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The sales manager creates the work environment

If you have been appointed recently, sales manager should be aware that you have the option of producing the work environment in which the sales force will find or not their motivation. If you do not know, it's time to recognize it and becomes aware of it: with your work, you create that environment, positive or negative, active or passive.

For those who have worked as vendors or as a clerk in this area, naturally assumes a role of sales manager's job is the need to motivate sales force. Unfortunately, this is impossible, for the simple reason that we can not motivate anyone, just so the seller can not motivate the buyer. Psychology teaches us that people do the things he does for his own reasons, not ours, so we can not motivate anyone, but we can create the environment in which they show the motivation: the people to motivate themselves, and depending on the nature of that environment, positive or negative, our vendors will increase their motivation or motivation.

This is telling us that how you set individual goals and those of equipment, strategies and tactics for each of its vendors, guidance and support they provide, have a powerful and lasting influence on your success.

With this attitude, the sales manager is preparing its own success, we must not forget that it is creating the environment for himself, and that was why he was elected to his superiors office: for their expertise, their past successes in sales, and its potential to obtain the best sales force it is able to give him. To achieve this, it must develop in their desire to realize sellers. People want self-made, and only waiting for someone to show them the path. That is "motivation." That comes from the inner world of the person, the seller, the sales manager has been able to help in bailing out its people. That's what it means to be a manager. The achievements that you can get as sales manager, will depend on its preparedness to develop personally and professionally, to their vendors.

How can you develop these skills? First, set individual goals to route to each of your salespeople in the right direction, according to the experience and capabilities of each. You need to know where to find the opportunities and threats to it by the external environment of your industry and know the strengths and weaknesses that have to work.

Secondly, stay open to what you find, decrypt correctly the market. Remember that you now have to see the world through the eyes and experiences of all the vendors with whom they work and who should direct, guide, guide, support, and develop. Each has different strengths. Also the weaknesses of each are different.

Be open to improve personally through those with whom they work. Practice lifelong learning. Read, listen, and communicate with their superiors. If you honestly express their fears and address in which he believes to be followed, will help a lot.

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Contact Management: how to close the gap and Management

All sales executive is already accustomed to receiving from the general management at year-end, communication of the objectives for next year. It is very common so. But one thing to have goals, for example, "increase the volume of sales 20% for more profitable product lines the company and 10% for giving liquidity" and another thing to know what will be done to achieve and how to transmit it to the sales force in the form of instructions that she should know how to run.

make decisions about it, should start by considering the principle of "the three organizations',: sales executive, sales force and the market (territories), let's start by the latter.

market or territory. You will have to analyze each area that integrates the market, taking into account the specific relationship that these territories have been historically with current sales trends (volumes, revenues and profits), quotas and goals. Put another way, the first thing to ask is whether decisions on territory from an exhaustive examination of each area, making two questions: 1) Where are the sales trends? And 2) Where to find other potential buyers to close the gap? Search for answers to these three questions will be what has been called the method of closing the gap.

sales force. The characteristics clearly market identified in terms of purchasing and consumption habits of customers, the activity level of the main competitors and the type or selling system that practices the company will allow us to be shaping the work skills they should have vendors that make up the equipment, it is obvious that the selection of new vendors should be given these powers, apart from nepotism and informality.

vendors that integrate the sales force, they must know what the type of sale that uses your company, what are the activities that make the sales process by which it is intended results, what is the key or essential activity on which must have expertise in implementation, to overcome the other competitors. Sellers who have had resounding success in other sales system does not ensure that you have in ours.

In other words, we must ensure that marketers know how to achieve results, rather than how many new sales techniques known.

Sales Executive. He is the governor, who will lead the sales team in general and sales force in particular, is in charge of its northern sales team. That it requires a minimum of leadership and organization. You should be aware that a bad plan better sales in which all vendors are convinced that one good thing has not convinced anyone.

What most distinguishes a sales executive is effective communication skills, as explained in previous article, and persuading vendors to execute the sales plan as as it is conceived. Your salespeople must be willing to do what we ask the executive, because they have confidence in decisions who succeeded in making the sales manager.

