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How to write a career plan for the sales industry?
Why did you choose to be in the sales industry?
The content of sales staff's career planning
Model essay on career planning of salespeople
First, how to write the career plan of the sales industry?
Direction 1. Become a senior sales manager or director.
The professional growth of sales staff, if it has been positioned in sales, can be sure that the goal is to become a senior sales talent. There are two directions to achieve this goal. First, from the perspective of "skills", constantly improve and enhance their working methods and abilities, and change from a low-level unprofessional salesperson to a professional player. This changing trend is mainly reflected in the following aspects: working ideas, concepts, tools and methods are more professional, from relying on feelings and momentum to focusing on quantitative data, professional investigation and analysis, and grasping market regularity; The second direction is to upgrade from "technology" to "Tao", and to think systematically from the strategic level and the overall situation of the organization, so as to further enhance and transform its position and role. In order to become a senior sales talent or manager, salespeople must increase systematic analysis and comprehensive thinking, do sales from the height of enterprise strategy, think about sales, dig more front-line information and deal with it intelligently, and finally play the role of strategic consultant for high-level decision-making.
From the specific development mode, there are the following directions: upward mobility: if you have sales experience in branches, districts or branches of large companies or groups, after accumulating certain experience, excellent sales talents can choose appropriate opportunities to move upward, make sales in higher departments or company headquarters, or lead a larger sales team to manage large-scale markets. In the growing fast-moving consumer goods industry, many salespeople have created a new world of career development through upward mobility.
Downstream: If you have accumulated some experience in the sales department of the company headquarters, you can choose appropriate opportunities to work in the next level or multi-level branches according to the scale and speed of market development, usually with a sales team to manage the provincial/regional market or to develop new business in a certain market segment. Such salespeople can combine the advanced sales management concepts and operation methods of the head office with the actual market, and after a certain period of continuous exercise, they will often become future leaders or senior managers of many enterprises.
Horizontal job-hopping: Excellent salespeople are often the backbone of the company, which can directly bring operating income and cash flow to the company. However, if the company's salary and benefits or performance appraisal policies can't effectively motivate them, it is inevitable for them to change careers or jump ship. From an organizational point of view, many companies have spared no expense to poach some excellent sales talents from their competitors. Personally, water flows downwards and people go upwards. As long as it doesn't violate the professional ethics, the relevant provisions of the labor contract and the relevant laws and regulations, it is a good way to change the environment and space after the sales staff has developed to a certain extent.
Direction 2: Become a gold medal salesman.
In many industries, salespeople can give full play to their personal abilities and sales advantages and continue to serve as front-line personnel of their age groups. Just like the sports world, Swedish evergreen Waldner is still struggling in his late forties, although his opponent Cai Zhenhua has become a senior table tennis coach in China. However, when you reach the limit, you still have to consider other directions.
Direction three. Personal entrepreneurship
It can be said that it is the most suitable for people with sales background to start a business. If an enterprise wants to survive, it must first have a market, and doing business well is the first problem that many entrepreneurs have to solve. Many enviable successful people started from salespeople and started their own businesses after accumulating certain funds, experience and resources.
The biggest advantage of salespeople in starting a business is their experience and resource advantages. A person with rich sales experience, compared with other entrepreneurs, will have great advantages in understanding the industry, the operation of enterprises, and the perception of market changes. At the same time, they are likely to accumulate funds and good interpersonal resources in the upstream and downstream of the industrial chain, understand the operation mode of the industry and the key to success, and even grasp the stable customer relationship resources reasonably and legally.
Direction 4: switch to management consulting and training.
If you leave this industry and start a new career space, it is also a new career direction choice. For example, it is also a good choice for experienced salespeople to switch to management consulting training. Many consultants and trainers of management consulting companies are transferred from marketing practice, and some are marketing bosses, directors and regional managers. Because they have rich sales experience and industry background, and better understand the marketing environment of enterprise practice, they have special advantages in marketing management consulting, strategic consulting and professional training in related industries.
Second, why do you choose to do sales?
Sales people generally choose the sales industry for the following three reasons:
1, the top management of the enterprise mostly comes from sales staff.
If this is the reason, we can develop in the direction of sales management. Develop sales management experience, marketing strategy experience or cross-industry successful sales experience from single-industry successful sales experience.
2. Sales is a good way to start a business.
Even if you don't want to engage in senior management or start your own business, your sales skills can still make your work and family life get twice the result with half the effort.
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3. What are the contents of the sales staff's career planning?
After knowing why I chose the sales industry, I made clear the starting point of career planning. The next step is to officially start your own career planning.
