Therefore, report management is very important for sales team management, because sales report management is the presentation of sales processes and sales scenarios.
Only through the sales report filled out by the sales staff can the sales manager understand the sales staff's business development process and the dialogue scene with customers. It can also be said that the sales report management system is the focus of sales management.
Ask the sales manager every class. How many reports do you salespeople need to fill out every day? Some say no, some say three forms, and some say ten forms, all different.
Through the investigation of in-depth service enterprises, it is found that there are three common problems in the report management of enterprise sales management:
1. Too few tables.
2. There are too many tables
3. The content is unreasonable (the report is not designed according to the working conditions)
Generally speaking, the problem of small and medium-sized enterprises is too few tables, and the problem of large enterprises is too many tables. * * * The problem is that there are many unreasonable contents. Then we will analyze them one by one.
1. Too few tables.
In some sales companies, salespeople don't have to fill out reports. Their bosses and managers advocate so-called result orientation. I just want results. This is the mantra and motto of the bosses and managers of such enterprises. What they say is reasonable.
Now bosses and managers of enterprises must shift the focus of management from blind results to processes. Only by supervising the sales staff to effectively push forward in strict accordance with the established sales process, and only by supervising the sales staff to interact with customers in accordance with the established sales actions, can we gain the trust of customers, finally get orders and achieve results.
It is an outdated and extensive management mode to blindly ask for the results regardless of the process.
With the intensification of market competition and the more rational purchase of customers, the original "three axes" of salespeople have been difficult to work together. Only through scientific sales process, efficient sales work and heart-to-heart interaction with customers can we gain the trust of customers and finally get orders.
In other words, the era of competing for sales staff has passed, and now more competition comes from the competition between enterprises. The core of this competition among enterprises is to see whose products are more popular with customers, whose processes are more scientific and efficient, whose management system is more efficient, and who has a truly efficient talent training system, which can cultivate more excellent salespeople, rather than competing for one or several talented salespeople.
The number of sales reports filled in has nothing to do with personal wishes. The basis of filling out several reports is the sales process, and different industries have different sales processes.
For example, the daily management of B2B sales process includes collecting customer information, screening and identifying effective customers, visiting customers, focusing on following up customers, closing customers and managing high-value customers.
If the report management of sales staff is set according to this normal sales process, then at least six reports are needed:
Collect customer information and fill in the customer information collection form.
Filter or identify customers and fill in the customer information filter form.
Visit customers, fill in the customer visit schedule and customer visit record form.
Key account tracking fill in the Key Account Tracking Record Form.
The checkout customer needs to fill in the checkout customer registration form.
High-value customer management needs to fill in the high-value customer service record form.
According to this regular sales process, you need to fill in at least six reports to design the sales report.
If there are less than six tables, it is impossible to manage the sales process and sales scenarios. Of course, all enterprises with standardized management have CRM systems, but it does not mean that CRM systems are perfect, and CRM systems should also be designed according to sales processes and scenarios.
Therefore, whether using CRM system or statements, we must ensure that we can manage the whole process of sales staff, so as to achieve effective management.
2. There are too many tables
There are too many tables. As mentioned earlier, more than half of them are large enterprises.
The salespeople of some big enterprises taunt each other and call each other cousins, which means that there are endless forms to fill out every day.
Too many tables will bring two problems:
(1) Too much water.
(2) Waste too much
Too much moisture: there are too many reports, so the sales staff don't have enough time to do it according to the requirements of the reports. Just fill out the reports and hand them in. Finally, the management personnel received the report, but the water content was too large, and it was basically false information and false figures, which had little reference value for management work and wasted valuable time for sales personnel to fill in.
Too much waste: there are many reports that need to be filled out by the sales staff, and the sales staff also fill out the reports as required, but after submission, there is no follow-up and no review, which wastes resources. The salesman's report is an effective basis for our sales manager to make management decisions and formulate market strategies. If the manager only asks the sales staff to fill it out and does not apply, it is the biggest waste.
How to deal with the problem of too much water?
1. Reorganize the business process, and define the content and quantity of the report to be filled in by the sales staff according to the business process.
2. Standardize the process of issuing reports and reduce unnecessary reports.
3. Reduce the quantity, improve the quality, and let the sales staff know what to fill in the report through training and guidance.
How to deal with excessive waste?
The main reason for the waste mentioned above is that the sales staff spend time filling out the sales report, but the manager can't see it, which has no influence on management.
In order to reduce or eliminate this waste, there are three ways to achieve good results.
1. When setting up the sales report, you should set up the contents with the supervisor's signature and comments.
Every sales report has the signature and opinions of the sales supervisor, which means that the sales supervisor is required to carefully read the report filled out by each salesperson, so as to master the work and performance of the salesperson and effectively coach the salesperson.
For example: customer visit schedule. Sales staff should fill in the customer visit schedule before visiting customers, and can visit customers only after being signed by the sales supervisor. Then the sales manager can analyze the customer's background and situation with the sales staff before visiting the customer, and make an effective visit strategy, and conduct an effective skill counseling before the sales staff visits.
After a salesperson visits a customer, he/she fills in a customer visit record form, and the salesperson needs to hand over the completed report form to the sales manager, so that the sales manager and the salesperson can review and analyze the visit together, effectively communicate the visit scene and the problems that the customer cares about, and provide effective counseling.
Every sales report needs the signature and opinions of the sales manager, which seems a bit bureaucratic, but it is not. It strengthens the sales manager's in-depth grasp of the work situation of the sales staff, and can study and analyze the customers together with the sales staff, as well as the problems arising from visiting customers, and carry out effective sales counseling. This can also effectively improve the team atmosphere and improve the relationship between sales managers and salespeople.
2. Take the sales report of the salesperson as the basis for meeting, debriefing and performance evaluation.
Many regular sales meetings have not achieved the expected results. Kan Kan, the sales manager, talked about this point, and the sales staff catered to perfunctory things. In order to improve the effect of meeting, debriefing and performance evaluation, it is more efficient to ask the sales manager to communicate with the sales reports and data of the sales staff during this period.
3. Take sales report management as the weight index of sales manager's performance appraisal.
The sales manager's "approval" of the salesperson's report is regarded as the key indicator of performance appraisal.
Using indicators to drive sales managers to use sales reports as a "medium" for interaction and counseling with sales staff can not only improve the application value of sales reports, but also enhance the ability of sales managers to coach sales staff and improve the working atmosphere of sales teams.
Sales report system is a very important part of sales management, and enterprises and sales managers must really pay attention to it.
Although the sales report doesn't seem very important, it is actually very important, because it is not only the presentation of the sales process, but also the presentation of the interaction between the sales staff and customers, or the dialogue between the sales manager and the sales staff, which is an important part of the sales team atmosphere.
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