Market testing. Launching sales in different parts of the country to further study the effectiveness of the results. Pros: allows you to test consumer reaction to the product and evaluate marketing. Cons: labor-intensive, expensive, impossible to hide new products from competitors.
Statistical analysis of demand. The results of saudi arabia mobile number an economic study of factors that directly affect sales are considered, with an examination of previous data. Pros: clear and objective results, the ability to identify hidden moments. Cons: the most labor-intensive and complex method.
Time series analysis method. Data for a certain period (month, year) is considered. Seasonality is also taken into account. Pros: low cost, high objectivity. Cons: quite difficult to implement, completely unsuitable for new products.
Methods can also be grouped by modality:
"from statistics" - all accumulated information is used to track key business indicators: revenue, customer churn, conversion rate, lead generation, manager activity and much more. This allows you to track key points: sales dynamics, trends towards growth or losses;
"from the goal" - here everything revolves around final indicators, such as expected profit and revenue, number of invoices (checks), calls and presentations. All information is downloaded from the same statistics;
Sales Plan Development Methods
“from the fact” – a sample of data for the previous period, on the basis of which further plans are made;
"from wishes" - the problem of insufficient data for the previous period can be solved if the goals are broken down into parts.
Sales planning methods can also be classified by proposal:
SPIN selling – when the customer understands what the problem is and can solve it by purchasing the product;
conceptual selling – when a customer buys a concept for solving a problem rather than a specific product or service;
selling solutions – when it is necessary to determine the client’s needs and offer a product that fully satisfies them;
inbound marketing – with the help of content on websites, blogs and social networks, a company indirectly influences the consumer in such a way that he not only finds an answer to the problem, but also becomes interested in the product and decides to purchase it.
Another method of planning using cycle acceleration is to create four annual plans for each year. Two adjustment periods are included in one 90-day cycle, during which the plan's implementation is checked.
There is no universal approach to sales planning. Each company has its own methodology that suits its operational work and business needs.