Sales is the lifeblood of the company , without the company's sales may not live . Behind a result there are sales people behind it . Good sales targets and achieve excellent sales exceeded the target .
While there are elements of luck and blessings in disguise , not always and should not be relied upon . That should be a mainstay is the power and performance of the sales team . How does the company formed a team that we call Super - Team Sales Forces ( abbreviated STSF ) . STSF without being chased will demonstrate high performance for exceptional performance . How can we have a reliable STSF that's what we're talking about this time .
First , recruitment . A seller must have a big ambition would always be a winner , do not give up . If he is a beginner it can be seen from the scores in school if he went in the top three best . If he had experienced as a seller if he has a track record as a salesman or saleswoman best . Then we also need to know the motives concerned in the work .
Is just filling time rather than unemployed , or for the experience or to earn a living to support his family and help parents or siblings . Motives are those that work best to build careers become important in the company , achieving a high level as a manager or director of the company even top leaders . Combined last two motifs are the most good . Surely the work would earnest, insistent , not arbitrary .
Second , training . Training includes knowledge about the company , products and overview of the competition , as well as engineering skills to offer and sell , and how to deal with customers including overcoming rejection . If possible , can also invite speakers well -known motivator who focus on sales and general in order to explore and encourage potential sellers to be an outstanding and superior .
Training is not enough with the class - room trainingakan but also in simulations and role-plays . On-the - job training also needs to be done after the relevant acceptable . Aside from being a well educated individual as a member or part of a team in the techniques of team - dynamics ( team dynamics , interaction , co-exist ) .
Third , mentoring early stage . The initial stage is a crucial stage . How salespeople who have escaped and been through the training begin applying or implementing all he had learned into practice .
Someone who master the theory does not necessarily guarantee or can not master the practice in the field . Mastery is personal theory , practice in the field interacting with others who do not rarely react unexpectedly . Olehkarenaitujika possible in the first few months were considered sufficient , salesman or saleswoman in question accompanied by an outstanding senior to guide him .
In order for the mentoring is done in earnest then the seniors need to be given incentives , if a salesman or saleswoman who mentored successfully with especially good sales record is very good and he received an award as the best mentor with a gift that is quite valuable . Once considered enough time - should not be more than three months - the salesman or saleswoman in question can be removed by yourself.
Fourth , monitoring . Monitors can be done through a written report and a visit to the market , to customers . How acceptance and their assessment of our new salesman or saleswoman . Comments good is not enough , it must be proven with good relationships and increasing sales orders , is a testament both qualitatively and quantitatively .
Furthermore , both for the individual salesman or saleswoman or in teams can be made a sort of matrix or quadrant in three columns : low, medium and high above the line and below the line into the desired qualifications and achievement ( results achieved ) .
Task supervisors and sales managers are located in the column shift to medium low , and then being to high. Rotation to other regions ( geography ) as well as other domains ( demographics ) will show and prove where the salesman or saleswomanyang worthy or fit to be a member of STSF . Fifth , rewards . Tim is a seller that will determine the company's progress in real terms . Remember high sales , make the company great.
Therefore they need to obtain an award of compensation in addition to the general . Praise with words alone are not enough . Award must betulbetulberharga , baiksecara maupunnon material - material . The award is given to teams and individuals and should be enjoyed by their families so that the family can also be a driving force for a salesman or saleswomanuntuk achievement .
Outstanding awards given in an annual awards night event for those who are in the top three . Costs incurred for STSF may be considered quite high and excessive , but we need to realize that they are - they are making a big company , therefore, should be seen as an investment that will return not as a mere cost . ( okezone.com)
Reference:
http://www.ciputraentrepreneurship.com/penjualan-dan-pemasaran/strategi-membentuk-tim-salesman-yang-kuat
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