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: That annoying communication up

Please for a moment at the site of your company's general manager, how do you feel you do not know what is happening with sales, if surprised by bad news and consequently, is not well prepared for the answers? This is the reason why, sales executives must put emphasis on communications up.

His immediate boss expects you to provide the information, minimum necessary, it needs to make correct decisions. In that sense, you as a sales executive management should keep abreast of what is happening in the market. That is the purpose of meeting the reports that most executives do not like to prepare and submit monthly. However, this is the formal part of the communication.

There is also a direct communication, called informal communication, expressing feelings, opinions, expectations, doubts, fears and more. It is the communication that occurs from person to person, walking and chatting in the corridors of the company, in the dining room or in transit to visit an important client, with respect to some important event or issue.

However, many executives have bosses too volatile and / or traveler's quite difficult to access because they are not in their offices. Or, you can be the case that you are assigned a region of the country, far from the headquarters, in charge of the existing sales office there. Whatever the case, do or do not miss a week without communicating with your boss at least once.

Today, many media executives have own telecommunications have completely finished with the excuses that were given earlier to avoid communication with the boss. The existing facilities are varied and complete, in terms of allowing us to communicate, data, voice and image, we are already "old" phone and fax, mobile phones, Blackberry, iPod, Internet, PDAs, etc..

send or tell your boss your impressions and perceptions that have on the market, customers and competition, their feelings and opinions about what he was ordered to do, which has experienced observed, or what he wanted me to meet. Que sus comentarios no exijan respuesta, que tengan un claro tinte de “información” para su jefe. De seguro su jefe lo tomará como un medio suyo para sugerir nuevas ideas.

Este tipo de información que usted le brinda a su jefe inmediato, ya está indicando “sus propias preocupaciones”. Le está indicando a su jefe los aspectos y elementos a los que usted le pone mayor énfasis, cómo ve las cosas, las oportunidades que logra descubrir, los problemas que alcanza identificar, y lo más importante, “en qué forma proyecta empezar a mover a su fuerza de ventas hacia las metas (sus metas) y cuándo and how we will. "

In short, you should tell your boss: 1) what is happening in the market?, 2) what should be happening? And 3) what will do to make that happen? Make sure you have the time to achieve what is intended to achieve and the best way to get this time is that your boss will agree with you about what you are doing and where it goes. All this is talking about their strategic and tactical mindset to achieve results. Your boss will consider carefully.

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What is expected of you as a sales manager? Business planning

are few companies that have not initiated a program of continuous improvement in its management process, specifically in the process of staff selection and promotion, starting today the importance of human resources in any organization, and among them, in any area or division thereof. Could be outside the sales department? Impossible, for one simple reason: because it is the only function of the company that generates revenue, income to cover costs, plus an additional acceptable profit.

No company can achieve profitable results if their partners, in our case the sellers, act or play thinking only of their individual goals. It is right that the executives in charge of sales teams, make efforts to develop their individual sellers, sellers to find a way to express their full potential. But what he should appeal to the executive is to see the team as a whole, achieve the goals set for the team, which can only be achieved if the objectives of each vendor matches the company's goal: act in line of action.

The way it works in a company is united and cooperating with each other to achieve the objectives, it is the true human resource management, it is to make a good sales team. Practice policies and business rules, retailers show sincerity to his superiors. Do not waste time complaining or arguing for the kind of sellers that he has had direct, but strive to find ways to make them work together, according to the plan of company sales.

If you are one of the very few newly appointed sales managers whose chief called him during the early months to establish a number of mutually agreed objectives, can be considered privileged. But if that is not the case, can assume that for you there one of two conditions:

1. Even if your company has a well-established program management for results, you have not had an important part of his initiation into the new position.

2. Your company does not have an established management for results.

not be discouraged by having touched him live in either of the above conditions. Make the decision to prepare to design their own program.

