Current cases: mentioned last year, after the Spring Festival of the field "company upheaval", Hebei xinji new age Commerce Zhao Xiang Manager still fresh in my memory, thought, just as in several business staff separation, does not have any effect, but did not think that the situation is exactly the one market is therefore premature. In the separation of the salesman has to get in there to the High Commission, to the dealer of "excess" yahuo, also behind the promises many companies support. After its departure, the company found that this type of problem, but it is too late. Dealers have seen companies support is not in place, would have thrown the goods at the price, the market is also so. How to treat the business staff separation this problem and how to avoid sales turnover on manufacturers credit? sales turnover, should be how to arrange the transfer process on the stage we specialized? discussed the Merchandiser separation effect on customer management, in this issue we will leave around the salesman on the maintenance of the market.
Etiology: misconception-business is running soldiers
On the one hand, the shipping and billing, on the other hand was tensions and dismissal. Many enterprises operating in the busy, but the "bottleneck" talent is still common in many enterprises face the challenges that cannot be exceeded. Why would such a serious brain drain?
In fact, we all know that personnel management is an important market management. But there are some enterprises, the use of the salesman is strong on randomness in management also lack scientific. Performance: every day, at any time terminate; recruitment features 2: dinner with every customer, they may not know the full name of each sales; performance three: amateur tube, financial back office as the "boss". In addition, there are of course many other issues.
When bosses distressed sales will not, and is not a review of its management of dereliction of duty, but rather blame salesman not quality, not capacity. So they often replace the salesman, including "top salesman" Sales Director, they expect newcomers join can bring hope to the market, as everyone knows, this approach on their own market is the largest.
【 Prescription a 】 salesman, nor is the boss of another customer
Emphasis on sales, despise salesman's this problem in the sugar alcohol sector of many SMEs have particular prominence. In its view, the salesman's leaving more to be understood as a "mobile" instead of "loss".
Analysis of any company's success, it is not difficult to find, in addition to opportunities, ideas, and other factors, the best sales talent or brilliant marketing team, is the essential factor for success. Pay attention to talent, not just to stay in the verbal, but also in the ideology has heightened awareness, but also in practical management implementation. I recommend that every business owner should keep sales as customers, serious respect, warm treatment. Only respect for the benefit of creators to potentially obtain greater benefits. (Li-Jun)
【 Prescription 2 】 good into man
Salesman's loss, the effect of the enterprise is large or small places exist, we need to do a good job this link checks, into the human aspects should follow the "strict into wide out" principle. As long as into the company's door, is the company's own people. With this kind of mentality that sales of natural wastage rate will decrease, its impact on the company's turnover will naturally decrease.
Of course we also need to understand that the goal of human resource management, deliberately reduced or increased turnover and job hopping rate, while maintaining mobility is in order and in orderly flow, so the quality of human resources has increased steadily. (Chapters available)
【 Prescription three 】 Festival, keeping the most important
We picked the right person, but also to remain good. In the spring season, sales of flows to be ground carefully. From the perspective of management costs, the cost of stay is less than the elderly to recruit new members the cost. (Yang)
【 Prescription IV 】 reasonable distribution service staff permissions
Setting up all the back office to the salesman with service, reasonable planning business staff permissions, both flexible and regulated appropriately, keep away from hard re business people feel great support internally, it is warm, have great role in promoting.
Cause: check errors-to performance on Heroes
"Market and competitors will not give my time", this is a lot of the boss of the enterprise. Performance in the talent assessment, many business owners have very short-sighted that they want the proves a to post achievement could be out for sale. In this thought's guidance, even in kuaixiaopin industry "with customer candidates". This is the problem of recruitment, as well as the future market potential maintenance laid.
This purely performance-indicators of evaluation system that is widely used in many small and medium-sized companies. Refers to a boss says, "my company is not a training school". It is understood that many businesses still perform sales no basic salary, Commission management, which also resulted in lower operational personnel loyalty, in the interests of luring presence, shaken up loyalty.
【 Prescription a 】 to developing employment
For operational personnel assessment, should develop a system of standards, in addition to performance evaluation, you need to increase the basic quality, real life and personal growth potential, and other aspects of evaluation. And, to a reasonable set of evaluation period of probation, the short-term didn't let go of performance is not rational, it is a waste of resources.
