How to establish a salesman's work plan?

I'll give you a business plan first, so you can read it first.

A good salesman must first have a hard-working attitude, excellent skills, dedication to the industry, take the initiative to attack and dare to challenge the market.

Disclaimer: I am from the decoration company. I send you a sample for your reference:

Planning scheme of marketing department of XX Decoration Company

I. Working methods and contents of business departments:

The first stage: let customers know our existence and expand the popularity stage.

Distribute leaflets to stores along the street, and distribute leaflets to every household in the real estate community. Collect real estate information and organize it into documents.

The second stage: take the initiative to find customers.

Employees in the company will expand the company's popularity in their own interpersonal circles and strive for acquaintances and customers.

Encounter. The salesman first goes to a community and travels all the units. If he can meet the owner, he will leave his contact information. If he can't, he will send out leaflets and business cards. If he can't get into the unit door, he will put the leaflet in the reception room of the community. In this way, I shuttle between communities every day. There are few opportunities to meet the owners. In addition, the leaflets previously placed on the entrance door were cleaned up by the cleaners before the owners saw them.

Change the strategy, the salesman stays in the community with great potential every day, waiting for the owner. However, because there are many units in each community and only two business personnel, the rate of seeing them is very small. It is difficult to communicate effectively occasionally.

So, the salesman tried to set the table at the entrance of Ziyi Huafu and distribute leaflets. Most people passing by are people living in the community and nearby, and the flow of people is small. In and out, some are under construction, supervising transportation and feeding back and forth. Owners who are also interested will send out leaflets and leave contact information before decoration.

You can't do business without seeing the owner. Salesmen have limited interpersonal relationships, so the company invited Xia Jie to join us. Through her rich interpersonal network, she improved the relationship with the Royal Garden property and contacted some owners. But there was no deal in the end. Thus, competitiveness is the foundation of enterprise development.

Attract interested customers. Model houses will set an example for other owners and produce scale effect. Cooperation with property can get twice the result with half the effort. People in the city have business cooperation with the sales department of Four Seasons Flower City. Once the owner comes to get the key or buy a house, he will get the first-hand customer information. We are short board in this respect. During the turn-key period of Huacheng, the property arranged for publicity, but later, due to various reasons (formal qualifications and procedures are needed, there are many installation and repair companies in Weinan and Xi, and few customers are not concentrated, etc.), the business of the community was withdrawn, and it was unhappy with the property, which affected the development of the business of the community.

The third stage: the actual stage of winning the intended customers.

Customers know the existence of the company through various channels and come to consult. Designers will communicate with customers, look at renderings, measure rooms and negotiate quotations. If the head designer is absent, the front desk will leave the customer's contact information, and then contact the designer or manager when he comes back. Who will measure the room after collecting customer demand information? Who will quote? What is the basis of the quotation? First of all, the company does not have a formal detailed list of customer needs. When collecting information, the salesperson records it in the workbook. Articles are messy and often missing. But also the age of customers, the composition of family members, economic affordability, preferences, requirements and so on. It's just an oral expression by the business personnel, and there is no written explanation. Designers will forget some parts when designing, which will affect efficiency. Secondly, who will quote and how? The company has no clear project unit price table, which is arbitrary, so designers and business personnel can't grasp the floating price range. Moreover, the salesman has no working computer and workspace, and everything is operated by hand. First of all, it increases the workload of designers. Second, customer information cannot be sorted out in time, which affects the efficiency of the whole business process.

According to the customers contacted in the early stage, the company's quotation can be divided into two categories: middle and high-grade customers and low-grade customers. The former demands high design ability and despises price factors; The latter pays attention to price and ignores design. Because of our company's design ability and engineering strength, we can't meet the needs of this kind of middle and high-end customers, which leads to the loss of customers. Therefore, all the customers who have contacted our company have commented on us: the price of the decoration company and the service of the guerrillas. The influence is very bad.

The customer who finally signed the bill. Because the company's business is unprofessional, it causes delay, or adds project funds halfway and changes the contract; Construction capacity is limited, and project supervision is not guaranteed. Coupled with the lack of communication, our efforts and labor can not be recognized by customers. The negative comments of the owners make the road of enterprise development narrower and narrower.

2. What is the reason for this situation and what is the solution?

The sales department did not follow up the existing customers well. There are often problems in this link, and the follow-up personnel are uncertain and the responsibilities are not clear. Sometimes a designer, sometimes a manager, sometimes a salesman. When the manager has communicated with the owner, but the manager is busy and forgets to follow up for the second time, the salesman wants to follow up again. He doesn't know the time and content of communication between the manager and the owner at that time, so he gives the customer the impression that the company is loosely managed and inefficient; If you think my client is dispensable, you would rather find someone else. Customer follow-up is a very important job, and few orders can be confirmed by one communication, mostly through repeated communication with the owners. If there is no effective follow-up mechanism, the follow-up is not timely, the tracking is not in place, and the efficiency is low, then many interested customers, even very certain customers introduced by acquaintances, will be lost: screening out our potential customers and increasing their number. Advertising can solve the breadth problem, and commercial promotion can solve the depth problem. Therefore, it is necessary to expand business channels and publicize from the storefront (stay in the original storefront and attract customers through display and planning inside and outside the storefront); Advertising (company promotional materials; Local newspaper advertisements; Outdoor signboard advertisement; Mobile car body advertisement; Internet advertising, etc. ); Business promotion (salesmen entering the community, opening stores or looking for customers temporarily) acquaintances introduce these four aspects, emphasizing quality and weight to promote. According to their own ability and strength, the target customer groups they serve should be carefully analyzed and positioned. What kind of people do we serve? What are their needs? How can we find them? What kind of media are they used to absorbing information from? Only in this way can we decide which promotion method is more effective.