Know the objectives set for it. Insist on knowing them. If you have no knowledge of them, see your immediate boss and say, "In analyzing what I have to do, I have to make the following list of objectives (which may be three, four, five, etc., But they are key, relevant and important) that I want to accomplish by the end of the quarter. Surely you have others that I have my past. I think it seems important that we agree in this area so that I can achieve what you want. Please let me make known its comments on the matter. "

If no reply within a reasonable time, phone your boss. At the end of the quarter, send a progress report. Say, "I served with 3 of 5 goals; the other 2 will include in the next quarter. Are you okay? "

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Seller

Today, the sale is a work primarily intellectual rather than physical: as many years of experience, more hours of work and more effort is not enough. The seller must develop and exercise their ability to think and plan specific sales activities to be carried, because the type of sale that takes place so requires, to achieve its quota or goal. Sales action without planning is expensive. Plan, not a cost.

To carry out proper planning, first, the seller should be aware of the activities that make the sales process that continues at the current sales system for which he works. Second, if the seller has made in that old school "qualities Seller of success "is more than likely that still believes that success in sales achieved exclusively upon their individual qualities, divorced from the needs of the customer and the sales process to follow to satisfy them.

The seller must know "see" success, before trying to do, then you must act in accordance with this view, taking into account the impact that each of their actions in achieving of its envisioned future. In other words, the seller must overcome first in the plan: develop your script for success, refine it, polish it and run.

The starting point for planning activities is the establishment of the objective or goal (quota), which determine the amount or volume of sales to be achieved in a period. Whereas, moreover, the average sales amount to accomplish each time you make a purchase, you will have and the number of closures you must do to meet its quota for the month. Then you must set the method will continue to achieve its quota.

The sales professional will use a key: The Visiting Plan Report, which lists customers or where the seller plans to go during the day, week or month.

Depending on the importance of the customer, the magnitude of the order that they anticipate the information and advice which you intend the answer to a previous objection and other factors, the seller will define the time that should be devoted to each of the planned visits. The concern here is the good use of resource time: produce as much output per unit of time.

sales All visitors must have a goal. Unless the seller has a reason specific which makes the visit, not how to measure the result of it. Forget the routine visits without rhyme or reason: "I stopped by to say hello and between," that only condemn you to mediocrity.

Since a visit that is effective or not, this will be the basis for the continuation or modification of the sales strategy. Four questions to answer after making each visit:

 What happened during his visit?

 What should have happened during this visit?

 What should you do to make that happen, and when?

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Sophie Ellis-Bextor - Starlight and Revolution


Well after much delay finally leaked (unfortunately) two songs from the long-awaited album by Sophie Ellis-Bextor, British singer known for his great success in 2001 called "Murder on the dancefloor" these two songs filtered in a few days ago Popjustice forum, the good thing is that the songs prometene that this album is danceable and with influences from the 80's, here are the two songs that went on youtube, enjoy.

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A rare and interesting experimental song by this band of early 80's, this issue is a B-side of their first single "Tar" from 1979 is so rare it has never appeared on any compilation CDs, found only in its original format , 7 ", here as I leave this song with your video.

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The seller, in competition

Wherever there is any individual or organization that seeks to conquer a market or a particular customer as we are also of interest, then, we say that we are in competition.

His strength, in this situation depends on how much you know the advantages of your product or service compared to the competition, this obviously requires preparation, research and update the attributes most needed by the market that address needs and concerns of clients and brands that are most attractive feature: Each brand, what attribute is strong or weak? Do you, Mr. Seller, you know?

is not necessary to speak ill of the competition to win the game: you can lose a sale, but not a client, that's what should interest you. The possibility that competition eventually make a mistake, or move a seller, there it is there when you can enter.

Keep track of what he should or customer interest or get distracted by other brands or competitors, do not worry, instead, take care in doing his work for the client and win anyway.

When we are in competition, racing and competing with another, then we need a strategy that allows us to provide customer satisfaction, ahead of the competition in his attempt to do the same.

When you are in competition, even if it is rough and difficult, do not look or focus on the obstacle (the competition), keep looking at the client (the target), your need, your problem, your discomfort. If you can give satisfaction, settlement or raise your discomfort better than the competition, you will definitely win.

salesman visiting a customer or "captives", lives mainly selling situations, in business, who is mainly in competition is its marketing department.

