"Consultant in a Box" is a series of procedures and software has been developed as an interactive process for small business owners that cannot afford a consultant. These procedures teach you specific steps to resolving problems in your business. This fourth book, 'Sales & Marketing Management', gives you all the necessary information, and forms, to improve the productivity of the sales and marketing personnel in your business.
The idea for this series of business "How To" Procedures is for the business owner, that can't afford a consultant, to have the knowledge necessary to improve your business, without spending a lot of money on a consultant. This is the same information I have given my clients all over the country, but you don't have to pay thousands of dollars to get them. You can digest the information as slowly, or quickly as you want to, and give the software and procedures to your employees to implement. All of the procedures and spreadsheets are designed as a format for improving personnel productivity in your business.
Excerpt
A. INTRODUCTION - This operating procedure has been developed to provide a basis for management to direct the efforts of the sales force to accomplish the company sales and profits goals and objectives. This information is necessary as a starting point to determine the budgets, salesman quotas and overall plan for the company. The sales forecast must be realistic, achievable, and yet cause the salesmen to work and "stretch" to achieve these goals. After the company has developed the one year goals and objectives plan, the process to develop the sales plan then begins.
B. PREPARATORY - After the company has developed the three year goals and objectives plan, the process to develop the sales planning then begins.
C. ANNUAL SALES PLAN - The next step is to develop an annual sales plan. The annual sales plan represents the best judgment of management, and each of the key managers with sales responsibility, as to the level of sales activity that the company can anticipate during the coming fiscal year. Prior to the development of the plan the key managers will meet to discuss the overall objectives and goals for the company during the year and the contribution that the Sales Manager and the salesmen should make to the overall company objectives. The sales plan will identify the level of activity that can be anticipated from the current customers. To support this sales plan, each salesman should define the business development strategies they will utilize to generate new business.
Professional Reviews
Mr. Hal Jones - President - Dental Lab - Texas
The consultants gathered data and re-formatted the information in order to give us a better picture for management decisions. The financial tools were developed interactively with our management team. They trained our finance manager in the proper use of spreadsheets, enabling her to build the budgets from the ground up. We are extremely pleased with the recommendations, and the efficient manner in which they developed our plan and trained those responsible. We are looking forward to a controlled sales growth, while enjoying a positive handle on the management of our company.
Mr. David Peters - President - Door and Window Millworks - Florida
The staff made me realize how unorganized my company really was and how badly it needed an outside view. The staff was professional, thorough and extremely patient. Their expertise and overall knowledge was most impressive. My future expectations are to have increased profits, loyal employees and a business to be proud of. Using the tools from this project, We would say THE SKY IS THE LIMIT !
