To create it in a company, you need to adhere to several principles at once: analyze expenses and income at each stage of the transaction, ensure that the system scales and brings profit. Here are ten steps that will show you the way to solving this difficult task.
Making a sales plan
Not every manager welcomes the creation of such a document. Some prefer to control the actual work of employees, track the number of calls to clients. Others pay attention to competitors and already based on their results evaluate the capabilities of their company's employees. This is a big mistake. It is necessary to draw up a sales plan, and take as its basis the real figures that the team is capable of achieving.
To assess the potential twitter data package for implementation, one of two known forecasting methods must be used. The first is objective, which consists of an analytical study of the previous period of the company's work. The second is forecasting with additional factors.
It is necessary to realize that a company that has increased its cash flow by 10% over the past reporting period will not be able to make it 50% by the next checkpoint. You can stop at 15%, this will be a real result that you can and should strive for.
It would not be a bad idea to fix the indicator at the break-even point. This is the bar below which it is impossible to fall. If the indicators have fallen to the minimum, then there is a risk of bankruptcy. The company can fall apart in any difficult situation, even with banal inflation.
And, of course, you need to strive to increase capital, setting a "maximum" percentage increase before the reporting period. You can motivate employees with bonuses if the achieved result satisfies the management. Again, the numbers must be real, otherwise the company will simply lose employee loyalty.
From a psychological point of view, sales growth should be presented as a norm so that department employees see what they should strive for. Otherwise, they will allow themselves to work relaxed, because for the achieved "minimum" the salary will be paid anyway.
The sales plan should be set before the start of a new reporting period, but this does not mean that it cannot be revised and some figures cannot be corrected during the work process. It is necessary to build a flexible system that motivates employees to exceed the set goals.
Case: VT-metall
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Determining the number of personnel
Building an effective sales department is also tied to how many employees are on the company's staff. After drawing up a plan, it will be clear how many sales managers and their supervisors are needed to achieve and even exceed the established goals. Most often, companies appoint one manager for 7-9 salespeople, who should manage them.
The structure of communications can be different. One company is satisfied with a step-by-step structure, when there is one manager and several subordinates. Another prefers to assemble 2-3 teams of managers with leaders at the head. Natural competition between them can bring a lot of benefits to the company.
Creating a sales funnel for managers
Popular advice from people with experience in building sales departments includes formalizing processes within the team and structuring the work process of managers from the “first contact” stage to “closing the deal.”
The funnel can be of different lengths. To visualize the processes, you can use mind map services or Excel tables. Creating a funnel will clearly demonstrate problematic stages where clients simply disappear without completing the deal.
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