Sales Management Plan – IT company

Sales Management Plan – IT company

You are the newly hired Sales manager for an Information Technology (IT) System Integration Computer Company located in southern Florida. You were hired because of past experience you detailed in your resume and the interviewing process. What impressed the owner and your new boss was your knowledge of sales, sales management and sales leadership. Now, as you get started, you have the opportunity to lead this failing sales team to success.

This company sells computer equipment and provides computer and network services to its customers. The product mix is about 50% services and 50% equipment and software. The gross margin equipment/software is 15% and 35% for services.

The new fiscal year starts April 1 (no fooling!). Present projections for revenues for the fiscal year will be just over $14,000,000. The team has been without a sales manager for over 6 months. Your bossknows little or nothing about managing this team and needs a plan of action to get things back on track. If this trend does not improve within the next 4 to 6 months the owner will need to lay off some employees.

There are eight sales people on your team who are expected to generate $20,000,000 in revenue per year at 25% gross margin. On average these sales people are paid a salary of $30,000 per year and get paid 2% of the revenue as a commission.The top sales person sold $2,000,000 in revenue so far this year. Two of the sales people are rookies. One started four months ago and the other started two months ago. The other six have been with the company at least two years.
Assume you have six months to turn this negative trend around. You cannot fire anyone; the owner will not allow it! Your mission is to write a plan to evaluate and address this challenge.

Outline:
1. Assessments
a. Ride Along
b. DISC Assesments
2. Training
a. New
b. Veteran
3. Structuring Sales Force
a. Territory development
4. Setting effective Goals and Objectives
5. Marketing / Strategy
a. Direct Campaigns
b. Indirect Campaigns
6. Focused Sales Months
a. Service
b. Software
7. Promotions/ Contests
a. Weekly
b. Monthly
c. Quarterly
8. Forming Compensation Plan
9. Staffing
a. Recruiting
i. Fairs
ii. Web (I.E. Career Builder, Etc)
iii. Connect with Career services at Universities

 
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