Sales & Marketing Activity

Purpose

To generate and convert business through a planned sales and marketing effort.

Scope

Covers corporate, travel trade, events and digital marketing.

Responsibility

Director of Sales leads; Sales Executives follow up; Marketing runs campaigns.

Detailed procedure

1. Set monthly sales targets and a call plan for each executive.
2. Record every lead in the sales tracker with the source and next step.
3. Make calls and visits, send proposals and follow up within 48 hours.
4. Plan campaigns with objectives, budgets and measures.
5. Update the pipeline weekly and review conversions.
6. Report results and lessons to the General Manager monthly.

Standards and guidelines

• Leads receive a response within 24 hours.
• Proposals follow approved rates.
• Every campaign has measurable goals.

Required records and documentation

• Lead tracker
• Sales call report
• Campaign plan

Related images

Document control