Mistake 1: Not including numeric indicators in the sales plan
The manager needs to highlight key indicators: profit saudi arabia mobile number size, sales volume, average check amount, and so on. In fact, this is what a sales plan is for. You shouldn't expect any results if there is no specific goal. This mistake in sales is considered the most serious and will definitely have a negative impact on the work of employees.
Mistake 2: Overestimating Expectations
A typical managerial mistake is to remember specific figures but not to link them to market realities. Using excessively high figures, divorced from information obtained as a result of analyzing the target group, the economic and political situation in the country, the level of demand for goods and services is another serious oversight that will affect the entire business. All indicators must be tied to specific organizations with their unique characteristics.
It is also necessary to remember about seasonality and external market factors. For example, downturns in the national and global economy can cause inflation to increase, and this must be taken into account when drawing up a plan. Otherwise, employee productivity may decrease.
Mistake 3: Violating the principle of decomposition
This technique can be used to detail each stage of a sales manager's work and clarify tasks and goals in the most achievable form. As a result, the results of the prescribed sales plan become measurable and achievable. This corresponds to the SMART methodology (setting goals and objectives in management).
How to Set and Achieve Goals with the Ultimate Weapon SMART
It is also important to segment sales channels and identify each of them separately, for example, retail chain, business partners, online platforms, intermediary organizations, etc. Such detailing will affect the work of branches, regions and even individual employees.
Mistake 4: Not approving an employee motivation system
As a rule, the salary of sales managers consists of a salary and a bonus, the amount of which is determined by the KPI system of performance indicators. However, if it is not officially approved, then employees become less productive due to the lack of motivation to achieve high results. In such cases, the level of sales also falls, and program goals remain unfulfilled.
If the KPI system is built correctly, then managers work, guided by both their personal motivation (the more contracts they sign, the higher their bonuses) and collective motivation (the success of the entire organization is the success of each individual employee).