A complete career planning includes ten aspects:
A. title and time coordinates;
B. career direction and overall goal;
C. analysis of social environment and occupational environment;
D. industry analysis and enterprise analysis;
E. roles (important people) and their suggestions;
F. target decomposition, selection and combination;
G. clear success criteria;
H. evaluation results of their own conditions and potentials;
I. Gap analysis;
J. methods and implementation plans for narrowing the gap.
1, title and time coordinates
In the career planning topic and time coordinate project, four aspects need to be expressed: the name of the planner, the planning period, the start and end date and the age span.
The name of the planner is written to emphasize the dominant mentality of the planner. Salespeople should master their own career destiny, so writing their names here is also a psychological contract for themselves.
The purpose of stipulating the planning period is to distinguish between staged career planning and lifelong career planning, such as five-year, ten-year or lifelong career planning. It should be emphasized that lifelong refers to the end of career, not the end of life. The start date and end date should also be stated here. The start date should be detailed to year, month and day, and the end date should be year.
It is suggested that people who write career plans for the first time do not need to make long-term plans, especially young people at the early stage of their careers, and can start with career plans for two or three years. It should be noted that the shortest time to write a career plan is one year. Things within a year can be solved in the analysis of career status.
Finally, write down your age span in this planning cycle, such as 27 to 3 1. The purpose is to remind ourselves that the life cycle of life is one-way irreversible and emphasize the urgency of time.
2, career direction and overall goal
Career orientation refers to the choice of career, such as sales manager, business manager, lawyer, professor, doctor, etc. The choice of career direction reflects the planner's career motivation or subjective desire.
Why do you have to choose a career direction? Because a new life begins in a chosen direction.
Does every salesperson want to make a breakthrough in his career? Is our career direction salesman, sales manager, market planning, or something else? Numerous facts have proved that a truly meaningful life often begins with the day when you determine your career direction and your own goals.
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Model essay on career planning of salespeople
[Name] _ _
[Planning period] Four years
【 Start and end time 】 September 20__ to July 20 _ _
[Spring and Autumn Span] 18 to 22 years old
[Stage goal] Graduated smoothly; Become an experienced marketing clerk (career direction)
[Overall goal] To become the president of a company.
[Personal analysis] I belong to that kind of extroverted person, good at communication, have the experience of part-time dumping, and have achieved fairly good results. And my major is marketing, which is my hobby.
[Analysis of Social Environment] China is now a country with political chaos and rapid economic and cultural development, which provides a good development opportunity for everyone. With the development of market economy, the market will play an increasingly important role in economic flow.
[Career Analysis] The development of society will have an important impact on the marketing profession: the dependence on marketing will become greater and greater. Moreover, the social demand for marketing will be growing. My chosen industry has not been finalized yet, but my hobbies are pharmacy, insurance and food. These industries are indispensable to society, and with the development of society, the development space of these industries will be considerable.
[Target Decomposition and Target Combination]
(1) goal decomposition: the goal can be decomposed into two major goals-one is to graduate smoothly, and the other is to become an experienced marketer.
For the first goal, it can be decomposed into learning professional courses and elective courses well, completing enough credits and graduating smoothly. Next, it can be subdivided into: how to learn each course well in professional courses; In elective courses, what courses should I choose and how to learn well.
For the second goal, it can be divided into contact with the market stage, understanding the market stage and understanding the market stage. Next, it can be subdivided into: in the market contact stage, what methods should be adopted and which companies should be kept in touch with.
(2) Target combination: The condition of successful graduation is to learn professional courses well, and the study of professional courses will promote the career goal (to become an experienced marketer).
[detailed implementation]
To be an experienced marketer, we need to narrow the gap between ourselves and experienced marketers. These gaps include:
(1) The ideological gap. People who are just engaged in sales generally think that sales are just selling goods, but people with certain experience will think that sales are "selling themselves"-customers can only buy goods if they trust the seller. In order to narrow this gap, we need to consult experienced staff and realize this in practice.
(2) the gap in knowledge. The lack of book knowledge is only one aspect, and more importantly, the gap in practice. In order to narrow this gap, we need to get involved in real marketing and experience book knowledge in practice while learning book knowledge.
(3) the gap of psychological quality. Marketing needs unyielding spirit, and as a college student known as the "favored son of heaven", what he lacks is precisely this, and he often flinches when encountering some difficulties and failures. This gap needs to be gradually eliminated in practice.
(4) Ability and gap. This is probably the most important thing. In order to narrow this gap, in addition to learning step by step in practice, we should also keep close contact with seven or eight sales experts so as to consult and learn at any time.
[Investigation and Feedback] In the process of consulting sales experts, I found that my book knowledge I need to learn is not enough, especially my foreign language ability needs to be improved, otherwise I cannot meet the current sales requirements. Therefore, I decided to strengthen my English study, prepare to enroll in oral English classes once a week, and at the same time prepare to participate in the English corner of the school to improve my English.
In the process of sales, I also found that there are more transactions and not too many intellectual components, so I decided to reduce the number of similar flows in the future and focus on those things that are meaningful to me.
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