Marketing: nine key points about the construction of sales team

Core tip: the construction of the sales team should do the following nine points: 1) first to the person after the event, clear responsibility, everyone is responsible People's management is the most difficult, especially for experienced salespeople The purpose of sales team management is to do things well and achieve the company's goals, that is to say, to manage things well, so that the sales staff can achieve the company's desired goals and achieve the goal of sales team management Therefore, all objectives, including sales objectives, must be broken down to the responsible person, and everyone is responsible for their own objectives Through the management of things to achieve the purpose of managing people 2) Results oriented, quantitative management Sales target Which is the price of Dajin diatom mud Recommended brief introduction: which is the price of Dajin diatom mud? How to buy genuine diatom mud? Guangdong diatom mud agent suggests placing a basin of cold water in the air conditioning room, so that the diatom mud wall can breathe effectively The feature of the breathing wall is obvious When the indoor air is dry, the diatom mud wall will release the absorbed water quickly Put it out to help regulate the indoor dry humidity It is suggested to place a basin of cold water in the air conditioning room, so that the wall of diatom mud can breathe effectively The feature of the wall that can breathe is obvious When the indoor air is relatively dry, the wall of diatom mud will absorb the water Paint Home News: the construction of the sales team should do the following nine points: 1) first to the person after the event, clear responsibility, everyone is responsible People's management is the most difficult, especially for experienced salespeople The purpose of sales team management is to do things well and achieve the company's goals, that is to say, to manage things well, so that the sales staff can achieve the company's desired goals and achieve the goal of sales team management Therefore, all objectives, including sales objectives, must be broken down to the responsible person, and everyone is responsible for their own objectives Through the management of things to achieve the purpose of managing people 2) Results oriented, quantitative management Sales objectives are broken down to stores monthly as the basic unit, and sales personnel at all levels are responsible for their own objectives The shopping guide is responsible for the stores promoted, the business representative is responsible for the area under his management, the city manager is responsible for the whole city, the provincial manager is responsible for the whole province, the region is responsible for the sales volume of the whole region, and the sales director is responsible for the whole country The premise is that the formulation and decomposition of sales objectives are scientific and have strong enforceability We can fully tap the potential of the sales team by setting a higher target, rank and assess the target completion rate, punish the downstream, encourage the midstream and reward the upstream Just like the student examination, the test questions are very difficult It is the same for each student, and it can also be ranked according to the scores The other is to set a lower goal Most of the people over achieve it, which can boost morale and rank the completion rate In a word, no matter the difficulty of the examination questions, the final winner is the top one Be sure to take the exam, or you won't know whether it's good or not All sales staff participate in the digital target assessment The management of the sales team is result oriented and responsible for its sales objectives 3) The ranking of sales year-on-year growth rate reflects the performance of the sales team fairly and simply The big taboo to personnel management is unfairness If the sales target is set unfairly, the sales team will be inherently unstable For example, the basis of 2-guide stores is different, and the target task is set the same, which will cause the turnover of guide stores with poor basis The year-on-year growth rate of sales is that everyone is compared with their past, compared with the speed of progress, lagging behind will be hit The overall average growth is 300% Why is your region only 30%? For this kind of market, we need to analyze the reasons and take appropriate measures 4) For the market requiring special rectification, the target assessment can be set up separately The market that often needs to be vigorously adjusted, when participating in the one size fits all assessment, is even worse, which is not conducive to the cultivation and adjustment of the market, and can only cause further deterioration and frequent turnover of business teams This kind of market can be separately reported to the company for approval and independent assessment 5) Based on the store management, all management assessment is based on the terminal store To solve the problem of terminal stores, sales will form a virtuous circle The breakdown points of sales promotion of terminal stores include: single product distribution barcode implementation, retail price management, display implementation, shopping guide management, out of stock, gift management, special display, promotion activity implementation, etc each management is refined, and "mysterious person" inspection is set up, which is fed back to the headquarters and sent to the local for rectification, re inspection, re feedback, re rectification, and so on The Audit Department of the company can set up a terminal store audit team, and the "mystery man" can hire local college students, with a basic cost of 10 yuan / store, to check as a customer, and can check all items at the same time The setting of the mysterious person can effectively avoid the fraud of local managers, strengthen the management and control of terminal stores, and also play a supervisory role for dealers 6) For the management of shopping guide, the proportion of expenses and sales volume can be set to assess the local sales personnel at all levels The fast consumer goods industry has a large number of guide shoppers, a large wage cost, and a high monthly expenditure of promoters' management fees If the management is out of control, it will cause great losses to the company For example, we set a cost proportion of 8%, and the guide salary accounts for less than 8% of the sales, as a hard indicator to assess the local manager It can effectively avoid the phenomenon of disorderly shopping guide and false report At the same time, it is very effective to use "mysterious man" to check whether there is false shopping guide in the store A few spot checks can play a very good deterrent role 7) Establish a system of shopping guide training and certification, and build a professional, efficient and stable terminal Iron Army With the improvement of sales ability as the core, the headquarters strengthens the development of sales promotion scripts, and effectively transmits them to the front-line shopping guide, striving to achieve the point in place, colloquialism, foolishness and practicality Arrange "mystery people" to check the implementation of shopping guide script as customers To guide the purchase of junior high three-level certification, so that guide to improve the space, give different material and spiritual double rewards 8) Arrange national theme terminal marketing activities every month The advantage of thematic marketing activities is that the whole country can make a concerted effort, build momentum with each other, improve the terminal potential energy, and compare the implementation effect of different regions to make a national comparison Thematic marketing activities can stimulate consumers' continuous attention to the brand and avoid the stimulation fatigue of long-term special price and stacking to consumers The minimum price limit system shall be implemented for the special price, with various forms of activities It is strictly prohibited to continue the special price activities for the same single product Through the implementation and management of thematic activities, especially the evaluation of the effect, can effectively manage the sales team 9) The enthusiasm and morale of the sales team are the basic conditions for an efficient team Building a high morale team is a systematic project First of all, we need to recruit employees with optimism, courage to challenge and initiative Second, set up a model and model to stimulate the potential of the sales team You can do what others can The third is to choose the leader of the team If the leader is listless, don't expect his subordinates to be vigorous Fourth, do well in training and cultivate a win-win culture Fifth, we should do a good job of encouragement and punishment, praise the advanced, spur the backward, and improve the whole Why is it so difficult to attract investment by analyzing three typical models of Chinese enterprises and brand strategy development? 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