keysuccessfactorinmanagingasalesorganization(ppt39)-銷售管理-在線瀏覽
2024-10-17 12:42本頁面
【正文】 ager_________________ Product: Anle Napkins Managing Expense Budgets Managing Expense Budgets Managing an Expense Budget vs. managing Profit ? Reduced expenses means more profit ? Declining revenue is OK if your profit is increasing. ? When your being paid on Revenue, reduced expenses can mean less revenue and less pay. ? You create margin by increasing sales revenue and meeting your expense budget. ? You have to spend money wisely to make money. Managing Expense Budgets ? Give everyone that you can track an expense budget. Make it their money not yours. They will spend their money more wisely than your money. ? If they have more sales revenue then they can have more money. Create percentages for each budget expense as a guide. Publish it. Create a risk/reward method of expense control. ? Hold 10% back for emergencies. ? Make budget control part of every Quota Management meeting. Account/Territory Planning Process Account Territory Planning Process ? What is Account Planning. – First step in establishing the input from sales for the business planning process. Out put at this stage is a forecast of next years revenue by major product/SKU. New products may or may not be included in this initial forecast. – This forecast is rolled up through the sales offices and Provincial offices and is aggregated at each level for input to the next level of forecasting responsibility. – Expense budgets are used to keep this an honest exercise. Less revenue means less expense budget to spend. If you sandbag your expense budget will reflect it. – This is truly a bottoms up approach from the account level. Account/Territory Planning Process The second phase of Account Planning is after the budgets are set and Sales and Expense budgets are passed out down through the sales anization. It is now up to everyone who has customer responsibility to establish a plan for making their Sales revenue quotas and expense budgets. At this point if new products are included in the numbers then expenses should be allocated that match with the revenue targets. This is an iterative process that normally requires more than one attempt before the annual plan is approve. This is especially true for the large key accounts and chain stores. Account Territory Planning Process What is included in an Account Plan? – Annual revenue targets for all or selected products* – Sales strategies to achieve these targets( 3 W’s)* ? SKU peration, New product introductions, new accounts, petitive wins, promotions, advertising. – Budgeted marketing programs for selected Accounts* – Distribution channel improvement plans ? One price strategy implementation ? Reduction in channel plexity and confusion ? Improved cooperation with pany marketing promotions *These plans should be reviewed with appropriate Marketing GMs and agreement reached on strategic fit with marketing strategies. Account Territory Planning Process Reviewing Account Plans – Reviewed at beginning of year by Dir/Dep. Dir Sales and approved. Selected based on size and importance. – Review at monthly quota management meetings by immediate manager. Output of meetingagreement on gap closure plans – Once a quarter reviewed by next level manager. Out put of meeting agreement on gap closure plans. Inspect what you expect. Plans that are not reviewed are not achieved. Account Territory Planning Process Something to consider is: Weekly call plans Could be instituted for all Direct Sales Representatives. This is one way of knowing: – How many customers they are seeing each week. – Who the customers are – What coverage you are getting in the C markets – How much you are selling to each customer – Could put a damper on poaching – Determines who’s working hard and who isn’t. Ranking of Quota Performance Why rank performance? 1. Selling is a petitive activity. Salesmen must have the desire to win customer contracts. 2. Visibility of peer performance demonstrates success
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