After a year of hard work, and in the marketing department and the strong support of the managers to cooperate, has made great progress. Here I represent the company XX district sales to fight in the sales of the first line of business personnel, managers, bosses to express my heartfelt thanks and the most sincere greetings: you worked hard! At the same time also to give our sales system to give strong support to cooperate with the marketing department, finance, front desk and so on to express my heartfelt thanks.
Reviewing 2015, we are committed to XX customer relations on the potential to increase efficiency, and actively create a benefit-centered VIP customers, during which we have made the greatest achievement is the sales system from the inside out the sense of interest, sense of responsibility has increased. However, under the influence of XX health care reform environment and policy, did not get a good report, it can be said, over the very difficult this year.
I, 2015 sales performance situation
XX DR 1 unit, XX CT one, tt DR one. Completely failed to meet expectations, the entire FY city VIP customers in the big equipment basically did not happen. The market can be described as dismal.
Two, a year's work
1, the meeting reception situation: Anhui District **** reception of 7 batches of customers; in particular, 2 national large-scale meetings, which overcame a lot of other work can not be contacted, unimaginable difficulties, in a variety of pressures, the better to complete the work, for the development of customer relations, has made an important pavement.
2, personnel relations issues, for the company recruited 2 batches of 8 people, the company eventually left 6 people. Although there is no output for the time being, but from them, it is obvious to see the full progress, especially the enhancement of the sense of responsibility, I believe that in 13 years, they will use practical action to create benefits for the company to prove themselves.
Three, the current sales work in the main problems
1, because of the first half of the cost of poorer constraints, blindness is relatively large, resulting in the benefits and the company's interests have a negative impact. After several times z total, h total, the accountant's point, I am in the cost of expenditure on strict requirements for themselves, improve the rationality of the cost of expenditure and scientific, after the second half of the run has played a better effect. However, due to my big-picture view to grasp the overall level is not yet high, the cost control issues are not up to my intended purpose. For example, how to solve the problem because of how to grasp the customer's preferences, targeted selection of the most cost-effective gifts, because I prepare each time is relatively hasty, did not fully think about it, resulting in a lot of unnecessary waste. Next year, I will be well prepared, we must strictly control the expenditure of this piece, to maximize the benefits!
2, I very much want to take the opportunity to review and cited as an example, I hope that the majority of new employees can be through my example, do not take a detour in the future, that is, in the company to provide any written documents, it is necessary to rigorously review, especially on the contract, even if it is one word by one word to see, but also to determine the accuracy of his. Because, especially on the numbers, a decimal point error. The company will bear huge additional costs, an optional software additions, the hospital did not take care of people will be catty-corner from us, the company will also bear additional huge expenditures. I have summarized, need to look carefully is the first step, the second step, do not understand do not know, the first time to ask, the first time to solve the problem, mark, never take the error out of the company.
I analyze the reasons for this situation are as follows:
A, the impact of the environment, Anhui medical reform, expressly prohibited the procurement of any large-scale medical equipment. There is no way to control, resulting in many orders aborted, failed to proceed as planned.
B, for VIP customers, the competition is becoming increasingly fierce, a number of do medicine companies to enter; because of its perennial and hospital partnerships, low operating costs, relatively speaking, in reporting and effect is high, which is the impact of my company's higher sales level can not be ignored.
C, social relations are not enough to attract customers. We all know very well that strong social relations, there are strong products, strong companies, no doubt can occupy a favorable position in the competitive process. Due to the lack of social relations, will undoubtedly increase the cost of sales, especially for Philips, Toshiba, such as each single is like stealing chickens and dogs but can firmly control the hospital competitors.
D, the lack of planning on the project input. My input to the project, the lack of necessary pre-analysis and judgment as well as the process of all aspects of the grasp, often progressing to the late project, found a number of problems, such as not according to the wrong to implement, it will be abandoned, resulting in such a difficult situation. And some of the real need to invest in the project instead of a lack of funds and energy to invest. For the grasp of operating expenses, I did not do a very accurate, but at least need to be more comprehensive consideration, and then make a decision.
Three, the team's problems:
1, the supervisor and subordinates lack of communication, the company's decision-making intentions are difficult for the majority of employees to fully understand the staff of the company's difficulties, the Office of the difficulty of underestimation, resulting in the management of misalignment.
