On the first stage you should answer the questions: how much we want to earn and how much can we earn? Thus it is necessary to determine:
How much can you earn on the first purchases by attracting new customers?
How much can you earn on the repeated purchases?

In this case, execution of the plan involves a combination of actions of workers on two fronts – working with new clients, who still need to be attracted, and permanent clients. At each direction you require different actions and decisions.

You should draw up a plan in two figures – in piece and in money. A single digit in money is not enough as it is unclear how many customers will ensure that volume of sales. Therefore it is important to point out that such sales we expect to get from, say, twenty contracts. It is also necessary to understand how the contracts will account for a number of clients in the context of the customer base, prospective customers, loyal customers.

The second stage includes the formation of the budget cost of sales (cost of the presentations, travel, premium portion of the salaries of staff, monthly fee for phone, paper, ink cartridges, dinners with clients in the restaurant, etc.). Accuracy and quality of budgeting will depend entirely on the data recommended for the calculation in the previous paragraph.

You also need to plan the budget, because it is your investment in the production of income. Even if the whole costly budget is 2-3 thousand dollars, still calculate it. Maybe you’ll see the result: how you can raise sales in 20% by increasing that amount in 10%,.

On the third stage of the sales the plan in pieces and money is transferred into the plan of contact of the sales staff with the customers – new and existing.

Let’s consider this for the company, working with corporate clients. It has a sales department consisting of three managers. They are engaged in active sales by telephone and personal meetings.

For the calculations it is important to know what percentage of total sales are usually given to existing customers (in money orders and pieces). For example, your monthly sales plan – $ 100 million. Meanwhile current customers provide in average about $ 40 thousand. The company has thirty of such clients, they are buying the company’s products with regular intervals every six months, that is, we have five purchases per month.

So, the remaining amount of $ 60 thousand is to be obtained through the contracts with new clients. It is important to determine the average size of the first purchase. These can be provided by the accounting department (accounts of new contractors or overlaid) or sales managers, and even better if you can keep track of all these data into CRM. If the purchase amount varies widely depending on the type of product, you need to make different plans of sales for each product. If purchases vary greatly in cost, it is necessary to identify the most common size of the order. It will be based on calculating of the plan for new customers.

In our example, we assume that the company’s products are homogeneous, and the average size of the first purchase is $ 5 thousand. Then the plan for new customers is as follows: $ 60 thousand shares at $ 5 thousand. As a result we have 12 new customers, who should be attracted by our managers next month.

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