|
|
|
|
|
||
 |
|
||||||||||||||||||||||||||||||||||||
|
 TMGs intensive sales budgeting process provides clear direction to manage profitable and sustainable growth with current and prospective clients. Phase I - Data Acquisition Prior years sales by customer Current years sales by customer Customer account profitability as a percentage of sales Market segment associated with each account (PPC based) Phase II - Data Preparation Customer rankings by total sales volume Associated data as noted above Add salespersons name to each account Phase III - Business Mapping Current Accounts Prepare matrix of sales and profit by customer Chart company cumulative data Chart individual salespersons data Understanding findings Phase IV - Market Segment Mapping Prepare matrix of sales and profitability but by market segment Chart company cumulative data Chart individual salespersons data Understand findings Phase V - Preparing the New Sales Budget Use findings from Phase III and IV to map the plan Upgrade current customer portfolio Prepare new account acquisition strategy New plan element estimated portfolio balance Prepare traditional budgets Prepare new account acquisition strategy Incentive plan designed around profitable growth Monitor plan quarterly and make appropriate adjustments For more information, contact Ben Markens. |
||||||||||||||||||||||||||||||||||||
 |
|
|
Home |
Strategic Management |
Profit Planning |
Accountability Marketing & Sales | Capex Justification | Mergers & Acquisitions | Workshops |
 |
|
|
| Privacy Policy | |
