logo

Implementing an Operational Sales Plan through the Sales Team

   

Added on  2019-09-22

16 Pages3228 Words79 Views
 | 
 | 
 | 
OPERATIONAL SALES PLANNING
Implementing an Operational Sales Plan through the Sales Team_1

Table of ContentsTask 1...............................................................................................................................................1Introduction......................................................................................................................................11.1How Organization’s Business and Marketing activities inform Operational Sales Planning.......................................................................................................................................1Sales Forecasting Techniques..........................................................................................................12.1 How Historical Data Informs Sales Forecasts.......................................................................12.2 Range of Sales Forecasting Techniques.................................................................................22.3 How Sales Forecasts are used to set Sales Objectives and Targets.......................................2Set Targets and Objectives in a Sales Plan......................................................................................23.1 Time plan for the Establishment of Objectives and Targets for Sales Plans.........................33.2 Sales forecasts to set Objectives and Targets for a Sales Plan...............................................3Operational Sales Plan.....................................................................................................................34.1 Operational sales plan to meet Objectives and Targets.........................................................34.2 Sales Territories.....................................................................................................................34.3 Business case to obtain the resources to achieve the Operational Sales Plan’s Objectives and Targets...................................................................................................................................4Manage the Implementation of the Operational Sales Plan through the Sales Team......................45.1 How to communicate the Operational Sales Plan to all Stakeholders and define Individual Roles and targets in the sales activity plan..................................................................................45.2 How to monitor and control the Operational Sales Plan using agreed Key Performance Indicators......................................................................................................................................5How to deal with Variances to the Operational Sales Plan.............................................................56.1 Variances that may occur in the Implementation of the Operational Sales Plan...................56.2 Contingency plan to address Variances.................................................................................56.3 The organization’s procedure for dealing with Unforeseen Variances..................................5Conclusion.......................................................................................................................................5Task 2...............................................................................................................................................6Task 3...............................................................................................................................................61
Implementing an Operational Sales Plan through the Sales Team_2

Task 1IntroductionIt is necessary for the business organization to align operational sales planning with the overallcorporate strategy and marketing strategy of the organization. Sales are considered as therevenue generated function for the organization to achieving predetermined profitability targetsin the corporate strategy. So, it is necessary for the organization to establish alignment betweenmarketing strategy, corporate targets, and operational sales planning. The management of theorganizations should break down the corporate objectives and should assign specific territories toensure the development of the organization (Hulthen, 2016). However, it can be said that theplanned activities of the organization need to be aligned, and the objectives of different plansshould be integrated with each other.1.1How Organization’s Business and Marketing activities inform Operational SalesPlanningPlanning and Decision-making activities are considered the key activities of a businessorganization which takes place different levels of the organization. In an organization, planningis done on three levels which are strategic, tactical and operational level. Strategic level planningis done for the long term and conducted by the senior management. Tactical level planning isdone for the medium-term resource by the middle-level managers and operational level planningis done for performing day to day activities of procedures and processes. Sales operationalplanning is considered as an important process that enables the organization to generate highrevenue. So, it is necessary that sales planning should consider the marketing tactical plan andcorporate level strategic plan. Planning of both the levels helps operational planning to determine2
Implementing an Operational Sales Plan through the Sales Team_3

sales targets, territories priorities, etc. The process of implementation plan involves a high degreeof iterative communications. Depending upon the degree of fit, the sales plan may be accepted oramended as required.Sales Forecasting TechniquesPredicting the accurate sales is considered a complex task for the management of theorganization. Sales forecasts are mainly done for aid planning across the organization such ascash flow planning, production procurement, and scheduling. Sales forecasting is very useful inmaking more detailed sales plans.2.1 How Historical Data Informs Sales ForecastsPrediction of future sales is considered the most challenging task for the sales manager. Salesforecasting is also a very important task because it not only feed into sales and marketingactivities but is also depend on other parts of the organization. Strategically sales forecasts areconsidered very important because it helps the management in plan expansion and productdevelopment of the organization (Tuomikangas, 2014). Historical sales are considered the keyinput for the management to forecast future sales. Historical sales provide an indication of futuresales. In addition to it, the management also has to be aware of any changing circumstance thatcould directly affect sales of the organization. Sales forecast assumptions can be following:Sales force size compared to previous yearExpenses on advertisementShrinkage/Market growthIntroduction of New ProductSales Decline3
Implementing an Operational Sales Plan through the Sales Team_4

End of preview

Want to access all the pages? Upload your documents or become a member.

Related Documents
Effective Implementation Strategies for the New GPS-Enabled Watch
|10
|2695
|197

Increasing Sales Performance by 2 in Each Store
|14
|2720
|296

Ensuring Effective Information Dissemination at the Lowest Levels
|9
|2773
|285

Effective Communication and Performance Management for Organizational Success
|9
|2773
|127

Sales and Operations Planning Analysis
|30
|7176
|250

Strategic Marketing Planning
|8
|1960
|64