The head of the sales department is the link between the director and the managers of the company. For the implementation of the sales plan of the organization, he is solely responsible to the management. The profit and prestige of the company depends on the correctly chosen strategy of department management.
Instructions
Step 1
Assess the potential of each employee in the department. If a subordinate knows how to effectively negotiate at the level of top officials, entrust him with the role of a corporate sales manager. If a certain employee has a talent for smoothing out any conflict situations, assign especially demanding clients to him - for sure there will be such clients in the list of buyers.
Step 2
Remember the rule, 20% of employees provide 80% of the plan. This is your asset, you need to strive to keep it in the workplace, no matter what. To do this, think over a motivation system. Motivation is different for each employee of the department. It is important for someone to be praised for a job well done. For some, the award will be the defining moment. Someone first of all needs independence in making decisions, for example - authority in the system of discounts for a client.
Step 3
Be sure to conduct sales training for your department staff. The frequency is individual, usually once a quarter or six months. An unscheduled training can be conducted if a controversial situation has arisen and new strategies need to be developed before the next training.
Step 4
In order to monitor the implementation of the plan of each employee of the department, introduce a reporting system. It can be daily, weekly, or monthly. In order for the reporting system to be an effective lever of sales management, teach employees to set plans correctly, and only then report on them. Then everyone will be able to see where it worked effectively, and what points need to be improved.
Step 5
Introduce corporate events into practice. It can be not only traditional feasts before the holidays. Organize regular trips to the cinema, theater, or nature trips. This will increase your rating in the eyes of your subordinates, in addition, there will be an opportunity to get to know each other better, in an informal setting. Perhaps you will learn a lot about the personal qualities of employees, see new incentives. This will be useful in the future for effective management of the sales department and ultimately increase profits.