Not competitive in engineering. In terms of design, the team is thin and the design ability is insufficient; Once a client was under construction, and two interested clients needed to communicate with the designer. Designers have to do design, draw construction drawings and go to the construction site to explain, so they can only take into account the ongoing projects first. If two or three customers need budget and design at the same time, then he can't take care of them at all, and many customers will be lost invisibly. The off-season has been like this. If the peak season comes, how to grasp it? In terms of design effect, the style is single, similar and has no characteristics. In terms of construction, there is not enough construction capacity, relying solely on one operation team, and the flow of personnel is large; Without a perfect project management and supervision system, the construction quality can not be guaranteed, let alone the later maintenance. If you are not competitive, you will have a price war with others. Without competitiveness, we can't attract customers, and the effect of advertising by salesmen or you will be discounted. Without competitiveness, designers will do a lot of useless work and waste a lot of time and energy. Knowing marketing is to fully show all the competitiveness of the company to customers, and customers believe what they see, so the competitiveness of the company itself is the biggest factor affecting customers' signing contracts.

There are other shortcomings. For example, the budget quotation is slow, the management of purchasing, selling and warehousing materials, and the settlement of project funds after the signing of customers all have cumbersome and inefficient problems; What's more, the company's information is improperly kept and discarded at will, resulting in serious loss. Even signed contracts, budget quotations, drawn floor plans and so on. Always do something useless, repeat work and waste time and energy.

To sum up, the company should develop from three aspects: cultivating the competitiveness of enterprises, expanding marketing channels and reserving talents.

Three. Specific reform projects:

Material and technical reform. In material sales, it is possible to purchase at a lower price by cutting into the market at a low price and selling first; Gradually eliminate popular and outdated decoration building materials and technologies, and actively adopt scientific, environmentally friendly and advanced decoration new materials to improve the work efficiency of construction personnel, reduce operating costs, improve decoration quality and guide consumption.

Establish a system of planning, implementation, supervision and summary. Every manager should make the monthly plan and weekly plan of each department, and every employee should make the work plan of the day every day and record the work content of the day. Planning is the beginning of all work. Only by making a reasonable plan can we save every day. Daily work content, printed in the form of a table, filled in every day, and handed over to the manager before leaving work, so as to supervise the implementation of the plan, find problems in time and solve them. My sister's Japanese company is such a model, and the form items are more detailed. What are you doing from 9: 00 to 10 until you get off work in the afternoon? So there is something to fill in every hour and a summary every day.

Expand marketing channels

Strengthen the construction of the company's stores, if the store layout is not good, it will affect the room users' recognition of the company's strength. You can paste the information of the main materials on the glass of the window to let people know that the company also sells materials to expand sales; Connecting two computers and changing the meeting room into a design business room will be quiet, atmospheric and upscale, which will not only help designers concentrate on design, but also improve customers' evaluation of our company. Business people can also sort out customer information in time and make budget tables to reduce the workload of designers.

Advertise in various ways. Provide beautiful business cards and printed promotional materials for managers and business personnel to better display the corporate image; Advertising on local DM direct investment; Do inkjet advertisements at the gates of various communities; Mobile bus advertisement.

reserve of talents

Expand the team of designers. Design is the soul of decoration enterprises. The designer should be responsible for the contact, communication, budget, design, persuasion and signing, and communication with the construction personnel after the construction starts. The workload is too heavy for one person to take care of. And if you only rely on one designer, if you suddenly resign, the company will immediately fall into a passive position and all the work can't be carried out. Temporary recruitment is too late and too passive. Without a designer, you will pay an extraordinary price. When the next peak season comes, we will be able to catch it instead of missing it again.

Expand the construction team. It is necessary to ensure that the construction quality is qualified and excellent, and that no matter how high the marketing volume is, there is enough construction capacity to complete it. At present, the company uses the local team of the original business department for construction. Although all kinds of jobs are well prepared and the construction quality is quite high, the strength is still insufficient. If the original division takes over the project by itself and we start work again, I'm afraid the manpower will not be transferred. Moreover, local and provincial construction teams are more trusted by the owners because of their high construction quality and strong sense of responsibility. Strive to expand the cooperative construction team, reserve more talents with complete types of work and excellent skills for future development, and establish a relatively stable construction team.

■ I hope I can help you.