For Sales Management

Karen

看了一篇关于销售管理的文章，想和你分享：

 

1.     Process Oriented, 销售管理者要善于整理出成功的销售流程和模版，并帮助每一个销售人员坚持执行（所以我们的销售流程和模版应该是一个不断的总结和更新的过程）。

2.     专业销售管理者的素质，见下面列表，虽然感觉象是对国家总统素质的要求，但是有目标总是好。

3.     销售管理者要激励别人成功。

 

觉得有用的话，再和别人分享吧。

 

Victor

 

 

The "Perils of Promotion" to Sales Management
by Dr. Rick Johnson

Let's Face Reality

The reality of the situation is simple. The majority of sales people are not managed well. An effective sales manager will be process oriented. They understand that success in sales is driven by best practice and best practice is built around process. Sales effectiveness depends on predictable and repeatable best practice. An effective sales manager will create the kind of culture that negates the inherent aberration by sales people for process, structure, detailed and documented action planning.

Effective sales managers must have skills beyond those required to produce increased sales.

Skills of the Professional Sales Manager

Highly Self Motivated

Optimistic

Excellent Leadership Skills

Skilled at Coaching & Mentoring

Calculated Risk Taker

Listens Well --- 80% of the Time

Plans Well & Communicates Plans Effectively

Ability to Think Outside the Box Because They Know What Goes on Inside the Box

Always Lives Up to Commitments

Always On Time With Assignments

Exceptional Positive Attitude (Does Not Whine or Make Excuses)

Excellent Communicator

Inspires Excellence in Others

Strong Social and Interpersonal Skills

Honesty & Integrity

Embraces Accountability -Self and Sales Personnel

Develops Trust and Respect by Showing Trust

Respect for Employees

Sales Managers Must Inspire Others to Greatness

Effective sales managers inspire others to greatness. We all have egos but effective sales managers control their own egos and recognize how to utilize their understanding of people to inspire peak performance. They are confident and have high self esteem without demonstrating arrogance. Effective sales managers cannot be ego driven but they must command a presence when they walk into the room. They are not only compassionate but they are passionate about success and they make every effort to coach and mentor their team.

 

Their attitude about success is the primary ingredient to success and developing that right attitude is a skill set that can be learned. It requires putting the customer's needs and the sales person's needs ahead of personal needs and yes, often putting the customer's needs ahead of company's needs.

 

An effective sales manager will build enough relationship equity with their sales force to be able to provide effective coaching and mentoring in reviewing the sales person's activities. They understand that you must manage activities and measure results. This coaching and mentoring process includes buddy calls, monthly territory reviews that provide support and resources to leverage individual sales talent.

Leadership skills are extremely important to effective sales management. The ability to recognize the need to adapt your management style not only to individual situations but also to the individual is a key to gaining respect and trust from the sales force. This is a learned skill. Failure to seek out leadership skills training can be detrimental to success. A prerequisite to success in sales management is the ability to recognize talent and develop that talent. An effective Sales Manager will recognize talent and is willing to help develop that talent to reach its highest potential. They also prune the garden effectively. This means they hire well but fire even better.