must hire salespeople who can establish, for themselves, goals and know to make decisions about how best to achieve them. Only sellers who can set goals, you can have a real advantage over competitors. The pro-activity, seen as the ability to make things happen, it is an undeniable advantage.
The higher productivity of the sales team is achieved through their effectiveness. The effective salesperson is measured by its ability to contribute to achieving team goals, not their individual production. Recruit ordinary people produce extraordinary results abnormally for the team if possible, avoid the "stars" because when they go off, ran the team.
If you as a leader knows "what must be done ", and sellers know" how to "(make your intelligence, imagination and wisdom in results), is well positioned to compete successfully.
Always check your sellers have been able to identify the real need or problem customers, and that they are offering the product containing the satisfactions or solution. In this capacity lies the strength to win new customers.
The executive and its vendors are effective if they can concentrate their strengths and talents on what's important (opportunities), not in the urgent (problems).
The executive must produce ideas, information, knowledge, strategies and plans for the sales force. And, it must know how to turn them into results. So the key is to know the executive recruiting and selecting salespeople who know how to achieve the objectives and targets, tactical skill.
Give greater weight in the selection of vendors, the ability to discover opportunities, the que recurren a las excusas y pretextos sobre el entorno o el mercado, son los menos indicados.
Son los vendedores quienes tienen que convertir en fuerza personal las estrategias elaboradas para explotar las oportunidades descubiertas, cuando saben cómo hacerlo.
La efectividad de la fuerza de ventas permite a las empresas ser competitivas. La efectividad depende de la educación-instrucción de los vendedores. Estos son los que darán una genuina ventaja sobre cualquier competidor.
The contribution that revolves on the results obtained by the executive in charge of our sales team depends not only on its position, also the knowledge they have, what kind of knowledge?
The effective salesperson must know how to take decisions and not be reduced to only take orders from the executive in charge. Each new project, each new growth plan requires us to have to make decisions: what kind? The seller is a specialist in your work, and it is assumed that by virtue of their expertise and knowledge is in better than any other to solve a convenient, effective manner.
So in addition to select, we must develop a smart, educated.
0 comments:
Post a Comment