Main reasons for failure to fulfill sales plan

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Failure to meet the sales plan or its poor implementation negatively affects the income of any business. In most cases, this leads to significant problems or the liquidation of the organization. This is due to the fact that business income is completely dependent on sales. To prevent radical actions, such as reducing the number of employees or the company's budget, it is necessary to learn to see the problematic aspects of failure to meet the sales plan.

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Alexander Kuleshov
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Often the main problem is in the illiterate planning of the sales system. Before starting planning, it is necessary to conduct an analysis of previously sold products. Without it, you will not be able to achieve the desired result.

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External and internal factors

When creating a plan, keep in mind that sales are influenced by various internal and external factors. External factors are those that the entrepreneur has no control over. These include:

Seasonality . Many products become relevant only in a certain season. For example, products for picnics and outdoor recreation are in demand in the summer, while in winter, heat guns and heaters become the most popular. Of course, this does not mean that these products will not be bought at other times. This only speaks of the seasonality of consumption growth and sales decline.

Geographical location . The reason for failure to fulfill the sales plan in a store may be its location in the city. Enterprises located in the center, near the metro or train station, as well as other places with a large flow of people, receive much more profit than those located in remote residential areas.

Market and competition . Competitors can significantly influence the fulfillment of the sales plan. For example, if they arrange large-scale promotions, announce large discounts, sales and sweepstakes, then expect a drop in demand for your goods and services. The target audience is more likely to choose them, not you.

The listed factors are unstable. The entrepreneur's task is to quickly adapt to the problems that have arisen, to take all necessary measures to maintain profits. Such circumstances must be taken into account when drawing up a sales plan.