How a sales manager manages the sales team and management is the core and spiritual pillar of a team. How to bring a good sales team and make your team's collective fighting capacity stronger is very important. The following sales managers are responsible for the sales team.
How can a sales manager bring a good sales team 1 and build professional knowledge of sales team management?
To manage a sales team well, the first thing to do is to establish professional knowledge related to sales team management. Reading is a good way. You can establish a professional knowledge system of sales management by reading classic books or courses like "12 sales management must-read books". This step is very important because only in this way can you make better use of the skills related to sales team management that we will share next.
Result-oriented
Hire people with a sense of accomplishment, motivation and determination in your sales team. Create a very transparent and key sales indicators-oriented team environment. In the end, when you put competitive people in a transparent environment, it will push the whole organization in the right direction. Always make sure that you emphasize results to prevent people from confusing activities with productivity.
Determine what kind of team members you need.
Before learning how to manage a sales team, you need to form a sales team first. Determine what kind of potential employee you are, a builder or a grower. Builders start from scratch, they start from scratch. Once everything is ready, the grower will grow. Most people are not good at either. Know where you are and what kind of salespeople you need, and distinguish builders from growers by asking questions.
Correctly manage team expectations
As the manager of the sales team, we always want to keep the team excited and support them as much as possible. Everyone knows what excess performance looks like, but not many people have defined what poor performance looks like.
Guidance is the key.
You must ensure that your employees are good at receiving feedback. You can measure this by role-playing, and in the process, you can ask them to demonstrate your product. Then ask them how they think they are doing. And give them feedback. Demos should be graded not only according to their smooth progress, but also according to their openness to self-evaluation, feedback and application.
Set high standards for the team
When the sales target is set high (but achievable), there is something worth pursuing, and your team needs to believe that anything is possible. If you only achieve the high goal of 70%, then you are better than achieving the mediocre goal of 100%.
Training is very important.
Make continuous learning a part of sales team culture; Attach importance to and invest in the training and career development of team members. Every successful sales team should have regular training and constantly develop the basic knowledge of product knowledge, competitive intelligence, exploration, opportunity management, regional planning and professional communication.
Matters needing attention
1. To manage the sales team well, we should pay attention to establishing a transparent corporate culture.
2. In the process of sales team management, make good use of employee motivation tools.
How does the sales manager take good care of the sales team and not give up every member of the team?
Don't feel superior just because you are a leader. Think of them as colleagues and comrades fighting together, not as tools to improve their performance. As managers, knowing and caring about them is the first step. Everyone in the team is unique and has their own distinct personality. Management should analyze their personalities, tap their value, believe that everyone has great potential, and don't abandon everyone easily.
Be good at communicating and summarizing with each member.
Leaders who can't sum up are not good leaders, because they won't learn lessons and will get up from where they fell. Every member will have his own ideas after working for a period of time. Communicate with them often, listen to their voices and troubles, see what progress they have made recently, what problems they have encountered, solve them in time, and give psychological counseling. Draw closer to each other from friendly exchanges.
Know how to authorize and delegate.
A leader who can manage people will not grasp all the rights in his hand. Everyone will do everything by himself, making himself exhausted and the team members will not grow. Appropriate authorization is necessary, which not only exercises the ability of team members, enhances their confidence, but also liberates themselves.
Clear rewards and punishments, set an example.
If you want your men to cooperate with you, you must set an example with clear rewards and punishments. If you do well, you will be rewarded. If you do something wrong, you will be punished according to the degree. Give priority to education, let him correct his mistakes and avoid such mistakes next time. You can't just be soft-hearted, shielding your subordinates again and again, especially deliberately treating an employee equally.
Always encourage and motivate your members.
If a person is always in a critical environment, he will certainly grow up slowly. If he has been in an encouraging environment, his psychology must be positive. Even if he encounters setbacks, he will never give up halfway or collapse, and they will certainly find a way to solve them. Make some incentive policies in real time, and they will certainly be more motivated to do things.
Crisis awareness, and constantly improve themselves.
Doesn't mean everything will be fine if you sit in this position. You still need to keep learning and enrich yourself, otherwise your people may surpass you at any time. So, you should have a sense of crisis. Only real people can win the admiration of the people, ensure this position, and lead this team to fly higher and further.
How does the sales manager lead the sales team well? 3 1, set an example and conduct training at work.