A seller who always visit potential customers or new, live mainly in competitive situations. Then, the seller needs to be prepared to handle and manage this type of situation in which rivalry is the disturbing aspect: to master the work of prospecting and the collection, processing, interpretation and transmission of information.

What is the impact on the market, territory, competitor activity and ours? Is it relevant or irrelevant?

• Seller. Represented by their competencies (knowledge, skills, attitude), their ideas and beliefs, their ethics and morals (values).

• Customer. Defined by their buying motives, their particular buying process that continues to make purchases.

• Competitor. Represented also by their competencies (knowledge, skills, attitude), their ideas and beliefs, their ethics and moral weapons to tarnish our message.

Note that in a competitive situation, the vendor is against two factors that are external to their business, ie, two factors that are beyond its control, including: customer and competitor. Each of the two, with their own sources of changes which require the seller to be very alert about new trends, positive or negative, that is present in both.

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Management: Already a sales manager - management

In the previous article we mentioned that you are in this position, sales manager, to serve two purposes: communication and leadership. We speak in one of the communication. In this article we will address.

The Management. Direct, means driving a sales team into the future, using the imagination to take a different path to that by now have passed. That way forward is composed of a series of decisions and activities to be implemented now, but effectively, in a disciplined manner, following an order and subject to a plan, a sales force that you have inherited or selected.

management, or find that things done, such as those stipulated in the plan, is part of their business that the manager has more freedom to develop leadership style. At the same time, the fact that new sales managers are not told what to do, in the form of a list of rules and procedures, they create a feeling of frustration, which leads them to wonder, "What should I do now?"

In every company there are many policies, rules and procedures, formal and informal. There are rules that say, for example, "retailers can not give a discount greater than 5%", "the appointment of new dealers is not only on the recommendation of the seller, but the product of an assessment by management, "the amount of incentive may not exceed 25% of core vendors, etc. But such rules do not tell you how to get its people to be effective, or what is the best time or way to go. It is your responsibility. Just need to know that it is very important for survival to do so will effectively, and also it does not violate any rules or regulations while you are doing, and that none of his subordinates are placed in an awkward position because of her.

Many managers fail because they do not understand what your job, what is the purpose of same, that for any other reason. Caen in frustration, either because they do not understand that it is they who have to direct, guide and support (management), because there are the famous "ten steps to successful sales management" or "magic formula" for achieve.

In most of the courses I taught on sales management, I find participants who have already some considerable years of experience in sales, the course will expect concrete answers to management problems are presented to them several years ago. Are sure it is simply a matter of learning some magic formula, because there must be, to apply after your executive job. Do not think, at any time, the problem may lie in themselves, their expertise and hard work have to do it on themselves (behavior change, relationships and concerns), not partners and clients.

Make easy sales management at the level of concepts, management tools and techniques, but the people with whom you work are complex; to them are those who must direct, lead, and now they (sellers and administrative sales) are to be administered. So sometimes it's much easier to do things yourself. But if you become a super seller, its employees will not be developed, will remain dependent, and that's not what you should look.

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Sales Position: Customer Sales

In this article, on sellers, we completed the three elements that are present in every sales situation, a seller, a product that is offered and a client who is supposedly interested in purchasing. In this article we will discuss the third element: the customer.

THE CUSTOMER. Why buy from us? The client is a natural person or legal entity that has a specific need to satisfy money buying a product or service and readiness to exchange your money for what is being offered. In the mind of every customer is an awareness of needs and desires. Can not be completely clear to the client, however, exist. Is salesperson's job to help the client identify and clarify the need or desire.

The key idea is to sell "customers, for example, buy training services because they have a need for knowledge or training problems, update be resolved. " Based on your needs, the client is interested in our offer only to the extent that it can fill them. What is important, then, is to understand the needs of the requesting training or training to be able to offer what you really want to get.

What is a necessity? Is a consumer statement that expresses a concern or desire. There are two levels of need:

.- Implicit statements are vague or undeveloped, which makes the client indicates difficulties or unhappy. Example. Seek training.

