Rational development of annual sales targets.docVIP

 PAGE \* MERGEFORMAT 7 Rational development of annual sales targets Annual sales goal-setting year-end headache for most things one of the Director of Sales. Annual sales goal is not child’s play, the relationship of long-term development, formulation, are generally cautious. Goals high, and subordinates not be met, the impact positive or even rebel; below the target, and owner dissatisfaction also appears to work without their courage. Private enterprises real experts - combined effective planning, in consultation found that many companies develop annual sales goals are often guilty of three errors: Error 1: sales is the only sales targets. Sales and profit is the ultimate business sales targets, but sales volume is not the only sales targets. Sales tend to result in excessive pursuit of ‘market suicide’. Whether sales staff or agents, in order to achieve the company’s sales goals, while often Banded. Performance of rapid growth on the surface, but many illegal price cuts, at a loss promotion, promotion measures such as Chuanhuo often leads to shorter product life cycles. In addition, because enterprises are only the pursuit of sales, sales staff and agents would join hands to actively sell low-end best-selling products, not only to reduce the company’s profits, and often directly to become a ‘new killers’. In addition to healthy sales volume and profit goals, but also need some auxiliary parameters, such as the brand evaluation, market share, product coverage, sales management position, personnel status. Enterprises according to their own situation, determine the coefficients of the various assessment factors, to conduct a comprehensive assessment. Error 2: exaggerated the wind blow in mid-set targets. Many companies establish annual goals is very simple, in the case of last year, completion of the sale, machinery increased by 50% or 80% of the task, while the ability to actually complete Self-assessment is too high. Development of sales objectives, sales