INTRODUCTION
What is your sales target? Is it attainable? If so - do you know how it will be attained?
Do you have a sales forecast? Does this view, of what is realistically expected to be sold, meet the requirements of the organisation as defined by the overall sales target?
This programme is about linking sales target with sales forecast via a realistic plan. Use it to either forecast the level of sales you will get with your current activities, or, to plan the level of activity you need to reach the sales target.
Course objectives On successful completion of the programme participants will be able to:
Define their marketing & sales pipeline and the specific steps involved
Establish performance standards for each step in the pipeline
Identify and quantify the 'influences' on the sales pipeline performance
Develop a mathematical model to link sales forecast with sales target via a sales plan
Produce a plan that will link their forecast to their target
Use their sales plan to monitor their sales performance
Course Content
Process mapping a sales pipeline; what steps are involved, what are the variables, how to establish performance standards
The mathematics of sales; building predictability into your sales performance
The difference between target, forecast and plan; how to set each one, what to do with each one, how to change the answer if you don't like what it tells you
Applying self-management to get your daily actions at the right level to achieve your sales target
