Return On Intelligence is an
international research consultancy
dedicated to providing, customized
research solutions and experienced,
objective advice to optimize sales
results for businesses of all sizes.
We work with our customers
to help them improve through the
following sales
enablers.
Increase sales, increase profit,
develop sales strategies.
New and
innovative
sales strategies and tactics
that will improve sales productivity
through better sales planning
and provide leadership coaching
that will lead
to improved
skills for coaching sales teams.
A winning strategic and
tactical plan that will continue
contributing to
company growth
long after our engagement.
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Sales Planning
Strategic sales planning is important for the growth and improvement of any business. Sales planning is usually part of the overall business planning. It is important for the running of any business, to map out plans of how the business executives will improve the various business sectors over a certain period and how the sales targets will be achieved. The sales plan is part of the business objectives that the business executives set at the beginning of the business year to manage and improve the business.
Sales planning involves exhaustive market research by management to ascertain the needs of those who will be consuming their goods and services. Market research is also used to gauge whether or not the target market is satisfied with the product. The results of the market research are then used to establish the sales strategies to be employed by the sales team. Once the market research is accomplished, guidelines must be prepared for the training of the sales team and for the implementation of the sales planning strategies.
Another important sales planning strategy is forecasting. For the business to grow one must be able to predict what the market trend is likely to be. By being able to foresee the market trends one can then prepare for any eventualities that might occur later in the business year.
Sales planning involves advertising of the services and business products to create awareness of company products and services. One needs to go for an advertisement medium that will be effective in creating product awareness by reaching a large audience. At the same time, one needs to consider who the target market is before choosing an advertising medium. Some key advertising media are radio, television, daily newspapers and outdoor advertising boards.
Marketing campaigns are the most effective way of promoting business and increasing sales. They are a major strategy for effective sales planning. Online marketing campaigns like email marketing are important especially in this time of technological advancement. One can reach more potential clients by sending out marketing emails stressing on the benefit of their services and products in a language that will entice the potential consumer.
For Sales planning to be effective, there must be a target market. The products must be advertised in the right medium to reach the intended group, and the sales team must be well trained. It will also be beneficial to monitor competitor activities and strengths in order to have a better and more aggressive plan.
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