Explicit

.- The precise statements on specific desires or intentions. Example. I want to train as a professional salesperson in one year.

Seller's work is to provoke statements specific wishes or intentions of the client. Just let us resolve to offer a solution to the customer's needs if we are sure you have heard it is an expressed need, not before.

In terms of acquiring new knowledge, is the need to seek to satisfy a novice seller is the same that seeks to satisfy a seller who already have some years of experience? Analyze them.

Customers are always looking to appear as "smart shoppers", by the grace of the vendor who care for them. Customers who are in the position of having achieved these services are not only grateful for the seller who asked them the best service or product, but will be more willing to anything to be offered additional or later.

Remember, customers want to buy, not sell them. Customers do not mind paying more, if achieved perceive greater value and receive ideas that represent an overall cost savings or increased profits. Customers want capacity, service and monitoring.

is necessary to discover what aspects of customer needs. For example, social, vocational and occupational role influence the set of customer needs. So when people seem to buy courses, which are actually purchase benefits that are present in these courses.

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Location: The Product Management

In the previous article we said that sellers, the sales situation is defined when there are three elements present: a seller, a product that is offered and a client who is supposedly interested in purchasing. In this article we will discuss the second element: the product

THE PRODUCT. What do we sell? What you sell, not products or services themselves, you do not sell it. What you sell is a set of benefits that the customer perceives is the product or service. This is what the customer thinks is important to know what service or product. Each product or service has value to someone. The value is not in the product, is in the mind of the person in need. The salesperson's job is to help identify that value. Take one example, a fruit that Joseph likes, dislikes, John, and that does not mean that the fruit that he likes to Joseph is bad.

What

really sells is the value of the product to the customer, various functions of the product, what it does, how it can help the customer. Many times, vendors leave out this aspect: they think the product should sell itself. It is a crass error that is incurred because, even to sell a Mercedes or a fine gem, you need a seller, but professional, who have been trained, who has cultivated his skills and his natural mischievousness.

What is the product or service is directly related to the manner to which we must appeal for presentations or demonstrations. Some ways of presenting solutions to customers are more persuasive than others, increasing the likelihood of closing the sale. The power of persuasion in sales is related to the elements we use to describe the services or products. The service description can be made using the features, advantages and benefits.

Features .- are facts, data or information "technical" about the product or service, are neutral and inert. There are persuasive, do not contribute much to succeed in the sales presentation. Example. "The sales course we're going to make runs for 20 hours."

.- Advantages indicate how a product or service or any feature of it, may be used or help the customer. Persuade rather than the features. Can be expressed as follows: "Thanks a. .. (Mentioned the property) you can ...". Example. "With its night time, the course lets you study without jeopardizing their jobs."

.- Benefits indicate how a product or service meets a need expressed by the customer. The benefits are the most persuasive way to present a product or service because it is directly related to the desire of the client and, because they generate mental representation on the client how you will feel after purchasing the product or service. It is worth mentioning that if you have not known, initially, to identify customer needs and has failed to mention that he himself may not use the benefits Example. "This sales course, responds to their stated desire to study exclusively the weekends, twice a month."

Well, what you sell, for example, your organization or company to its customers: courses or updating, training, professionalism, etc..? You need to answer himself, agreeing obviously the marketing department of your company. So, do not sell products or services, sell benefits.

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: Already a sales manager

In the last article I welcome the appointment. Since you're sitting on the couch in the office where it belongs. But in this new role is to serve two purposes: communication and leadership. These two objectives are closely interrelated, and are almost interchangeable. It is in that position because someone, your boss or the head of it finds that you are able to fulfill these two purposes: you were elected because he was the best there was.

communication. Existing organizations have a need to communicate the objectives and goals from top to bottom, and at the same time bring up the data, facts, feelings, information relevant to those in the firing line. They say that "the myth of the communication is to assume that it exists."

seems incredible, but its first chief exercise an indelible influence on how you manage your sales team. His approach to the management function unconscious, especially if your model was successful, and its style itself, is very close to that boss.

