Sales team "made without raising" paint business performance is worrying!

China Coatings Network
News: Product sales for
coating enterprises
, is the source of power for the survival of enterprises, and the promotion of enterprise strength can not be separated from good efficiency. But at present, there are still a lot of
coatings
enterprises for sales performance and worry, clearly has rehired experienced sales staff, why performance is still not growing? In fact, if you leave management, no better team can only be a dish of loose sand, so paint companies to create an efficient "golden sales team" is the top priority.
companies already have a sales theory, but in the daily communication and management process, often encounter very big challenges. Managers and front-line sales when checking important projects, first-line sales think that the project profit ratio has reached 80%, and managers based on their own experience to judge the project's profit ratio of less than 20%. Such deviations abound because the sales team does not have a common combat language and standards, and the accuracy of sales forecasts is impossible to tell. Sales people don't really understand why these phases are completed, and what are the criteria for evaluating each phase? "If the sales team agrees on this standard, communication costs will be very low and a common battle language for the team will be formed." Therefore, coating enterprises in the sales management process, to form a unified team language, so that managers and sales staff barrier-free communication, so that the entire team to form a whole.
sales capabilities of many companies are uneven, with most showing the 28th law: 80% of performance comes from 20% of sales. "If there is a system that increases the remaining 80 per cent of sales staff by 20 per cent or 30 per cent, it will provide a significant boost to the company's sales performance." Paint companies first comb out the process stages for the sales base, then identify the specific steps to be completed at each process stage, then identify the sales techniques and sales tools that salespeoes need to provide to accomplish these things, and finally set up a set of inspection procedures to ensure that each process phase is completed. Enterprises to their own sales process to form a set of systems, can copy the sales model, each new person on the job, according to this system according to the gourd painting practice several times, then the new person will soon be familiar with the company's sales process, each project needs to go through what stages, and the new person's order earnings ratio will certainly not be too biased.
is important for sales managers to improve each salespable's ability through coaching, understanding the differences in abilities and skills of different people is key. Sales staff lack of ability is different, but the company's training and coaching are mostly carried out in a unified manner, often with little success. Experienced sales managers should be able to immediately determine where the sales staff's problems are and what kind of help and guidance they need. For example, a salespable a large number of sales opportunities are stuck at the top stage, once they participate in such a large list, the manager needs to step in early to meet with him to see the top, to help him smoothly push the list to the next stage. Other salespeopees find opportunities that are far from sufficient to support their performance goals, and who may lack the motivation or skills to find new customers. Managers should now train and mentor this part of the competency and help the sales individual complete the sales plan, which includes time and performance rules.
for the project-based sales-oriented enterprises, its sales cycle is relatively long, the movement of personnel is difficult to avoid. The sales system can help new employees connect the company's customers and avoid the company's losses. When a person leaves, the manager or the take-over colleague can check the core projects and progress of the sales system with the original sales person one by one, and if he can cooperate with the CRM system, he or she can better help the company maintain customer assets or not lose new projects.
In fact, whether online or online, paint companies have to their own sales process to form a system, a replicable sales model, which forms a sales team's professionalism and execution has greatly improved.
Conclusion: Many paint companies spend a lot of money on the construction of sales team, but in fact, the management of sales team is the more important link, otherwise the excellent team out of effective management, in terms of enterprise development is also not important.