue to expand. In addition, independent brands should be differentiated and accurately positioned in terms of product style, decoration atmosphere and audience. Differentiation is embodied in products, decorations, ornaments, etc. Products include materials, structures, elements, etc. We should not only learn, but also surpass them.

5. Channel management: upgrading from the original bulk to monopoly, which is also the main purpose of this reform. Make full use of the existing customer information, optimize the composition of dealers, upgrade from mom-and-pop shops and self-employed shops to collective units and group units, and gradually develop into regional, provincial and municipal total distribution. This is not far away. As long as our product quality and service can stand the test of customers and do deep communication, big customers will naturally be interested. If there is an opportunity to make money, there will be people who find it. The problem is that we should prepare the opportunity.

VI. Information management and utilization: At present, there are more than 2,111 (more than 811 foreign businessmen) contact information of dealers, furniture stores and shopping malls, which have not been properly divided and utilized due to unclear authority. In addition, the statistics of population and economic data in various regions of the country, the ranking of the top 111 counties in China, etc. There are also online shopping mall investment information, active contact with customers with monopoly intentions and so on. These are precious materials for marketing. Due to the passive thinking of the sales department and the decision-making of the leadership, these things are put in the drawer, which is a pity. We should make full use of it and determine the target market and target customers more quickly and accurately.

VII. About communication: At present, the newspaper and media are very weak, only Guangzhou Furniture Newspaper is doing it, and the soft articles that can be given away are not done, which is a waste. In addition, through the promotion of blogs, some furniture newspapers have recently published some articles, which has a certain impetus to brand building. The spread on the Internet has achieved good results due to the continuous promotion in recent days. There are four advertising spaces in the Furniture Forum, and the registered number of the forum is more than 211,111. Other websites have also exchanged three advertisements and published them. In addition, the number of visitors to Sohu's furniture blog has reached more than 41,111, and SouFun's blog has more than 31,111 times, and articles are often recommended to the front page. The number of page views of our website has reached nearly 21,111, and there are a dozen other platforms that are being promoted. The total traffic is about 211,111. Of course, customers may not be able to convert it into a purchase after reading it. The purpose of promotion is to let more people know our brand and form a word of mouth. Since there are no other publicity channels, online publicity should be intensified.

Work Plan for Director of Sales Department Part III

1. Strengthen study, change ideas and build a high-quality marketing team.

At present, the quality of marketing managers and account managers is uneven, and some people have relatively low ability and level in grasping industry policies, workflow, analyzing cigarette sales trends and customer guidance, which makes it difficult to adapt to the requirements of the current tobacco industry development. In order to adapt to the new form, it is objectively necessary to have a marketing team with excellent business.

1. Strengthen the study of industry and foreign-related knowledge, and strive to improve the comprehensive ability of marketing personnel. In view of the current uneven quality of marketing personnel, the marketing department will further strengthen the training and learning of personnel. Diversified training methods: group training, knowledge contest, speech contest, self-study and so on. Extensive content: in addition to industry policies, marketing knowledge, laws and regulations, marketers are mainly required to learn other aspects of marketing knowledge, social etiquette, language communication, etc. Provide sufficient space in time, give full play to morning and evening regular meetings and spare time, and ensure that each staff member has a more spare study time. Make every marketer's intelligence play a better role in the market and work.

2. Pay close attention to the improvement of professional quality to ensure the smooth development of all work. With the further promotion of network construction function, the quality of marketing staff's work, the quality of service and the effectiveness of business guidance directly affect the smooth development of the work. The Marketing Department will organize 1-2 trainings and examinations for marketing personnel every month, focusing on daily business, proficient operation of v3 system, laws and regulations, industry policies and supply policies.

second, go deep into the market, grasp the real demand of the market and report the real demand of the first-hand market.

first, since the implementation of the total amount floating management in April, after the account manager and the total amount of the customer agreed to approve, the customer's awareness of the demand for independent reporting has greatly decreased, and the customer's understanding of the real market demand and the total amount floating management has been misunderstood, resulting in the deviation of the customer's understanding of the total amount floating and the demand for independent reporting in the process of market research. There are not only problems in customer awareness, but also problems in publicity and guidance of account managers. So that the real demand of the market does not play a full role in the order forecast. Second, the account manager did not have a good understanding of the total floating management and independent reporting requirements, which led to problems in daily publicity and guidance. In view of the existing problems, we will start rectification from the following aspects.

1. Marketers and customers should have a correct and clear understanding of the total floating management and the demand for independent reporting and distinguish them. In the second half of this year, this work will be regarded as an important index for the assessment of account managers. Mainly investigate the customer's awareness rate and check the self-submitted data of customer orders as the main inspection basis.

2. steadily push forward the work of "organizing the supply of goods according to customer orders". The assessment of the accuracy of account manager's prediction focuses on the real market demand, the evaluation results of the top 21 national key cigarette brands, the launch, sales, analysis and prediction of new brands, etc., so as to improve the ability of account managers to grasp the market. From the original total forecast accuracy assessment, it is gradually put on the forecast accuracy of a single brand, especially the top 21 national key cigarette brands. On the premise of ensuring the sales volume in the same period last year, we will strive to increase the single price by RMB/article, an increase of% compared with last year's RMB/article.

3. judging from the overall operation of the "total volume floating management" work, during the total volume negotiation between the account manager and the customer, the account manager did not have a good grasp of the customer's historical sales data and the current supply policy, resulting in the fact that a few customers agreed that the total volume was too large or too small, and in the process of actually ordering cigarettes, the sales at the beginning and end of the month fluctuated greatly, and even individual customers could not order the cigarettes actually sold in time. In view of the current situation, the account manager further adjusts and agrees on the unreasonable customer supply quantity under the condition that the total amount remains unchanged. Put an end to the situation that some customers can't place orders at the end of the month, and the supply at the beginning of the month has increased too much. Implement the basic requirements of "market demand is basically met, and retail customers have choices" to continuously improve their ability to adapt to the market. According to Lanzhou Company's measures for the management of goods supply and tight cigarette supply, the total amount of retail orders is subject to floating management, which can reasonably control the upper sales limit, but it is not allowed to set the lower sales limit or agree the sales volume according to the specifications; Subdivide the number of retailers' demands for different brands (categories), form a scientific and reasonable quantification of each type of retailers and maintain and adjust them in time according to market changes. Through reasonable quantification, it can promote the improvement of scientific delivery level and embody the market-oriented delivery principle.

4. The work of "organizing goods supply according to customer orders" and "total floating management" is effectively connected and can be carried out smoothly. The county marketing department requires the account manager to focus on the basic situation of the business circle type, customer category and sales status of the customers under his jurisdiction, so as to grasp the real needs of customers and grasp the first-hand information. As a routine work of daily assessment of account managers. The above two tasks are wrongly opposed to the effective development. Implementing "total floating management" is an effective way to implement "organizing supply according to customer orders"

channel management: from bulk to monopoly.