Sale Management

Sale management
Express your understanding about the sales planning road map, especially
clarify the nature of each step in the sales planning road map and show the
logic between them. Give a brief and practical example about the sales
planning road map.
Sales planning road map:
The sales planning road map is a plan that outlines a certain objective and all
the specific required steps to achieve it. A sales plan lays out your objectives,
high-level tactics, target audience, and potential obstacles. It’s like a traditional
business plan but focuses specifically on your sales strategy.
A well-written sales plan serves as a road map for starting, managing, and
growing a sales plan. It outlines the company’s goals, target market, marketing
and sales strategies, financial projections, and operational plans. The sales
planning road map provides direction and helps navigate obstacles, and
serves a similar purpose by providing direction and guidance for making
decisions and addressing challenges.
Along the way. It helps keep the company/ sales focused on track, and
serves as a reference point to measure progress and make course
corrections when necessary.
There are 4 steps in the sales planning road map:
Step 1: Review historical performance

Review historical performance is the step to look back at the entire process of
formation and development of the business, about the market, achieved
achievements, current customers, target customers, so that sales will have
comments to adjust and develop as well as evaluate and make appropriate
strategies.
In this step, we do an analysis based on:
● The company history

● Business company
● Market trend
● Sale strategies
● Distribution and , techniques, customers
● The industry environment as industry scale, economic and market
condition, industry-specific and sales trends, competitors.
Step 2: State key assumptions

State key assumptions are the guidelines you give your sales plan to follow.
They can range from sales forecasts about costs, revenue, expenses, market
and competitive activities. Basically, state key assumptions serve as a forecast
of what you will do in the future to have a perfect selling plan.
Step 3: Clarity and objectives

In this step, we need to specify the goals and objectives that need to be
achieved in order to follow and have the right strategy. It gives your sales team
members a clear road map of what they need to do to help your company
achieve its overall goals. Each objective comprises specific, measurable
action items that help salespeople make sure that individual and team-wide
goals are achieved.
Clarifying goals and objectives needs to make sense for business or

department. We might be setting sales objectives that focus on sales and
profit, customer number, customer retention, the growth rate for each target.
Whatever your goals are, make sure that they are specific, measurable,
achievable, relevant, and time-bound (SMART).
Step 4: Plan strategies

Building and developing a sales strategy plan is arguably the most crucial
activity that business will engage in. Without a sales strategy plan in place,
sales reps and directors will not know their company’s long-term goals. As a
result, it becomes challenging to tie sales activity to specific data-backed
objectives.
This step will focus on the time and period that we want to perform the tasks
listed. It can be the time to set up a new store, invite KOLs for a new product,
choose the channel that you will use, accounting account targeting strategy,
relationship strategy.
Step 5: Prepare forecasts and budgets

Effective planning is essential to establishing realistic goals for the future
direction of a company. Companies use forecast budgeting as a metric to set
realistic and viable business goals. Understanding forecast budgeting might
help you make and refine strategic business decisions. Without preparing
forecasts and budgets, there are arbitrary and ambiguous goals that are
difficult to monitor and gauge.
We need to prepare forecasts and budgets based on the plan strategies and
company finance such as how much we will pay for KOLs, for setting up a
new store, for magazines, news. Setting realistic, actionable, and quantifiable
forecast budget goals will help the organization attain goals more accurately.
Step 6: Develop specific tactics
Specific tactics are much more action-oriented and happen in a short-term. It
focuses on specific initiatives that will help you move closer to your goals.
Developing specific tactics are important because they provide focus and
clarity to help you to make critical goal-oriented decisions with confidence.
While the details of a tactical plan will vary based on your specific business
needs, it should include the following key elements as:
● Company mission
● Goals and Objectives
● Budget
● Timeline
● Key performance indicators (KPIs)
● Roles and responsibilities.
Step 7: Monitor performance

Monitoring performance will help sales managers monitor and facilitate their
department’s sales processes and performance. Monitoring sales
performance helps everyone on the sales team identify winning tactics and
which approaches may not be so effective. By seeing how your team is
performing, you can tweak your game plan based on actual numbers
generated and evaluated in real time.
We can monitor the sales performance based on sales per source, sales per
demographic, sales per salesperson, new customers vs. recurring sales, total
sales in a defined time per period, average bag length of the sales cycle,
average revenue per customer. What we choose may change depending on
your current goals or campaign. You may even have different metrics for each
salesperson.
Step 8: Create corrective action adjustment

