Sell the product. How to establish the company's sales management system

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Press: This is the Lin Zhenggang in the micro-letter group for the upcoming "Sales Management training Course" in Shanghai, this talk about the "sales management" of the idea of other entrepreneurs and professional managers should also have reference value, especially sorted out to share.

An enterprise must have the ability to sell its own things. This is easy to say, but to sell the product and make money, the company has to build a system. I will help you learn some knowledge in the course. How to find the target market, how to split the target market, and finally set your sales target, your sales target becomes the annual target of each person of sale, then how to release these indicators to each salesperson, then how to build the potential customer (pipeline), How to execute and the results of the sale.

This simple PPT is the current idea (see above), managers need to learn how to estimate the market, from the market to choose your target market, from the target market to split it into different customers, different regions and different needs. After splitting up and then estimating the customer's purchase budget, if you don't know his budget, you can't set the target; With this budget, you can add it up, which is your annual sales target. There should also be a sales plan to see if there is time to do it very carefully. Then analyze how to release the sales target, the final sales target how to the grassroots sales. Of course, now many enterprises do not need to sell indicators, are the way of commission, so this is a reference.

When all the metrics are done, basically you've finished the sales plan, and you're ready to do it now. We need to establish a mechanism for implementation, that is, whether regulatory enforcement is in place. This can be divided into two parts: one is the implementation of the potential customer tracking, the other is the implementation of sales results, is based on your sales plan inside the sales results, sales targets, through a mechanism of implementation to continuously monitor.

I can tell you that this whole system of thinking method is very international, basically all big and small companies are this kind of thinking.

Sales Management course Framework (strategy-plan-execute)

1. Estimating Market Size

2. Select Target Market

3, from the target market, divided into customers, sub-regional

4. Estimate customer's purchase budget

5. Set Annual sales target (sales plan)

6, sales target to reach the region

7, sales target from the region to the grassroots sales

8, the establishment of potential customer tracking system

9, the establishment of implementation mechanisms: potential customer tracking;