How do salespeople break down sales targets and make sales plans?

At the end of the year and the beginning of the year, it is time for enterprises to publish their annual goals. At this time, when sales staff receive new sales targets, they often sigh, feel that the targets are unreasonable, difficult to achieve and even feel rejected. Why is this happening? One of the reasons is that the target issued by the enterprise is the enterprise target or department target for the whole year, and the target quantity will look very large, which will make the sales staff feel afraid and produce the wrong idea of "impossible to achieve". Another reason is that salespeople lack correct planning and methods in the process of target implementation, and usually blindly carry out target implementation. Therefore, through the analysis, we can find that salespeople often make the following four mistakes, which lead to the failure to achieve the goal: L, the goal is scattered. The salesman himself doesn't know the performance that his past customers, current customers and future customers can bring. Unclear roles and responsibilities. Salespeople don't know what role they should play and what responsibilities they need to bear. L lack of system. In the process of implementing the goal, putting the cart before the horse leads to confusion in work affairs and unreasonable management. L anticlimactic. In the process of implementation, it is full of momentum and strong will, but with the deepening of the implementation of the goal, the stamina is getting less and less. In order to achieve the above problems, first of all, from the overall point of view, whether the company's own strategy has been promoted. Only when salespeople understand the strategic objectives can they be combined with the sales objectives and then imported into the departmental objectives and personal objectives. In fact, in this process, the strategic goal is "cause". On the one hand, salespeople can plan and set personal goals, on the other hand, employees can feel that they are an important part of enterprise development, and their sense of identity and integration with the enterprise will be stronger. Secondly, according to the current situation and our own actual situation, we can decompose the goals into small goals that are easy to achieve, and then decompose them one by one to get close to the final big goal. The goal is not simple addition, subtraction, multiplication and division, but standardization. Therefore, the goal setting of sales personnel must follow the following five principles: l Sales goals must be clear and quantified with specific figures. L The goal set is to predict and predict the situation of existing customers, even the analysis of developing new customers and industry competition in the future. L set goals must be achievable and related to each quarter, month, week and day. I must be pragmatic and have a key direction every quarter. And the work around this direction should be timely. In the process of time-limited goal decomposition of each specific plan according to the urgency of time, the most difficult thing is how to reasonably decompose the overall goal into small goals according to season, month, week and day. In the process of decomposition, let the sales staff write down the necessary conditions to achieve the overall goal, draw small goals, carry out the first-level decomposition, and then write down the difficulties and conditions that need to be broken in order to achieve each small goal, and make full preparations. And so on, until all the goal decomposition is written. These difficulties and conditions include: the characteristics of customers at this stage, how many customers are needed to support them, the current number of customers, the repurchase rate of customers, the opportunities for cooperation, the planning of product mix and even the habits of customers. When we can make an accurate judgment on these contents, we will break down the target into every month and every product. Based on the decomposed small goals, salespeople should think about "what should we do every quarter, month, week and day to support the achievement of each goal", and through this thinking, salespeople can make action plans. In the process of making an action plan, first, let these salespeople write down what they should do to achieve their goals; Secondly, it is necessary to list what benefits these salespeople will get after reaching their goals, and what punishment they will receive if they fail to reach their goals. Only when rewards and punishments coexist can salespeople show their motivation-global brand network; Thirdly, what obstacles need to be overcome in the process of achieving the goal, and what knowledge, skills and related industry information are needed to overcome these obstacles; The fourth is what support and cooperation the team and other departments need to provide when achieving their goals; Finally, the specific time to achieve the goal in each stage is listed. Through the overall thinking of the above five aspects, sales staff can accurately grasp what needs to be done at each stage to achieve the goal, and finally formulate a complete action plan. According to the length of time nodes, the action plan of salespeople can be divided into long-term plan and short-term work plan. Long-term planning can be divided into quarters and months, which can help salespeople avoid short-term blows and setbacks and lose confidence in the process of charging. Long-term plans are often high, big and empty in the process of making, so the setting of long-term plans must be practical and must proceed from reality, so that sales personnel can't rely on it. When making a long-term work plan, we must pay attention to coordinating various departments and key details. For example, the monthly work plan should be divided into three time points: the beginning, the middle and the end, and then the number of customers, the number of visits, the number of contracted products, the contracted amount and the accurate division of income and accounts. After the goal is digitized, the sales staff will be more targeted in the implementation process. With the support of monthly goals, the next step is short-term planning, that is, weekly work. There will be a few days' holiday every week. Because of human inertia, every day of the holiday may have a fault process. We should let employees know what kind of work we have to complete in a week, how we did it, and what caused our goal not to be completed in time, sum up and analyze the successful experience of exceeding the goal, find out the shortcomings through the self-examination of the sales staff, and then make directional improvements to fully find out the resources that need the assistance of various departments. For example, in a week, we can divide it into several days from Monday to Sunday. In the process of sales, sales staff should accurately understand the number of customer development, the number of strange customers visiting, the number of old customers, the number of customer return visits, the amount of money returned, and the signed orders this week. Sales staff should analyze and summarize this week's work according to these figures, so as to be solid. The daily work plan allows the sales staff to have clear work content and summary every day, which will double the efficiency of the sales staff. This globrand.com requires that the daily plan be simple and clear, and highlight the key points. At the end of each day, plan the work to be completed the next day, fill it in the work plan according to the procedural order, so that today's work can be completed today, and then sort out the work content according to the daily work plan made by the company and the planned itinerary made by yourself, so as to make the overall work clearer. Several important directions that salespeople need to master in the process of target implementation and action: L people. It's about the customer object L. What do we have to accomplish to satisfy the customer? Plan the time node, start date and end date. What have we done? Places to develop and places to visit. What items are needed in the sales process to make cooperative marketing L expenses? The cost support needed in the sales process is to control and check the implementation process of the goal by using the management system after the overall goal is decomposed into detailed goals and the action plan is made, such as the sense of responsibility, customer service awareness, work efficiency, teamwork, work skills and whether the quality of the work plan is achieved. Through such a control and audit system, combined with the company's goals to do a thorough implementation, supplemented by appropriate resource support, I believe that sales staff can calmly deal with the assigned annual goals, and even some unexpected situations. When the annual goal of each year will be completely realized, there is no sigh when new annual goals are received. Welcome to discuss your views with Zhang Yingjie, the author of glob Brand (Global Brand Network) and the gold medal lecturer of Tao Tao International Enterprise Management (Beijing) Co., Ltd., who has more than ten years of training management experience in international groups and many years of practical experience in sales, service, management, human resources and training. He has a rich background in actual combat. He used to be the channel director of LVMH Group, a world-renowned law firm, and was mainly responsible for brand management, channel planning and construction, agent development, promotion planning and counseling of LV. I have also worked in an Indonesian company, Shanbaolin, and an American company, Baifumen, and have a very rich foreign investment background. Zhang Yingjie has been a professional lecturer for many years, and has established good cooperative relations with world-renowned large enterprises such as Coca-Cola, Siemens, Samsung, Canon, LG, Epson, Baidu, Toyota, Ford, General Motors, Haier and Bank of Communications. Up to now, there are hundreds of cooperative enterprises, which have gained excellent reputation. ) Enter the list of articles in Zhang Yingjie.