I am an unmotivated fan, my own company. I have two salesmen, one for 9 years and the other for 2 years. Old salesmen only sell 30,000-80,000 a month, and young salesmen often have unstable performance below 50,000! Is this normal? Is it normal to disband and regroup, or continue training?
We get 90 accurate customers online every month! Is this normal? Is this my problem or theirs?
Ok, let's take a look at the problem of selling unpowered fans in Tianjin, which can be analyzed from several aspects:
First of all, I think it is very important for the boss to reflect deeply.
Many of our classmates don't talk about their own problems, only talk about other people's problems or emphasize objective reasons. For example, there are two salesmen in our company, one has been in the company for nine years and the other has been in the company for two years, with average performance. Is this just a sales person's business? Is there anything wrong with our boss?
The salesman can't be blamed for the good or bad operation of the company. Why do you always fire people? Hehe, to put it bluntly, it may be because our own initiative is not strong enough. We have been running the company for nine years, but we haven't grown up yet. What is the reason? The essence is that the boss makes some money, and the employees live here like sheep. The atmosphere of the whole company is generally like this. So I think the boss should first reflect on his own problems. Why can't he make the company bigger as soon as possible?
I suggest that, first of all, we should establish a learning organization.
Now the world is developing rapidly. If you don't study, you will fall behind, and if you fall behind, you will be beaten. Although our company is small, if we turn it into a learning organization and learn from experts from all walks of life at any time to make us stronger, the whole company will make great progress.
I hope you are active in the group every day and share your sales knowledge and management knowledge every day. If you see something useful to us, you should take it to the company for discussion, then use it and keep tracking the results of this application.
There are only a few problems in our sales, such as not being able to find customers. I don't know how to call. I found a client and didn't know how to follow up.
In fact, there are only two problems reflected. The first is thorough human feelings, and the second is interest-driven.
We regard studying how to be considerate of customers as a very important topic. In our industry, how to be considerate is efficient? How can we spend less and do more with remarkable results?
Yes, when we share in the group, we can get more dry goods, learn a little, use a little, and then carry it out later.
Yes, let's make a change in the organizational structure first, that is, to establish a learning organization. If the boss doesn't like learning and becomes a company and goes with the flow, won't his employees go with the flow?
Birds don't fly without their heads, and people don't walk without their heads, so company leaders must first change their ideas before the following talents can move. Is it better for a lion to lead a flock of sheep or a sheep to lead a flock of lions? We must be lions first, so that the fighting capacity of the sheep below can get crazy. ...
Second, it is necessary to split shares and let employees become partners.
After more than 30 years of reform and opening up, it has now entered the Internet of Things+era. In the eyes of many people, work has become less attractive, and many people have an entrepreneurial dream in their hearts. In fact, there is nothing wrong with these two employees. One worked for nine years and the other worked for two years. Nobody floats, which is more pragmatic. This is a fortune.
But why are they not motivated to work? It is because the company is not its own. If you do more and do less, you will only get a little more commission. This distribution system can't arouse their enthusiasm.
Instead of this, it is better to give them some shares that are not very valuable at present, so that they can become shareholders, not only get dividends at the end of the year, but also get a circle of friends: "Hey, what company am I a partner in now ..." It seems different. Yes, it's definitely not the same as working purely.
So, I suggest you share some shares. If one or two people hold shares in the company, the cake is not big. Even if you hold 100% shares, you won't make much money. However, if you make the cake bigger, it doesn't matter even if your shares are much less. You will definitely share more money in the end than eating alone, so I suggest that it is better to become partners from the stock.
At the same time, from the current point of view, there are 90 accurate customers online, indicating that there are many customers, but the sales ability of employees is average and they are lazy. Customers can't finish eating, wasting resources. Waste is shameful, so it is necessary to suggest that you recruit another person and give the rest of the customers to him.
Now, by establishing a learning organization, the mental outlook of our team has changed. Then the newcomers can work with peace of mind and get shares if they do well. Who wouldn't?
Finally, I will talk about the commission ratio, which is not uniformly improved, but designed according to the sales ladder. For example, selling 50 thousand a month is a 5% commission. If the commission exceeds 65438+ 10000000 yuan 7%, and exceeds 15000 yuan 12%, it is to take the commission according to the ladder, so that everyone has the spirit of struggle.
At the same time, our leaders should also have task requirements, how to say it when it is completed and how to say it when it is not completed. Invite everyone to dinner, and deduct your commission if you don't complete the performance. You can also say, "I also have a commission. If I can't finish it, I'll give it to everyone ... "
People need a little pressure, and there is pressure to have motivation. In this way, employees look at it and feel: hey, the current leaders are different from before, and they all work hard. Forget it, I've become a little more diligent.
The power of example is infinite. If you are diligent, your subordinates will follow suit. You work every day.
Six or seven hours, weekend off, who will work overtime for you?
Can the entrepreneurial team make money without working overtime and playing? Your competitors have more market, brand influence and investment scale than us, and they work harder than us. If we continue to compete like this, be careful, we may be eliminated. ...
I hope to follow this set of rules. There will be rewards and punishments, and the rewards and punishments will be clear, and the combat effectiveness will be gradually developed.
Well, because of the limited time and ability, hehe, there are some bad places in the reply, please forgive me:)