SALES SYSTEM: HOVER ORDER IN THE DEPARTMENT PART 2. MOTIVATING EMPLOYEES
We continue to make your sales Department the strongest link.
In the previous article we talked about the implementation
2. WE MOTIVATE EMPLOYEES.
Do you have a strong feeling that your employees are incompetent?
They are not able to solve the simplest issues on their own, do not want to take responsibility, “old men” burned out. In the sales Department, there is a frightening turnover that will not lead to good…
It’s time to introduce ruthless methods of personnel management! Today
together with Kirill Martyanov, we will discuss ways to:
and non-material motivation, learn how to deal with the “stars”
we will fix mistakes and increase the number of your sales.
Kirill Martianov is a business coach at Moscow Business School, founder and CEO of the marketing Agency Info4business.
LET’S GET RID OF THE TOP 7 FIRST
HIRING A FRIEND OR RELATIVE
FAILURE TO MAINTAIN DISTANCE WITH SUBORDINATES
THE TOTALITARIAN APPROACH TO THE MANAGEMENT OF
APPOINTMENT AS HEAD OF DEPARTMENT
EXPECTING EMPLOYEES TO TAKE” YOUR ” APPROACH
SEARCH FOR STARS AND TELEPATHS
LACK OF CONTROL, ENGAGEMENT, AND ANALYSIS
WORK OF DEPARTMENTS
If you allow them, you can easily fix them.
HOW TO GROW A SALES CULTURE
IN ORDER FOR A PROFESSIONAL TO COME TO YOU, YOU NEED
Present the advantages of working in your company,
and a great person will respond
STARS NEED TO BE RAISED BY THEMSELVES
Let’s get rid of cockroaches in the head: there are no perfect
employees, generators of regular orders. With them you need to
work. A person will not solve all the problems at once, it is only worth it
hire. You need to put your strength into it
The seller, like the business owner, must think about profit,
sales, clients. Define your company’s goals
and every employee
YOU ARE SELLING THE PERFECT PRODUCT / SERVICE
FOR THE CLIENT
Your employees should be fired up by the idea of your brand.
If you have a non-unique product, focus on the service
BECOME AN EXAMPLE
Ignite your employees with your energy
on the result, activity and involvement in the life of the Department
FIND KEY EMPLOYEES
Find out what potential, experience, and successful cases you have
for beginners and “Oldies”. Offer new ones to experienced users
tools, increase your sales plan if easy
they manage. Let’s reveal the secret: it must be
a little impossible
THE TEAM IS DIVIDED INTO:
LOYALISTS who support you in everything
INFORMAL opinion LEADERS
the team. Can as a positive,
so and negatively affect your sellers
TERRORISTS who do nothing
PLANKTON, whose work is not clear,
does he do it or not
WHAT TO EXPLAIN TO EACH EMPLOYEE
DEFINE PERSONAL GOALS.Sell to an employee
his work plan is based on personal attributes of success.
After all, with the help of salary and interest, he can buy
travel, car and apartment
THE LEVEL OF YOUR OWN UTILITY.Explain,
how it generates money for the company. And so,
how much he earns depends on each of his actions
THE SELLER MUST BE A SPARTAN WARRIOR.
Explain that people work here and have a skill
self-organization. If someone is not satisfied, you can search
other companies that ask less and pay less
You can not sell without emotions, understanding of desires
client and listening skills.
YOUR TEAM IS SPECIAL.For persuasion,
that your team is the best, use the theory of excellence.
People themselves are drawn to a privileged group,
to emphasize your uniqueness
RESPONSIBILITY WITHIN THE POSITION.Explain,
that invoicing a customer for 5 hours is not suitable for you.
Encourage positive employee initiative and desire
take responsibility for your actions
FASTER, HIGHER, STRONGER! INCULCATE
COMPETITIVE SPIRIT IN THE TEAM
MOTIVATIONAL BOARDS WITH A PLAN.They will show you
each employee’s results for a week, month, or half-year
TITLES AND AWARDS.Desire to be a leading Manager
will make any seller more efficient
SELECTION AMONG THE TEAM.Give the winners the best
armchair or corporate car
PLANNING AND SUMMARIZING THE RESULTS OF THE DAY.
It will only take 20 minutes, but it will help you keep everyone on their toes
INTEREST INCREASES FOR A CERTAIN PERIOD OF TIME.
Let the rating leader get 2 or 6 percent more
from sales next month
Let’s figure out how to behave with newcomers and “Oldies”.
WHAT TO DO WITH BEGINNERS
TEACH A PRODUCT
TO INTRODUCE MENTORING.Do it yourself or charge
to a specific seller
PROVIDE SALES SCRIPTS AND A CHECKLIST OF ACTIONS.
We wrote about them in detail in the previous newsletter
GIVE ACCESS TO THE SALES BOOK.It contains
all regulations and options for actions in all situations
TO REVIEW THE PERFORMANCE OF YOUR SCRIPTS
SET INTERMEDIATE GOALS.Set a plan
development: what an employee should come to in revenue, skills
and skills. It can also be new clients, trips,
REGULARLY CONDUCT TRAININGS AND BUSINESS GAMES
HOW TO KEEP THE BEST EMPLOYEE
IN THE COMPANY
TO PROVIDE CAREER GROWTH, AN INCREASE IN INCOME
AND FUNCTIONALITY EXTENSION
ASSIGN A MANAGER IN THE REGION
REALIZE YOUR DREAM.Help with the purchase of a plot or car
TRANSPARENCY OF EACH EMPLOYEE’S WORK.
Keep track of who brings how much, on the motivational Board,
and know who to pull up
PUBLIC ANNOUNCEMENT OF RESULTS.Declare
stakhanovtsev-people love praise and get infected with it.
Punish for failures – next time the guilty
they will try to do better to avoid humiliation
PROMOTION.Many will be happy about this too
ADDITIONAL PERMISSIONS.Give away VIP clients
the most trusted and best
THE RIGHT OF FIRST CHOICE.Let the employee be first
choose a vacation
GENERAL COLLECTION OF OPINIONS, KNOWLEDGE, AND ARGUMENTS.This will give
you will get more customer reviews, add to the sales Book, and allow you to
work out customers ‘ objections and add competitive information
map. And most importantly-it will help each employee feel
I consider myself a valuable ideologue and initiator
PERSONAL COMMUNICATION WITH EMPLOYEES.Set aside 5 minutes
a week to talk about common topics with each employee
NO DOUBLE STANDARDS
EVENTS WITH CLIENTS.It can be Hiking, football
MOVIE AND THEATER TICKETS
PAYMENT FOR FITNESS CLASSES, DENTAL SERVICES,
HEALTH INSURANCE AND EMPLOYEE RECREATION
TRAINING SEMINARS AND TRAININGS
ASSISTANCE IN FAMILY MATTERS. GIFTS FOR THE DAY
WEDDINGS, BIRTH OF CHILDREN
BONUSES.Gradation of percentages for over-fulfillment of the plan
ALLOWANCES.Can be entered for the length of service, professional
characteristics. Some reward you for not using it
sick leave and vacation
PAYMENT FOR ACHIEVING ADDITIONAL GOALS.
RESULTS’.Encourage them to increase their customer base
or the average purchase receipt
Today you learned how to grow valuable sellers,
motivate them in all ways, and therefore force them to
they sell more. We continue to improve your Department!
In the next article we will look at brisk selling technologies
beliefs and influences that work even in a crisis.