Most of all organizations sell something. Therefore, her material well-being will directly depend on the quality of the sales department. In order to get the most out of this department, it is necessary to properly organize the entire work process.
It is necessary
phone, computer, program for saving calls
Instructions
Step 1
Recruit professionals who have already worked as sales managers and have good reviews from previous jobs.
Step 2
Distribute sections of a city, region or country (depending on which regions you work with) among employees. Everyone should be responsible for their territory and not touch the clients of another manager.
Step 3
Conduct regular trainings and certifications on product knowledge and sales methods. Have an exam for all employees at least once every 6 months. If the manager fails the exam, you can fire him. This will provide an incentive for the rest of the staff to do better work. Never fire more than 30% of your team at once - this could threaten sales volume until you find a replacement.
Step 4
Set a minimum sales target (it shouldn't be too high). Reduce the wages of those who did not fulfill it during the reporting period and increase those who achieved the best results.
Step 5
Establish strict accountability for the work performed. It is better if managers enter all calls and meetings in a table, one of the columns of which will be the results column. It is better to submit such reports not daily, but weekly, so that the result is better visible.
Step 6
Monitor employee phone calls. To do this, it is better to install a program that records and saves all calls. Deal with the reasons for failure for each specific case.
Step 7
Give a big bonus to the top performer once a year. This will be a good incentive and will not let the team relax.
Step 8
Have a corporate vacation at least once every few months. This will bring the team together.
Step 9
Control the free time of managers. An employee must spend 90% of the working day in negotiations and meetings, otherwise it will be difficult to achieve a good result. Sales managers should not be involved in extraneous matters. Other employees must set up the computer, order stationery and deliver documents. Make the sales department's only job is to sell.
Step 10
Inform that employees must submit a sales plan at the beginning of each month. Of course, it will be very approximate, but it will help at least a little to estimate the upcoming month. When making final plans for the future period, take into account the human factor and slightly reduce the estimated number of sales.
Step 11
Provide employees with the quality items they need to get the job done. For example, a phone, on which connection periodically disappears, can cause a deal breakdown. A morally obsolete computer increases the cost of time.
