SALES PLAN AND ORGANIZATIONAL PERFORMANCE OF MICRO, SMALL AND MEDIUM ENTERPRISES (MSMES) IN ABIA STATE

The study investigated sales plan and organizational performance of Micro, Small and Medium enterprises (MSMEs) in Abia State. The specific objectives of the study were to assess the impact of operating plan on increase sales volume of micro, small and medium enterprises (MSMEs) in Abia State, and assess the effect of sales plan on competitive advantage of micro, small and medium enterprises (MSMEs) in Abia State. The research design used in the study was a survey design. The researcher adopted mainly primary source of data to collect information from the respondents. The population of the study was 230 respondents from Saclux paint, Udeagbala Holdings and Jeobatex Group Limited in Abia State, with a sample size of 146 which was derived from Taro Yamane formula. The researcher used the stratified simple random sampling technique. To test hypotheses of the study regression model was used to test the dependent and independent variables of the study. The findings of the study stated that operating plan positively affect organizational effectiveness of micro, small and medium enterprises (MSMEs) in Abia State, that sales plan positively affect competitive advantage of micro, small and medium enterprises (MSMEs) in Abia State. The study concluded that a good sales plan and good alignment strategy have a positive impact on organizational performance of micro, small and medium enterprises (MSMEs) in Abia State and the study recommended that MSMEs should ensure that sales plan is aligned with the organization's overall objectives, it should clearly define measurable sales targets, both in terms of revenue and market share, to provide a roadmap for the sales team.

SALES PLAN AND ORGANIZATIONAL PERFORMANCE OF MICRO, SMALL AND MEDIUM ENTERPRISES (MSMEs) IN ABIA STATE