Sales is a kind of accumulation of time, professional knowledge, practical experience and industry contacts. It broke
Sales is a kind of accumulation of time, professional knowledge, practical experience and industry contacts. It broke the traditional way of life, it broke the inherent working mode, and it was recorded in the history of economic development with a brand-new look. In its body, it embodies self-esteem and inferiority, pride and inferiority. It must be different from person to person, and different salespeople represent different product values. So what? Come and have a look with me. I hope you will be satisfied. Thank you.
Small enterprises set up sales teams 1, team building principles.
First of all, we should know how big the market should be in the early stage of the enterprise and how to layout it. Enterprises should decide the team size according to the market layout, which is very important. * * * In other words, how much risk the enterprise can bear and then decide how many people to recruit. Don't take chances, find more people, and think about how someone can find customers for me. People who can't find customers won't even be reimbursed. Let them go. * * * Many bosses have this mentality. It will be more difficult to form a team in the future.
Small businesses set up sales teams. 2. Choose the right person.
After determining the number of people according to the market layout, it is necessary to decide the organizational structure of the sales team and what kind of business personnel I want to choose, and what kind of sales personnel are suitable for my enterprise, including the resume, age and personality of the sales personnel. In the initial stage of team building, enterprises tend to develop sales staff with strong ability as much as possible, and at the same time determine the level of sales team according to market demand. In the initial stage of an enterprise, there should not be too many levels of team building. In other words, there should be more officers and not too many managers. Any regional and provincial managers can be left out in the cold, mainly local sales executives and regional managers with development functions. Of course, if the boss can't completely delegate power, the director can also leave it out and hire a marketing consultant. With the development of the market and the enhancement of the company's strength, it is necessary to set up large regions and large provinces or offices in time, otherwise the management will be out of touch. In addition, when the enterprise develops rapidly, it is necessary to establish a marketing department and a new product development department in time to strengthen the functions of the marketing department. Otherwise, enterprises will soon encounter bottlenecks in the process of rapid development.
Small businesses set up sales teams 3. Salary and bonus assessment.
This is the most critical part of maintaining team stability, and it is the main factor that determines whether you can build a team quickly. Here, I personally think that there is one factor and two key balance points in the principle of making wages and bonuses. One factor is the strength of business owners to resist risks and sales expectations. It is often said that the stage is as big as the heart, but the reality of enterprises in the market is: the market is as big as the strength, capital flow and technology, as the first article of Murphy's Law says, nothing is as simple as it seems; Therefore, as a boss, you should have all kinds of psychological preparations. Otherwise, when the product fails to meet the original sales expectations after it goes on the market, you will mercilessly shift all the responsibilities to the sales staff, and the team will be dissolved within three months, or the personnel will have no fighting capacity in and out.
Small businesses set up sales teams. Daily management system.
A good management system is conducive to the stability of the sales team and is also the basic basis for bonus assessment. Salesman is the most difficult part of enterprise management. It has been said since ancient times that they will leave their homes and will not be bound by military orders. Even though most enterprises now use gps tracking and positioning management, more than 80% of the sales staff are actively working outside, and 20% are management. If business people can't have self-control and consciousness, it will be difficult to get a job in their own posts. Therefore, the choice of personnel and system in the early stage of team building is of course important, but emotional input is more important. A scholar dies for a bosom friend.
In the daily management system, I personally think that the simpler the daily management of small enterprises, the better, and the circle should be gradually changed. With the development of enterprises, the binding force of inspection and system should be gradually increased. But in the initial stage, there must be no system. The most basic thing is to know where the salespeople are, how many things they have done in a day, how effective they are, and whether there are any problems that need to be solved. Of course, the cost management system and workflow are essential, otherwise there will be too many disputes and responsibilities that cannot be distinguished.
Small businesses set up sales teams. 5. Goal setting.
The most difficult thing for an enterprise to set up a sales team in the early stage is how to set sales targets. Once the goal setting is unreasonable, there will be a series of follow-up problems, such as: the goal is too high; First, the psychological expectation of the company will be too inflated; If the sales expectations are not met, the losses will be even greater, such as the backlog of procurement and the increased management cost of the production team. Second, the sales team is unstable. If the goal is too high, the marketing expense budget and the number of sales team members will expand. The most uncontrollable thing in the initial stage of an enterprise is the ratio of personnel travel expenses to sales. Once the planned cost is exceeded, various pressures from the sales team will follow. Because the sales staff can't complete the assessment, the income will be reduced, and the direct result is the increase of personnel mobility, which not only leads to poor market development effect, but also leaves a lot of market problems and invalid travel expenses, which will also increase the difficulty and cost of recruitment. However, the sales director will try his best to increase market investment because he can't complete the assessment, which may bring greater losses to the company. If it is too low, it will lead to insufficient pressure on the sales team and high income, increase the opinions of other departments, lead to uncoordinated operation of the whole team of the company, and cause greater intangible losses.
Small businesses set up sales teams. 6. Establish the core of the team.
Since ancient times, it has been said that the power of example is infinite. It is necessary to quickly establish a training object among team members, meet the individual comprehensive quality requirements of the training object, tilt the cost of taking charge of the market or have a certain right to operate freely, comprehensively cultivate comprehensive ability, quickly enhance and reflect this person's ability to make the market in the team and his loyalty to the company, and let any latecomer become an example for them to learn. As long as one or two role models can be cultivated, his team members and the proportion of his words and deeds should be improved.
Small businesses set up sales teams. Improve the system.
With the continuous expansion of the team and the increasingly stable market, the management of the team should be gradually institutionalized and constantly improved to adapt to the company's rules and regulations and workflow, and at the same time, the assessment methods should be adjusted and improved according to market changes, so that our team will always be full of vitality and competitiveness.