有效的銷售計劃

銷售計畫是所有銷售人員的重要工具。你的公司可能有一個銷售計畫，如果是這樣的話，你應該明確地學習和遵循它。但是如果你沒有一個單獨的銷售計畫，你就錯過了一個機會來提高你的銷售額到下一個層次。

一個好的銷售計畫有兩個主要部分：銷售策略和銷售戰術

戰畧和戰術是用來描述戰爭計畫的軍事術語。戰畧是關於戰爭本身：領導者想要完成什麼，他們選擇戰鬥。戰術决定了個人戰鬥是如何進行的。因此，從商業角度來說，一種策略可能是讓你所在社區的人瞭解你的公司，而相關的策略可能包括參加商會會議、在網站上上登廣告、在你的營業城市做商業促銷活動等。

銷售計畫進一步分解為新的業務增長的策略和戰術和現有的業務增長策略和戰術（例如向已經是客戶的人銷售附加產品）。這四個組件為你的銷售計畫提供了重要的框架。然而，你必須考慮其中的優先次序選擇。

如果你最近已經打動了你現有的客戶，你可能會想集中精力讓他購買新的產品。如果你剛剛推出了一種與現有產品相匹配的新產品，那麼你的銷售計畫應該考慮到這一點，並將重點放在銷售給現有客戶。

熟悉銷售配額、地域和產品和服務

在你製定銷售計畫之前，你必須非常熟悉三個重要的細節：你的銷售配額，你的銷售區域，以及你的產品和服務。

瞭解你的銷售配額有助於你製定一個計畫，讓你的老闆高興，也將使你能够設計一個計畫，最大限度地可以提高你的銷售傭金-這將使你快樂。瞭解你的地獄不會讓你踩到別的銷售人員的脚趾。瞭解你的產品和服務有助於你定義你的潛在客戶需求，這反過來又給你一個現實的看法，你能賣出多少？

修改你的銷售計畫

即使是最好的銷售計畫也需要定期修訂。當你的配額，你的產品線，你現有的客戶基礎，你的行業——甚至經濟起伏，發生改變了，都需要調整你的銷售計畫。至少，你應該每季回顧一下你的計畫，並决定是否需要做出任何改變。把銷售計畫看作是活的文件，而不是一成不變的東西。

如果你在銷售策略和戰術上有困難，你的銷售經理是一個很棒的資源。他通常會更好地掌握公司範圍內的銷售目標，並能够幫助你量身定制你的銷售計畫，以滿足這些目標，同時也充分利用你獨特的機會。你的銷售團隊的其他成員也可以幫忙。

問問你的團隊中的明星銷售員在銷售計畫中所包含的內容，並將這些策略作為發展自己的起點。

Effective sales plan

Sales plan is an important tool for all salesmen. Your company may have a sales plan, and if so, you should definitely learn and follow it. But if you don't have a separate sales plan, you miss an opportunity to improve your sales to the next level.

A good sales plan has two main parts: sales strategy and sales tactics.

Warfare and tactics are military terms used to describe war plans. The war zone is about war itself: what leaders want to accomplish, they choose to fight. Tactics determine how individual battles are conducted. Therefore, from a business perspective, one strategy may be to let people in your community know your company, and related strategies may include attending chamber meetings, advertising on the website, doing business promotions in your business city, etc.

Sales plans are further decomposed into new business growth strategies and tactics and existing business growth strategies and tactics (e.g. selling additional products to people who are already customers). These four components provide an important framework for your sales plan. However, you have to consider the priorities.

If you have recently impressed your existing customers, you may want to concentrate on getting them to buy new products. If you have just introduced a new product that matches the existing product, your sales plan should take this into account and focus on selling to existing customers.

Familiar with sales quotas, regions, products and services

Before you make a sales plan, you must be very familiar with three important details: your sales quota, your sales area, and your products and services.

Knowing your sales quota will help you make a plan that will please your boss and will also enable you to design a plan that will maximize your sales commission - which will make you happy. Knowing your hell won't let you step on the toes of other salespeople. Understanding your products and services helps you define your potential customer needs, which in turn gives you a realistic view of how much you can sell?

Modify your sales plan

Even the best sales plans need to be revised regularly. When your quota, your product line, your existing customer base, your industry -- and even the economic ups and downs -- change, you need to adjust your sales plan. At least, you should review your plan quarterly and decide whether you need to make any changes. Think of the sales plan as a living document, not a static thing.

If you have difficulty in sales strategy and tactics, your sales manager is a great resource. He will usually have a better grasp of Company-wide sales goals and be able to help you tailor your sales plans to meet these goals, while taking full advantage of your unique opportunities. Other members of your sales team can also help.

Ask your team's star salespeople what they have in their sales plans and use these strategies as a starting point for developing themselves.