Classic quotations:
Marketing teams can only rely on mechanisms to maintain the status quo or prevent accidents, and only through good culture can they tap their potential and create good performance!
-Zang Qichao
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Course introduction:
Some people say that sales talents are the "golden mountain" of enterprises, and some people use "three points are the best in the world" to describe the importance of sales teams. All these show that the sales team is the direct worker for the company to make profits. However, this team is the most mobile, and how to make its sales team have strong combat effectiveness is a problem that enterprises have always wanted to solve.
Excellent sales team is an important guarantee for the company's sales performance. Salespeople, like the shooters who score goals on the football field, are the frontline fighters who finally facilitate the transaction and achieve sales for the project. How to make our sales team keep pace, cooperate tacitly and unite sincerely to achieve the final performance goal?
This course is rich in theory and content, combining many famous theories with practice, and using games and simulation training to entertain and educate. The lecturer combined his years of practice in the enterprise and the latest international theory to explain and analyze the case and solve the management problems of the sales team on the spot.
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Planned goal
? Fully understand the basic principles of marketing management and sales team management.
? Cultivate sales competitiveness, establish and improve sales management system.
? Master sales management skills and control the marketing process.
? Clear marketing strategy, management responsibilities, marketing mix and other management practices.
? Strengthen professional sales skills such as market development, sales transaction and after-sales service.
? Design sales channels and sales teams.
? Forecast sales target and assign sales tasks.
? Master the performance appraisal and evaluation methods of sales team.
? Management through daily reporting system.
? Analyze the different personalities of salespeople and the management that varies from person to person.
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course features
? The case is informative and rich in content.
? Introduce the specific methods of foreign sales team management;
? Introduce the specific methods of selecting, training and retaining sales talents in foreign companies;
? On the control of enterprise customer resources from the perspective of customer relationship management system
? Combine case analysis, group discussion, exercises and other teaching forms, and pay attention to practicality.
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course content
First, the common problems of marketing team management
? The Dilemma of Enterprise Sales Management in China
? Differences in sales management between Chinese and foreign enterprises
? Five characteristics of China market environment
? Seven common problems in sales team
? Analysis of the current situation of sales team
Second, the role cognition and responsibility of the marketing manager.
? The job difference between marketing manager and sales representative
? Common misunderstandings about leaders
? Common management misunderstandings of marketing managers
? Seven characteristics of excellent team
? Principles of team management
? The core goal of effective control
? Management function of marketing manager
? What is the responsibility of the marketing manager?
? The role orientation of marketing manager
? Excellent management quality
Third, sales team management requirements.
? The core of sales management
? How to set sales targets
? Promotion principles of sales team
? Construction, management and operation of sales team
? Management analysis and decision method
? Establish an efficient team
Fourth, the salary design of sales staff.
? "Sales Model" and Salary Design
? "Market Strategy" and Salary Design
? Design and Application and Salary Design
Fifth, the choice of sales staff.
? Salesman Recruitment —— Four Laws of Salesman Recruitment
? Selection process-four key steps to select suitable sales talents
? Principles of Effective Selection of Business Representatives —— Distinguishing Four Levels of Salespeople
? Typical Problems and Misunderstandings in Interview —— Five Typical Traps in Recruitment and Employment
? Sales Champion-Bole's Ability to Identify Talents
? Information Source-Problems and Precautions in Background Investigation
? The "Three Treasures" of Retaining People
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Sixth lecture, special training before "solo flight"
? Career planning of sales staff
? Professional quality training of sales staff
? Psychological accomplishment of salespeople
? Common Problems in Sales Training —— Matthew Effect of Training —— Determining Key Training
? Systematic training before "solo flight" —— Design and implementation of training process
? Practical Training Skills in Workplace —— Practical Case Practice
? Sharing practical training methods-the "2 1 day effect" of training-consolidating the training effect
Seven, the sales team process control points
? "Four steel hooks" management mode
? The purpose, contents and precautions of regular sales meetings.
