Sales Trends and Forecasting
Every now and again, it’s important for your team to take a look at sales trends utilize sales forecasting tools to keep sales on track. In this case, your agenda for a sales meeting should look like this:
Goal - Analyze sales trends (actuals) to forecasting.
Item One – (2 Minutes) – Pass out current sales trend charts and forecasting charts.
Item Two - (20 Minutes) – The GSM should explain and compare how predicted or forecasted sales compares to current trends. This should include areas like seasonal drops or increases in sales, sales that were high money makers, and sales that were below par. This part of the meeting should also identify top customers and sales volumes across the board; it’s not a kudos session for your top seller, however.
Item Three - (15 minutes) – Open forum from sales teams on how they perceive the forecasted sales and techniques utilized to actual sales and what could be improved, initiated or tossed.
Item Four - (2 minutes) – The GSM should ask for each team member to come up with ideas on how to increase actuals to forecasted sales; or if sales are higher than forecasted, what they plan on doing to bring in even more sales. The GSM should also set scheduled appointment times to meet with each member of the sales team.
Item Five - (5 minutes) – Set meetings (for specified time period) to review new sales plans, pitches, and analyze whether sales are up or down based on new goals reviewed in individual meetings with the sales team.
Adjourn – The GSM should follow up on individual sales team meetings.