25 Mistakes That Cause Sales Plan Not to Be Achieved

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Use of imprecise, vague wording.

The first and most common management mistake that leads to failure to fulfill the sales plan is formulating goals and objectives abstractly, using the words “many,” “little,” “more,” “less,” etc. Specify the desired result. This approach will help you see not only the final goal, but also the intermediate results, and evaluate the search cell phone number canada progress or regression of sales.


Lack of clearly defined deadlines.

To achieve the sales plan, it is necessary to set certain time limits. What is planned can be done within two weeks, by the end of the quarter, within a year or several years. Tie the completion of tasks to specific dates. This way you will be able to make calculations and discipline employees.


The system of responsibility is not defined.

To ensure that by the end of the set period you can see the desired result and you are not worried about the problem of not fulfilling the sales plan, your team should always have people responsible for each stage and type of work. Determine who will be responsible for what, and assign employees the appropriate powers and responsibilities.


The target plan was formed without taking into account resources.

Achieving any goal is based on the resources you have. One of the reasons for not fulfilling the sales plan is an objective assessment of the possibilities. If, for example, you manage to sell 4 thousand units of goods in a working quarter, then you should definitely not set yourself the task of selling 40,000. Your employees will not be able to sell products 10 times more than the average, especially without resources.


Options for using new distribution channels have not been considered.

The next reason for not fulfilling the plan is inattention to new sales channels. There are more than 150 of them: telemarketing, presentations for clients, participation in exhibitions, forums, seminars, training clients, involving sponsors and others. Always make a sales plan for each of the channels used, do not be afraid to use new types.


Unrealistic goals have been set.

Assess the tasks set objectively. Failure to fulfill the sales plan may be due to the fact that the desired result is not achievable in principle. Employees must be interested in their work, it is important for them to understand that the set goals can really be achieved if they try. If specialists see that the plan cannot be implemented, this will only demotivate them, because why try if it is known in advance that the desired result will not be achieved.