This document discusses the importance of planning for sales management. It states that planning involves determining goals, current status, timelines, and actions needed to reach targets. As a planner, the sales manager must consider the organization's needs like products, sales targets, budgets and the customer's needs like target markets, decision makers, and timelines. The sales manager will then plan the sales organization structure, recruitment and training of sales executives, their compensation plans, and use of sales force automation to track key metrics. Overall, the document emphasizes that planning is critical for sales management to offset uncertainties and have a clear path to achieve objectives.

1. Sales ManagementSales ManagementTopic Presented byDeepaChandrasekarNeed For Planning“ Sales Manager as a Planner “

2. Sales ManagementSales ManagementPlanning

3. Directing

4. Controlling of the personal selling.

5. Sales Management Planning is preparing a sequence of action steps to achieve some specific goal.What Is Planning ?

6. Sales ManagementNeed For planningWhat we want to achieve ?

7. Where we are currently ?

8. When we want to achieve ?

9. How we will reach the target ?

10. What actions needs to be taken ?Sales ManagementPlanning is one of the most important project management and time management techniques.

11. Planning offsets the uncertainty in the real world.

12. A plan is like a map. When following a plan, you can always see how much you have progressed towards your project goal and how far you are from your destinationNeed for Planning ?

13. Sales ManagementSales Manager as a plannerInternal

14. Organisation

15. External