Design and Implementation of a new Sales & Marketing campaign must be carefully thought through from the beginning. What message do you want to send about your company, products, and services? What are the anticipated results? What is the execution strategy? What is the cost ratio versus expected return?
These are just a few of the questions that run through our minds in the early stages of planning. If your goal is revenue growth and expansion, I believe you need to design, develop, and implement your Sales & Marketing plan on that foundation. Here is some criteria to consider while planning:
? Identify your markets and your profit potential in the selected markets
? Segment your markets by customer, service, etc.
? What type of penetration is desired: existing, new, different, or all of the preceding
? Design a plan to include procedures and controls to monitor and evaluate market penetration by segment
? Determine and build internal and external sales strategies
? Evaluate and plan staff training to generate internal monitoring controls, evaluation processes, and customer education if necessary
? Plan to control revenue growth with product mix, product promotion, and customer pre-qualification
? Evaluate expected sales and then ratio numbers to your sales staff's current compensation package to see if consideration is needed for additional or different wage incentive programs
? Design controls to evaluate, monitor, and drive the highest level of profit possible
? Determine the type of media and then budget advertising accordingly
? Develop a backup plan in case of immediate campaign disaster
The results of a well-balanced and executed Sales and Marketing campaign can be resounding. Constant expansion of products and services, market area, clientele types, etc. all contribute to the continued growth and success of any company. Plan your work and work your plan!
Kenny Nau Director of Sales
PLUSS Corporation
http://www.pluss.net
I recall a heated discussion with a sales director some... Read More
One of the most asked questions I get is how... Read More
This week's article is my response to a question by... Read More
How you prioritize your sales territory management activities depends upon... Read More
Many sales meetings are boring and a waste of salespeople's... Read More
Generous Donor RefusedPicture this. You are a fund development director... Read More
There are several types and sub types of people in... Read More
Imagine you run a pizza parlour. You have all these... Read More
Standard metrics and KPI's (Key Performance Indicators) are created usually... Read More
Your ability to write an effective and persuasive business proposal... Read More
Workplace ConflictConflict is an inevitable part of business life and... Read More
I don't even like saying the word d---------g. I have... Read More
Q. What's the single, biggest change exhibitors can make to... Read More
Your sales are down and leads are rare. The phone's... Read More
Business can be like war sometimes.You may have to fight... Read More
This is a quandary not unlike the chicken or the... Read More
Bill Borders stepped up onto the podium. He had just... Read More
Every dollar you discount is a dollar of pure profit... Read More
To put it mildly most companies sales forecasting just isn't... Read More
Trust.One word.One very powerful word that can increase both first... Read More
You may have heard about the "summer slowdown". You may... Read More
You've probably heard of focus groups. It's a tool that... Read More
If your letter writing and phone calls have all failed... Read More
While there's no easy answer to this question, there are... Read More
This article may be reprinted in its entirety with express... Read More
What are you and your company's services and products worth... Read More
You're a small company with a good product. You are... Read More
The Federal Trade Commission has rule that are supposedly in... Read More
The American Business Journals produces a Book of Lists each... Read More
The Cash to Cash Cycle Part Three of SeriesWe're sprinting... Read More
A Highly Conscious Approach To Business Management. For more on... Read More
For many years as a sales manager, I would only... Read More
Recently, I was asked to spend some time on the... Read More
The way we do business has changed dramatically over the... Read More
What are you and your company's services and products worth... Read More
Microsoft has used this online sales secret to become a... Read More
Business development is important for every business and refers to... Read More
Recently I stumbled across some notes that I had kept... Read More
Do you know anyone who regularly wins bids? Or can... Read More
I have searched for a new way to increase the... Read More
Trust.One word.One very powerful word that can increase both first... Read More
The elements involved in building a sales force, especially one... Read More
Standard metrics and KPI's (Key Performance Indicators) are created usually... Read More
If your letter writing and phone calls have all failed... Read More
This article may be reprinted in its entirety with express... Read More
Many sales meetings are boring and a waste of salespeople's... Read More
Your ability to write an effective and persuasive business proposal... Read More
Leadership, like class, is hard to define, but easy to... Read More
In today's competitive environment, every organization is trying to improve... Read More
You're a small company with a good product. You are... Read More
We all agree one of the most important parts of... Read More
In today's 24/7 driven business word, accountability is becoming a... Read More
Twiddling your thumbs and waiting for some business to come... Read More
Many recruiting ads and job descriptions include "knockout factors" that... Read More
Increasing Sales by using Coupons. Will it help your business?... Read More
Q. What's the single, biggest change exhibitors can make to... Read More
These 4 marketing myths can cause you to lose sales... Read More
The objective of an incentive is to incite action within... Read More
Remember in the last message we talked about your directional... Read More
As a previous owner of a Franchise I know the... Read More
Targeting is the process of selecting high potential customer accounts... Read More
Few businesses keep tabs on competitors, yet such knowledge can... Read More
Here's the scene. You're at the trade show, having a... Read More
Are you involved in projects that seem to go nowhere... Read More
I just got off the phone with Susan. She is... Read More
According to former Harvard Business School professor David Maister, typical... Read More
Sales Management |