About our company's management mode. Usually the first month is a probationary period, generally do not cause basic task, but will cause the market survey class work, need to be filled as the regional market research table "," marketing week plan "," market monthly plan "and other forms, request new induction work focusing on the basis of market sales, understanding the market consumption habits, consumption characteristics, master of competing goods in
Price system and promotion efforts and methods, and so on, its purpose there are two points: one is the accumulation of market information for the company; the second is to develop business personnel and pragmatic style of work. We want to pass a comprehensive evaluation to measure the pros and cons of operational staff capacity, to explore its potential for the company development culture reserve forces.【 Prescription 2 】 enable reasonable dynamic performance management
The "exploding cartridge" issue, probably mainly in Sales Manager boss. As superior, blindly pursuing sales of upgrading will also evaluate the sales result in an error. Many enterprises have a good mind, hope that a customer can create marketing miracle, but this probability is very small, mostly hidden deep behind the "prosperity." So when a dealer purchasing these supernormal "pie in the sky," good thing, to be calm and think that the dealer is to encourage, the salesman do you want to go yahuo.
We want to have the proper market capacity, divided into different market marketing tasks during the period of the arrangement, to the previous period of detailed market research. We have to fade, the different formulation sales season, according to each dealer situations and take the goods smooth inventory purchase amount reasonably determine it. Cause: the process defects-departure, no rules
Many enterprises in the sales office and resignation are relatively freely, there is no strict process specifications. So before you leave, how to do a transfer after leaving work? sales, how to make their impact? these are enterprises need to think about issues.
【 Prescription a 】 salesman to read leaving compulsory
For sales, turnover and display important personal qualities. How to market delivery work? clear separation of duties and responsibilities before. Do not advance or irresponsible stretch. The last two weeks as of the companies he works with the graduation examination. Put your business and customers from a list of the documents relating to the classification, as far as possible, the letter cleanup to be substituted to provide maximum convenience. (Li-Jun)
【 Prescription 2 】 company to standardize the departure procedures
Step one, we want to inform customers about sales turnover of messages, the primary purpose is to prevent sales to deceive customers. Step two, business personnel once separated, their cell phone numbers should be transferred to the company plane. Step three, sent to all customers, business manager of the turnover affirmed, and the new customer service and consultation contact phone. Step four, or even to some of the top left, you can also press conference held on customers. (Cuizisan)
【 Prescription three 】 turnover, not centrifugal
It is understood that the salesperson of Shaanxi Tianju company management is unique in that the company had an unwritten rule that treats each separation of company personnel, also as with staff, such as in holiday sent blessing has developed a practice or the invitation to participate in the company's various cultural activities. Their concept is, as long as it used to be a member of the company tianju, perhaps only work one day, but the company won't tianju forget his contributions and pay.
This concept, the biggest benefit is the combination of people, reduce turnover account executives for market implications. (Chapters available)
Cause: the credit crisis-and trustworthy, not just a call
Some business people always make such mistakes: beyond the terms of the dealer undertakes, in return for complete sales tasks. Many enterprises are in the problem of handling the error, it results in damage to your own corporate identity to carry a "prestige" stigma. Salesman's terms what? what falls within the scope of its management? a problem occurs in Word students checkout the Rep did not come into force?
Of course, did not rule out the possibility that this is part one of enterprise's marketing strategy. They will frequently clerks transfer, sales out of the market, existing commitments will therefore fail or become producers the best excuse himself from the dealer. Although suffer suffering is the retailers, manufacturers are not so good, he will give up a market.
【 Prescription a 】 specification written reporting system
We must understand that the system of the enterprise is the only effective way to market maintenance. It should be said that many enterprises in the management of the system stores, but more a mere formality. We can't put the "good faith" merely lip service, but also to improve the system, to be protected.
Need to emphasize that the business processes need to increase various written reports, any commercial business with all the information in writing. On this point, you can contract the vendor; but also to enhance the level of management, sales on level leadership signature even seal as a basis for implementation. As part of the increase, may work efficiency would be affected, but still insist. Because efficiency is not able to streamline processes, increase the risk for the price. (Li-Jun)
【 Prescription 2 】 "tracing" horizontal AC
About our company's management model, the company's internal sales staff at all levels of management, the conditions have the destination Exchange "horizontal" and "offsite service" management mode, "111" internal communications engineering. That is, a marketer, in only one region or market served in a year, that is, communication to other regions or market the same level. This means of communication, not only to promote internal between motivation and learning, and can effectively avoid internal "corruption", makes it easy for companies to identify and solve problems.
【 Prescription three 】 taking a step further
"Your company then come to my market, I will break his leg!". Facing the dealer this shout, many companies are likely to encounter. How to solve this kind of hangovers? principle should be to "guarantee market each step back".
> If the dealer has more backlog old goods, manufacturers should be responsible for the digestion of a portion, if you want the dealer and then into the new goods, it should also have a new preferential policies. Maybe do this market manufacturers no profits, or even lose money, but they saved their market, they saved their money-making opportunities in the future.
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