For example, if you have been fortunate to be led by a mature leader in every sense of the word, and make a mistake of some thousands of dollars, and that instead of severely reprimand him, he says, what have you learned from what happened?, and discuss the matter, that was most effective for you than any other attitude that his boss had been introduced. What his boss told him, with this attitude, has a different form and content if they have been bitterly rebuked. So you are likely to include it in your own style of direction, he saw that was positive in you.

How can this be? That, to experience the result of people-oriented management, on their own actions and development, it will be easier to apply these same principles to others when you start to exercise management.

When you promoted to sales executive position, crossing Bridge seller to a manager, you accepted the need to switch roles and to change fundamentally the role of receiver of information and performed called "political and business objectives, the role of interpreting these policies and then communicate so that it generates action or activity that leads to results. Do not forget, the communication should generate action, no buzz, less gossip.

most important thing in his new position is that you accept the changing role, accepting the difference of view between what has been done so far with success, and that forward will be critical to keep having it. Now you have to weigh the effect of each act on those to whom it has responsibility as a manager. It's about their attitude to this change of role. Your attitude will have definite influence on what you can achieve. Remember, there are definitely making communication, and those are the signs that will give more credibility they direct.

All company executives have the same interest as you in the communication system, but what really matters is not the ability to communicate, but the style of the manager who makes communication . The communication consists of signs, signals and symbols that you, often unconsciously, selects and combines, "which of the three most commonly used to communicate?

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Management: He was named sales manager!

If you've just been promoted to sales manager, congratulations! But, be sure to pay attention to what you have to do, is something completely different to what has been done until a day before their appointment. The reality that surrounds him, from now on, you will require to be effective and in turn will prevent it. Unless you are one of the lucky few who have received specific training for the new office, he will have to strive to be effective, otherwise it will fall in futility.

The obvious question that has to ask is, why is hired or promoted, someone from the company, the position of sales manager? To send to do what must be done. Hence, two questions emerge: 1) sales executive, you know what to do?, 2) Vendors will be responsible, you know how?

These two questions will lead inevitably to train based on the theory and practice of sales management, considering the successes and failures of the flesh managers who have had to face the same conflicts, problems and issues confronting it to you now starting to struggle in this world commercial phenomena.

The key ingredient to survival in sales management is the ability of the manager to understand what is happening around you, what should be happening, and what to do for that happen. Must learn to harness the strengths and weaknesses of those who will be responsible to communicate effectively with those to whom to turn to answer, and, above all, to know where to go and how to get there.

Start leading a sales team, having been a seller you before, will force him to "cross a bridge" to target a totally different field. As is well known, those who perform well as sellers are the ones who get the promotions. Without that basis there is no progress. But this seller "star" has achieved its success by acting, not as a leader. You have been promoted because it has demonstrated its ability to achieve goals as a seller. He was a salesman and now is asked to cross "Bridge" and become something else.

A very common reason for a manager to fail is that, having crossed the bridge, keep doing the same thing that led to success. If it remains a seller, and even super salesman, is doing nothing in training as a manager, but quite the opposite.

Then you have to wonder, seriously, what is management, where it goes, how to reach your goal and what the different job to do since his appointment? The asking these questions, perhaps will allow you to see why, as the new manager, feels a bit of confusion and frustration about the best way to perform in his new position.

Where does this feeling of frustration? Should consider three areas of potential conflict: 1) their own "innovation index" to go to staff to handle, 2) preparing to conduct a good job as a manager, 3) his attitude, which gives flexibility to adapt to various situations they will face in his new career. Check your real situation in these three areas, and immediately correct or improve areas where it is considered weak. To succeed, right?

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Seller Location Sales - Seller

is claimed that a sales situation is defined when there are three elements present: a seller, a product that is offered and a client who is supposedly interested in buying. In this article, we will discuss the first element of the sales situation: Seller.

"Only competition is born of pride," said King Solomon. The seller should be proud to represent their company, their products and services as well as proud of himself, his abilities. Only then will achieve major sales and real personal income.

Sellers must maintain an attitude of challenge in relation to their behavior, their way of selling the merits of your product and the services it provides to its clients as Otherwise, there will be no progress and will drown in routine environmental disappearing. Should therefore be kept in constant self-examination, self-criticism and self-challenge, soon discovering where must make corrections or add something. When was the last time you had this self-examination? Do not get used?