A corrective action adjustment helps outline steps to take in order to resolve
an action interfering with their business operations. When we use these, we
can begin to streamline the workflow and correct errors so that we can make a
corrective action plan for our business. When an identified problem has the
potential to affect the company’s quality management system negatively, this
step can be a great helper.
We can analyze based on identifying the problem, risk assessments, root

cause, action items. We can also use some tips that help to write corrective
action adjustments as templates: conduct training, document all parts of the
planning, create SMART goals.
Example for the sales planning roadmap - Maison Maou

Step 1: Review historical performance
In this step, we can find information about Maison Maou Company, their target
customers during the time, sales strategies, and also their competitors.Beside,
we need to know the industry environment (chocolate industry in Vietnam) as
we analyze and find information about the market, market trends, consumer
trends in order to have an overview of the current situation of Maison Maou as
well as of the market, thereby orienting the appropriate sales plan.
Step 2: State key assumptions

In this step, we have to list some important key assumptions that are relevant
and affect Maison Maou's sales strategies. About the market size, Maison
Maou is expected to capture 55% of the market share in the chocolate market.
About spending, people tend to spend more on quality products. As a result,
Maison should make more quality products, open more stores, and also have
promotions for customers.
Step 3: Clarity goals and objectives
Maison goals and objectives

Within 2025, the growth rate that is needed to achieve is as follows:
● Revenue: 30%
● Products: 40%
● Customers: 50%
Maison is now having most customers from Hanoi and HCM City, so they want
to gain more customers from other cities in both online and offline channels.
Step 4: Plan strategies

For the plan strategies, to have more customers and achieve goals, we plan to
open 2 more flagship stores in Hanoi. Besides, Maison has become a famous
chocolate brand in Vietnam, especially on Valentine's Day as they have a lot
of creative and beautiful products. So it is important to promote
communication to let more people know about the prep products as well as
the holiday campaigns through social media.
Step 5: Prepare forecasts and budgets

To open stores, we have to pay for location, decoration, new staff,
infrastructure, and maintenance fees.
Budget for each activity will be based on the current financial situation of the
business, so it is essential to learn and analyze the company’s financial
resources to come up with the right amount of budget.
For example, for marketing campaigns, for example, on social media, news, or
magazines. If we invite KOLs, we also have to pay for them and bundled gifts
for them.
Step 6: Develop specific tactics

In this step, we need to define Maison's missions which is to make world-class
chocolate using Vietnamese café cacao. We have also defined our goals and
forecast budgets for it. In this step, we will have a detailed timeline for each
activity so that we can follow and help us to move closer to our goals.
Step 7: Monitor Performance
Managers need to closely observe the working process of employees to make
reasonable decisions. They can analyze the situation from lots of aspects:
● Sales per source: The revenue of each store in one month. When will
they have the most revenue of the year?
● Sales per demographic: Customers who buy the most - age, sex
(sexual?), habits for chocolate?
● Sales per salesperson: Who has the best sales? What is the
employee’s specific sales?
● Total sales in a defined time period.
Step 8: Corrective action & adjustments
Every step has certain flaws. So when we complete all the steps, we will look
back to find mistakes and need to correct, thereby coming up with a complete
and actionable plan.

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Sale management

Sales planning road map:

There are 4 steps in the sales planning road map:

Step 1: Review historical performance

In this step, we do an analysis based on:

● The company history

Step 2: State key assumptions

Step 3: Clarity and objectives

Clarifying goals and objectives needs to make sense for business or

Step 4: Plan strategies

Step 5: Prepare forecasts and budgets

Step 7: Monitor performance

Step 8: Create corrective action adjustment

We can analyze based on identifying the problem, risk assessments, root

Example for the sales planning roadmap - Maison Maou

Step 2: State key assumptions

Step 3: Clarity goals and objectives

Maison goals and objectives

Step 4: Plan strategies

Step 5: Prepare forecasts and budgets

Step 6: Develop specific tactics

Step 8: Corrective action & adjustments

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