Planning to meet sales objectives

A vehicle manufacturer with 36 fleet designated dealers, created a scheme requiring the dealer fleet managers to formulate a plan specifying how they were to generate enough sales enquiries to be able to achieve their next 12 months sales objectives. People Focus (Europe) were contacted to assist.

We created a computerised fleet business plan, which had sections for all areas of activity needed to create the required amount of sales opportunities. These areas included:

• Prospecting
• 1st meetings attended
• Marketing
• Corporate events
• Expected sales from existing customers

The business plan self populated through every section, and calculated the amount of activity required to deliver in excess of the required sales opportunities, based on the Fleet Departments individual sales objectives. This was sent to the Fleet Dealers, who duly completed them and returned them to ourselves and the manufacturer to be approved and signed off.

Over the following 12 months, the business plans were monitored monthly, to ensure that the Fleet Departments were keeping to the plan, and to monitor for changes necessary to ensure that each individual dealer achieved their objectives.

The outcome of the exercise was 100% success, with every dealer achieving or exceeding their targeted sales figures. The manufacturer was confident that without PFE's involvement, the results would have been far less satisfactory.