Sales Manager Annual Work Summary and Work Plan

2019 is about to pass, and in this nearly one year, I have worked hard and gained a little. Near the end of the year, I feel that it is necessary to summarize my work. The purpose is to learn from the lessons and improve myself so that the work is done better, and I have confidence and determination to do better next year's work. Below I will briefly summarize the work of the year.

I came to work in the company in October this year, and at the same time started to set up the sales department. After entering the company, I continued to learn product knowledge, collect information from the same industry and accumulate market experience. Now I have a market for prepaid stored value cards. In-depth understanding and understanding. We can clearly and fluently respond to the various problems mentioned by customers, accurately grasp the needs of customers, communicate well with customers, and gradually gain the trust of customers. Therefore, after hard work, we have also achieved several successful customer resources. Some high-quality customers have gradually accumulated to a certain extent, and there is a relatively transparent understanding of the market. While constantly learning product knowledge and accumulating experience, our ability and business level have been greatly improved.

Although I have been engaged in sales related work before, have certain sales knowledge and experience, but there are still some distances from the successful sales management talents. My job is not doing well. I feel that I am still in the position of a salesperson . The training of the sales staff is not enough, which affects the sales performance of the sales department.

two. Department work summary

In the past three months, through the joint efforts of all the staff of the sales department, we discussed the development of various aspects of sales , the core competitive advantages of the company's products, the company's promotional materials "a letter to customers", for the media advertising advice, Putting forward the core statement of “everything has nothing to do”, the popularity of our company's products has gradually been recognized by customers in the Taiyuan market. All the staff of the department have compiled more than 5,000 pieces of yellow pages, sent more than 3,000 pieces of company promotional materials, and did not fear the cold. They made strange visits in the tax halls and high-tech office buildings, laying the foundation for the upcoming crazy sales season. Ready. In terms of team building, detailed sales staff assessment standards were set up, with the sales department operating system, work flow, team culture and so on. This is a good aspect that I think we are doing, but in other aspects we still have big problems in our work.

From the sales performance of the sales department, our work is not good, it can be said that sales are very failure.

Although some objective factors exist, other methods in the work also have great problems, mainly in

1) The most basic customer visits for sales work are too small. The sales department started work in mid-October this year. There are 210 customer visit records recorded at the beginning of the work, and there are 230 records with no records. In one month, the total calculation of five sales personnel is visited one day. 2 customers. From the above figures, our basic access to customer work is not done well.

2) Communication is not deep enough. In the process of communicating with customers, sales personnel cannot clearly convey the situation of our products to customers, understand the true ideas and intentions of customers, and cannot respond quickly to a proposal made by customers. When communicating product information, we don't know how much the customer knows or accepts about our products. It is a fatal mistake to have no secondary tracking after being rejected.

3) Work does not have a clear goal and detailed plan. The sales staff did not develop a habit of writing work summaries and plans. The sales work was in a state of laissez-faire, which led to a lack of unified management of sales work, unreasonable distribution of working hours, and chaotic work conditions.

4) The development of new business is not enough, the business growth is small, the responsibility and work plan of individual salesmen are not strong, and the business capability needs to be improved.

three. Market analysis

Now there are many brands in the Taiyuan consumer card market, but mainly those companies. Now our company's products are of superior quality from product quality and function. On the surface, the competition between various companies is fierce, and the emergence of our company has intensified this competition. But calm down and carefully analyze, our company's core competitiveness, such as the supervision of card issuance funds, the quantity and quality of overseas merchants in Shanxi Province, as well as our company's strong financial strength and quality customer resources, are unmatched by other companies.

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In the Taiyuan market, there are many brands of consumer card products, but with the strong strength of our company as a platform, the overwhelming publicity situation, and the perseverance of employees, it is a foregone conclusion that a large proportion of the market share in the consumer card market next year will be achieved. To build the first brand in the industry in Shanxi Province is just around the corner.

The market is good and the situation is grim. In the Taiyuan consumer card market, we can use this sentence to summarize. In the rapid development of technology today, next year is a year of great success. If we do not do a good job in the next year and do not seize this opportunity, we are likely to lose this. The opportunity to thrive.

four. 2019 work plan

The following work in the next year's work plan is the main work:

1) Establish a relatively stable sales team that is familiar with the business.

Talent is the most valuable resource of the company. All sales performance originates from having a good sales person. It is the foundation of the company to establish a sales team with cohesiveness and cooperation spirit. In the next year's work, build a harmonious, lethal team as a major job. As for the expansion of the team, it is estimated that the sales manpower will reach 15 next year. Set up two sales teams to use different channels to carry out sales work.

2) Improve the sales system and establish a clear system of business management methods.

Sales management is a difficult problem for the company. The sales staff attends the company and sees that the customer is in a state of laissez-faire. The purpose of perfecting the sales management system is to let the sales staff play a subjective initiative in the work, have a high degree of responsibility for the work, and improve the sense of ownership of the sales staff. Strengthen the execution of sales staff to improve work efficiency.

3) Cultivate the sales staff to find problems, summarize problems, and constantly improve their habits.

Cultivate the sales staff to find the problem. The purpose of summarizing the problem is to improve the overall quality of the sales staff. In the work, the problems can be summarized and the opinions and suggestions can be put forward, and the business ability can be improved to a new level.

4) Establish new sales models and channels.

Grasp the existing insurance industry and securities companies as a financial industry channel, and make a sound plan. At the same time, we will open up new sales channels and make good use of the company's existing resources to make a good match between telemarketing and marketing.

5) Sales target

The most basic goal of this year's sales target is to make a list of monthly and monthly income. According to the sales tasks assigned by the company , the tasks are decomposed according to the specific situation to monthly, weekly, daily; monthly, weekly, and daily sales targets are decomposed into various sales personnel to complete sales tasks in various time periods. And improve sales performance based on the completion of sales tasks. The sales department has prepared a total of 15 million annual performance indicators for 2019. I will lead all my colleagues in the sales department to do their best to achieve the goal.

In the future, before making a decision, we should first consider the views and decisions of the company's leaders and abide by the leadership's decision on the various businesses. When there is a disagreement in the work, you should calm down and negotiate with each other to achieve a consistent treatment and then start work. In the future, as long as I can often sum up lessons, develop my strengths, correct shortcomings, and consciously put myself under the supervision of the company's organization and customers, work diligently and lead by example. I believe that there will be a higher, newer start and a qualified manager.

In 2019, the focus of our department's work was mainly on developing the market, selecting channels and team building. At the moment, the task of selling the company's sales in 2019 is imminent, and we must go all out.

I think that the company's development next year is inseparable from the overall quality of the company's employees, the company's guidelines, team building, and personal efforts. Improving the standards of execution, building a good sales team and having a good working model and work habits are the key to our work.