Learning Team Sales Plan Analysis - Essay Example

Number Due Additions to the Original Sales Plan Additional goals and objectives The sales plan is intended to set a proper direction for the sales team by providing specific goals which should be achieved. In this case, a number of short-terms goals and long term goals will be added to the original plan in order to ensure that the organization has a proper direction in terms of its sales prospects. It is realized that the original sales plan had a number of areas which needed to be addressed further in order to provide better sales for the organization. In this respect, one of the areas is the definition of proper goals and objectives for the organization. With respect to sales, these objectives are essentially financial. The organization therefore seeks to increase sales for its products by 15 percent for the next six months. By providing such a financial sales objective, it becomes possible for the sales team to break it into quantifiable objectives. In addition, this sales plan further develops the sale objectives on the goals that have been formulated. Once realized, these objectives will help the organization in meeting its sales goal within a specific timeframe. The sales department expects an increase in the expenditures on advertisements and other forms of sale promotions as a result of the goals and objectives. In the original sale plan, it was realized that the crucial aspect about target sale market was actually lacking. In this case, the target market is included and covers market research information such as industry sales data. This would greatly be important in projecting the organization’s sales based on the industry figures. More importantly, the research will provide important information on the competitors and how the customer base is shared in the industry. Similarly, it provides information on market shares and competitive advantages. Environment Indeed, the environment is always a major determinant of the sales of an organization. The present environment in the region is slightly volatile characterized by a number of forces. On the political front, the electioneering period has put the region on a political mode and this is greatly affecting the operations of many businesses. However, it is mostly multinationals which are affected negatively. For local businesses there is increased investment in the town. Economically, the region like most parts of the country is undergoing a series of economic instability. While the government has really tried to cushion local businesses from the effects of this crisis, the effect is still present on the ground. The reduced purchasing power will affect the sales of the organization as people reduce their expenditure on consumable products. On the technological front, it is seen that organizations have to adopt the changing technological order in their operations in order to survive in the increasingly competitive market. In this respect, the organization seeks to ensure that its operations are always guided by the latest advances in technology. While technology is always expensive to update in the organization, the benefits realized thereafter are usually great and effectively justifies the investment. In any case, it becomes difficult to conduct operations without the proper application of information technology solutions (Sharma & Joshi, 2008). Market segmentation and targeting In order to enhance the operations in the market, the sales department has considered segmenting its market on various accounts. In this case, the corporate market segment will comprise an important part of the target market and this will include the current corporate bodies that we serve in our client bases. This segmentation will provide a proper way through which to serve the market better by ensuring each segment is served well and in the most appropriate way. Similarly, individual consumers will also comprise another market segment which shall be served with the right products. The market segmentation will be important in the formulation of a set of objectives for each market segment which shall consequently lead to an increase in the sale for each segment (Stowell, 2004). Brand Marketing and Pricing In order to improve the quality of its brands and enhance their success in the market, the organization will apply brand value enhancement as an important part of its operational processes. This will be undertaken in tandem with the corporate marketing strategy. The focus here is to ensure constant renovation and product upgrading which will improve the brand value. As the brand becomes stronger, there will be an increase in sales. It is further realized that the original sale plan did not have a comprehensive pricing strategy for the organization. In this case, the organization seeks to adopt a number of pricing strategies to serve its sales purposes. Market oriented pricing will largely be used in the determination of the appropriate price which can give better returns to the organization in addition to making the products competitive in the market. This will call for thorough market research on various market dynamics and situations. In the same way, considering the quality of the products and the present sales situation, the organization considers the use of target pricing in order to help in achieving the overall organizational goals. It is hoped that these pricing strategies will help in providing a proper sales direction for the organization and making the products competitive and affordable in the market (Zhang, 2005). Customer service and internal marketing It is recognized that quality customer service is one of the most important ways of marketing an organization. In this respect, there will be greater focus on quality customer service not only within the sales department but across the organization. Customers will be given the opportunity to gives their views in relation to the quality of services received from the organization. The feedback from the customers will form an important part of strategies used in promoting the organization. Internal marketing will therefore be an important part of the sale process and every employee is actually part and parcel of this process. In conclusion, it is hoped that these additions will greatly benefit the sales process of the organization by providing a proper framework which can effectively guide the sales process. While challenges will be expected, it is hoped that solutions will be formulated in a timely manner. References Sharma, S. P., & Joshi, D. B. (2008). Marketing and sales management. Jaipur: Paradise Publishers. Stowell, D. M. (2004). Sales, marketing, and continuous improvement: six best practices to achieve revenue growth and increase customer loyalty. San Francisco: Jossey-Bass Publishers. Zhang, Z. J. (2005). Pricing strategies. Boston: McGraw-Hill Custom Publishing. Read More