Sales executives and sales managers generally start from the grassroots level and have rich practical experience and theoretical knowledge. When they arrive at the market in charge of industry representatives on business trip, they can have one-on-one communication training with industry representatives and analyze and answer the questions and puzzles raised by industry representatives. You can also visit the market and dealers with industry representatives, correct the improper things in the industry representatives at any time, and personally demonstrate to the industry representatives how to communicate with dealers.
2. Use the monthly sales meeting at the end of the month for training.
In order to facilitate work and summary, enterprises usually arrange regular sales meetings in the middle and end of the month. For business people who travel frequently, it is rare to have such a concentrated meeting. Sales executives or managers can take this opportunity to take time out for special training for industry representatives. Training can be conducted in the following ways:
(1) Supervisors and managers conduct training in person.
(2) Let industry representatives take turns to be lecturers to train other industry representatives (you can designate a training leader in the team to organize the training specifically). The advantages of this kind of training are: satisfying the sense of achievement of industry representatives; Invisible to the industry generation with pressure and motivation, because to give you training, you must first have something, so that the industry generation will consciously develop a good habit of learning; Cultivate the speaking ability and on-site presentation ability of industry representatives; Because most of what industry representatives say is their own personal experience, it is more convincing and easier for everyone to accept. When I was a sales supervisor and manager, I often used this method and received good results.
(3) Case training. Managers or supervisors can collect some cases (including positive and negative cases) in peacetime for industry representatives to learn and discuss during training. These cases can be experienced by managers or supervisors themselves, or they can happen to representatives of other industries. The biggest advantage of case training is that it is persuasive and easily accepted by industry representatives.
When I was the marketing director of a branch company, the company launched a new product. Because this product belongs to high-grade products, it is relatively difficult to promote, but it has a good market prospect in the market under my jurisdiction. I have tried many ways to promote this product, but except a few, most markets have not improved. In view of this situation, when I held a regular sales meeting, I asked the well-done salesman to take his successful experience as a case to train everyone and reward them on the spot. At the same time, I also ask the salesman who didn't do well to tell you why he didn't do well as a negative case and be punished on the spot. Then, I promoted the successful experience and enforced it, and took the lessons of failure as a negative teaching material for everyone to take as a warning. After several such trainings, with the concerted efforts of Qixin Qi Xin, the sales of this product soon reached the front of other branches.
(4) problem training. At every regular meeting, industry representatives will ask all kinds of questions. Managers or supervisors can organize people to pay attention to these problems and often brainstorm. Industry representatives with these problems can be inspired to find good solutions, and other industry representatives will know how to deal with similar problems in the future.
(5) Game training. If only classroom-style training is used, it is often easy to make everyone tired and distracted, which will reduce the training effect. In view of this situation, when I am a sales supervisor and manager, I often use game-based training methods. Let some salesmen act as dealers, dealers' partners, dealers' employees, the second batch of dealers, retailers and other roles as needed, and then let other salesmen "deal" with them. In the game activities, salespeople put their usual scenes into their roles and performed them vividly. Everyone learned a lot of sales skills through laughter.
For example, everyone knows the importance of distribution, but many salespeople often fail to grasp the key points in their actual work. At a regular sales meeting, I asked everyone to set different scenarios for various situations that may occur in the distribution, let the salesmen play various roles, and let the experienced salesmen handle various situations "on the spot". Although the performance of some salesmen in the game made everyone burst into laughter, I soon found that many salesmen can skillfully use various distribution skills in their later work.
3. Use online training.
Although it can achieve good results to use the opportunity of regular meetings to train industry representatives, business people spend most of their time on business trips and rarely have the opportunity to get together. Is there any way for the sales supervisor to train the scattered industry representatives? Yes, you can use the internet. The developed network enables training to span geographical space and is economical. Although it is impossible for every business representative to have a computer, Internet cafes can be found everywhere in counties and even towns, which provides good conditions for cross-regional space training.
4. Organize on-site training.
In the actual training work, the sales supervisor or manager can organize industry representatives to conduct effective training on market issues in a well-run market or a market with representative problems, which can often get twice the result with half the effort.
5. Book plan.
Some industry representatives like learning book knowledge, while others don't like learning book knowledge very much. How can we make them all learn book knowledge and make what one person has learned become everyone's thing? When I was a sales manager, I started the "One Book Plan", stipulating that every industry representative must read a book or magazine every month. At the regular sales meeting at the end of the month, I will tell other industry representatives the main contents of books or magazines I have learned this month and the useful parts for marketers, and exchange and learn from each other, so that * * * can make progress together and grow together.