First, do nothing.
When you take over a sales team for the first time, don't rush to make any decisions. Take some time to understand the environment of the sales team and the basic situation of the sales team members before considering the next step.
parsing problem
After knowing this sales team, what are the main problems of this team? They may not have a successful experience, nor have they established a representative in the team that everyone can be proud of.
Find the star sales team
Just like in sports, the sales team needs the star sales team to take the lead. With luck, there may be a few members in the existing sales team who can take the lead, so the sales manager can communicate with them, let them understand the importance of their successful working methods to the whole team, and hope that they can share these experiences with other inexperienced sales team members.
No longer allow mediocre sales performance.
In a bad sales team, bad sales team members are often allowed to keep an attitude of muddling along. You may not want to face the confusion caused by replacing these players with new players, or cause conflicts within the sales team. ?
This is a big mistake. You can't count on these poor sales players. On the contrary, a successful sales manager must have the courage to face the reality and give necessary guidance and training to those poor team members. Your responsibility is to let these players make a difficult choice for themselves: either work hard and improve their quality to the necessary standards, or please leave the sales team at once.
Determine working standards
You should communicate your job requirements to the team members. For every member of the sales team, constantly improve the working standards, which should include the working habits, working methods and performance of the sales staff. ?
For example, work habit standards include whether sales team members arrive at the office on time at 8: 00 every morning; Work behavior standards include whether to make at least 25 sales calls every day; Job performance may be whether a sales team member with 7 to 9 months of sales experience can meet the monthly sales quota. There should be two working standards: one is the lower standard or the reserved working standard. If this standard is not met, sales team members may be warned, and if they still fail to meet the standard in the next quarter, they may be excluded from the sales team. Another work standard is of course a higher standard, as a basis for rewarding players.
Eliminate unqualified business personnel.
In the sales team, sales team members may doubt your new measures. Does the manager really want to implement these measures? If you eliminate one salesperson, it sends a clear signal to other salespeople. Those work standards must be implemented. If these standards are not implemented, the working standards will be meaningless.
Training sales team members? Content source: network link
You can't just do desk work, you must go out of the office and work with the sales team. Only in this way can we train our own sales team members, understand the various problems faced by sales team members, and make the work standards feasible. ?
Cultivate cooperation and competition in the sales team
In the sales team, it is necessary to cultivate a working atmosphere of cooperation and competition, which encourages team members to compete internally on the premise of achieving the same goals of the team.
Understand the needs of players
Every sales team member has his own unique needs. It is necessary for you to understand the needs of sales team members and help them realize these needs. You have to talk to each member of the sales team individually: find out what everyone really thinks, what they want from the company, the past of the team members and so on. Try to link the personal needs of sales team members with the goals of the team. There are only a few needs of team members: money, growth, learning, training, power and reputation.
The above is the related content of How to Rebuild the Sales Team compiled by Zhengrui Consulting. I hope it helps you. If you have any marketing management problems, you can contact Zhengrui Enterprise Management Consulting to help you solve them.