2, the failure of the project did not do an in-depth summary of a businessman made a mistake, repeated mistakes in another businessman. Reflect the role of the company's team.
3, the analysis of competitors is not much, limited to individual projects, individual salesman's reflection. Few opportunities for collective study of rival strategies and rival products.
3, the salesman working alone. For a regional business development is too dependent on the ability of a salesman. That is to say, a salesman's business level is a regional market development level. In the company's new coworkers more than the status quo, the formation of the market development of a strong situation.
4, weak sense of learning, failed to form a good learning atmosphere, the technical level does not represent the company's professional and technical level.
5, the loss of business personnel, recruitment difficulties, affecting the company's regional and performance stability.
6, for the operation of large projects is not enough experience, the company's overall resources have not been fully utilized.
I put forward these problems plaguing the team and individual sales work today, is not pretty. After this year, we have experienced the pain in the skin, we must seek our future development path with a down-to-earth approach to doing things.
Four, next year and up to the future plans and organization and implementation of measures.
Next year, that is, 2013, the company's sales performance indicators are as follows. Next year's target of 10 million, next year's guaranteed target of 8 million.
The target is put forward, we will feel high, but this is the market form forced. The fierce market competition has forced us to this point, to reach the point of last year's profits before the year, the only way to focus on specializing in the road up, we must give full play to the advantages of the brand and sales force to improve the total number of orders, the expansion of market share to maintain or improve the level of profitability of the company's sales system. To this end, next year, my central task when it is: specializing in orders VIP customers 3 to 5, distribution awareness and looking for work must be strengthened.
In the past, our company is like a carriage, a variety of resources is like a horse pulling the carriage, the weight of the carriage is not too heavy, but the horse pulling the carriage for the immediate benefit of a little bit, pulling in all directions. As a result, the car can only walk slowly in one direction and then in another direction, and it does not move forward much after walking for half a day. Today, we are facing such a fierce competitive environment, what we have to do is undoubtedly to clarify the direction of the carriage, drive each horse in one direction, and at the same time, reasonably load the amount of weight, so that the carriage can run lightly and quickly. Sharpening the knives
Through the analysis of the 2015 orders, our direct sales accounted for 90% of the company's sales. This means that the company's characteristic type is not enough to attract every customer, here we do not analyze for the time being, is the price point reason? Quality reasons? Or sales methods to generate the reason? But at least we can see that the GE brand effect, as well as a strong sales force, which both play a role should be the most important. How to more effectively play the power of the sales network and improve the GE brand effect, is the total performance of our next year to a higher level, the key to the successful completion of the sales plan. Scale sales is not unilaterally through a simple increase in the number of people or increase in the region to achieve, but through the organic grasp of the market, brand, personnel and the number of people, the quality of the pinch together, the formation of strong sales to achieve.
To achieve this effect, we must first solve the problem of the previously mentioned salesman working alone. Salesman fighting alone, the development of our secondary market has a great impact. Salesmen working alone is equal to disorganization, the result is a lack of cooperation between the different capabilities of the salesman, can not make full use of their respective strengths of the ability of the salesman. The lack of coordination between salesmen in different markets makes the market artificially divided and makes it difficult to form a unified large market. At the same time, it is also very likely to cause friction between neighboring markets for reasons of interest. Once a market is firmly marked with a salesman's personal seal, its potential will be limited by the salesman's ability. Another danger of one-man operation is to emphasize the role of individual salesman and dilute the role of group of salesmen. Individual strength is always limited, if we are not able to organize the salesman as a group to play a role, it means a lack of explosive force in the business work, the formation of strong sales, whether we can occupy the market for a long time has a great impact. So in next year's market decomposition, we hope that the organic decomposition, taking full account of the different markets with each other as well as the mutual cooperation between salesmen, especially for the development of the secondary market, the marketing department and the manager must play an effective role in organizing and coordinating, so that the team operates at high speed and effectively, give full play to the "1+1>2 "The role.
The need for other aspects of the company's support work. Next year's work task is arduous, to do a lot of things, to complete the sales plan is not to rely on the grasp of a sales system can do. Earlier we talked about to "more horses to a direction of force" concept, is the hope that the company's top decision makers, determination, the flag to this one inserted, various departments, all the way soldiers and horses are no longer left and right, looking forward and backward, but all together forward, forward and backward, and do not complete the task will not stop. To do all this by what? By virtue of our team!