I) business management analysis meeting
? Regular marketing meeting
? Morning meeting operation
2) Follow-up and follow-up
? Follow up principle
? Matters needing attention in follow-up
? Subsequent skills
3) debriefing and work exchange
? Work report of business representative
? Work communication of business representatives
4) Design and implementation of management form
? Key points of management control table
? Basic management form
? Behavior and process management
? Sales activity management report
5) Combined application of four steel hooks
? Three types of sales force
? Four included angles, effectively controlled.
Eighth, how to evaluate the sales team as a whole
I) evaluate the sales team
? Turbulence factors of sales team
? Types of sales team breakdown
? Countermeasures of sales team in various States
2) Excellent sales team building
? Characteristics of excellent teams
? Reasons for low morale
? Team development stage
? Analyze the roles in the team
? Principles and methods of team building
? Conflict in the team
3) On-the-job evaluation of sales staff
? Three-dimensional evaluation method
? Four typical actions after evaluation
? Personality analysis model
Ninth, implement on-the-job coaching for the sales team.
? Significance and content of on-the-job consultation
? On-the-job training plan for sales actions
? Improve the retention rate of newcomers
? Individual consultation and telephone consultation
? Matters needing attention in follow-up observation
Lecture 10: Shaping the Wolf Sales Team Culture
? Top Ten Cultures Molding High Performance Sales Team
? Thinking of Cultural Strategy Rooted in Brain
? Culture is rooted in the psychological laws of the brain?
Lecture 11 Flexible leadership team of sales manager
? Determine the development stage of the team
? Two behaviors of team leadership
? Four different methods of team leadership
? Four types of salespeople
? Different management styles of four types of salespeople
? What is leadership style?
? Relationship-oriented and Work-oriented Leadership
? Skills of controlling star employees
? Correctly handle subordinate problems
Test: Self-test score of morale state
? Win the loyalty of subordinates
? The skill of blaming subordinates
? Methods to prevent the aging of sales team members
Twelfth, effective incentives for the sales team.
? Incentive principles and methods of sales team
? The process of employee growth
? Five levels of human needs
? Four principles of motivation: Wolf's Law, Platinum Law, Prescription Law and Diversification Law.
? 14 incentives other than money
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Online management software for marketing team
At present, the management of marketing team does not stop at simple personnel management and business management, but also includes the distribution and completion of the overall tasks of the team, which has risen to online marketing team management and become a major trend in the future. Now online team management software includes Basecamp, Yidu (SaaS type), Geek, TeamOffice(SaaS type) and so on.
Take TeamOffice team management software as an example. In addition to supporting IE browser, Firefox, Chrome, Safari, Opera and other browsers are also useful. Its functional modules are as follows:
Task part: set, assign and confirm sales tasks, judge and display the task progress status (progress, completion and delay), and show everyone's business volume.
Project part: you can manage multiple sales projects at the same time and generate project directories. Each project can be scored to generate subordinate subprojects, and the project progress can be calculated automatically.
Report: Regular sales performance report can be made according to the setting of day, week and month, and irregular performance report can also be customized flexibly.
Reference room: it can manage the materials that sales staff need to consult in a unified way. Attachments uploaded by each module can be viewed in the reference room. You can set other people's permissions (upload/download).
Message board: It can be used to share information inside/outside the sales team or as a memo. When there is a new announcement, the system will automatically send an email to the user's mailbox, and at the same time, the system will forward the message email sent by the user to the message board to realize the two-way interaction between email and message.
Address book: You can not only enter the basic information of customers, but also attach simple instructions and documents for business personnel to share.
Calendar: Set the schedule and synchronize it with the Outlook schedule. Important schedules can also be set with "email reminder" and "note reminder" functions to achieve efficient team management.
Online Attendance Book: It can be used for attendance management of commuting (attendance, card withdrawal, field work, business trip and vacation) within the team. The system will automatically make statistics by week and month.