One of the biggest mistakes most popular seller is the belief that "the seller is born, not made." Is born, because we are all sellers, but "sales professional", that is not born, it is made. There is only an innate ability to overcome if we are willing to make their respective efforts. Sales engage people in their entirety. The mastery of the profession may be obtained through learning, practice and thorough implementation.

has been designed upside down because most enter the world of sales with no or little preparation it really is to sell, come to the profession as have the "could fall" when things go wrong in the labor market. A few succeed, most people fail. However, this sales job requires considerable skills and personal strength in these economic downturns.

Those people who fail to maintain that sales "were not born to sellers." This provides an easy way to protect the "ego", to admit frankly that he had expected an easy and well paid. Objectively speaking, these people did not respect their work and not even bothered to prepare for it. Personal investment in time, energy, talent, money and other resources is considerable to become a professional marketer of high-income, like any other profession.

The seller should always maintain a positive and optimistic attitude towards their profession and their clients. The seller wins, runs guided through a series of fundamentals and principles, he believes, contribute to its success.

Customers want capacity, service and monitoring. They do not want to hear jokes, or that apply the "missile technology" requires a professional because they have become professional buying. Customers are always waiting for new ideas from these sellers that will produce great benefits for himself and his company. A sales professional well-trained and alert, you must always treat the buyer of your product fits.

Remember what was said in the "Law of Sales Performance," the seller must practice lifelong learning, be innovative, focus on results expected of it, be responsible for their own training by giving his all. In other words, should be aware of current management tools being used, probably, and your company. You should not think that their work is largely independent of the challenges raised by the company.

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Seller: The law governing

To obtain high yields in the work of sales, it must acquire the habit of life long learning, why? Because the purchase and consumption habits of customers are changing rapidly. The different sales situations faced by the seller demand to give his best, in this work, with doing things "just like that" or "I have always done so" nothing is achieved.

The seller needs to concentrate on their work and constantly ask: what should I improve myself so that my work does not lose sales effectiveness and efficiency, and I continue to provide high income? If I keep doing what I'm doing so far, what will we get the result in the future? Can I get better results doing the same thing I've done so far?

Exercise sales forces to take responsibility and be subject active in the training and education: the ongoing updated only once again given the original impulse to excellence that has set itself the seller. Sales practice requires the assimilation and continuous improvement in serving and serve customers well, in this is the law of sales rendimeinto: in lifelong learning, continuous improvement.

What are the variables that make up the formula's performance and that every sales professional must know and bear in mind? The formula which expresses the rendimeinto in sales is as follows:

PERFORMANCE MOTIVATION SKILLS X =

The ability summarizes the possession of skills that have been developed as a result of the acquisition of appropriate knowledge and practice repeatedly. Practice is the only way to assimilate the knowledge acquired and to improve learning.

motivation, consider the seller in possession of a clear personal goal that matches your business objectives, and knowledge of the manner how. A seller is not motivated for your company, if their individual goals do not match those of your business.

Now you understand why the law of sales performance should be accompanied by continuous improvement: it is important to be updated in terms of skills. The update is only possible through lifelong learning of new tools for management and administration that put us ahead of any sales force of competition. Then, the seller can not override the need training, because it is the only way to mantenese date and do not run the risk of becoming obsolete in a short time. Do you know otherwise?

believe that the natural playfulness and resiliency Creole remains the key to success is to live behind the recent experiences of how they managed the development countries, organizations and individuals making appropriate use of: their intelligence, creativity and knowledge. Do you as a seller to increase, at least maintain its current sales performance? You know what he is obliged to do: training.

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performance management: Sales Executive seller creates a climate of

I want to acknowledge it or not, every one to be appointed manager or sales manager, whether you have experience building the social architecture or environment in which the force find sales guidance and support to increase their motivation. All sales executive sets this environment, consciously or unconsciously, positively or negatively, either actively or passively.

The sales executive who has become aware of their real responsibility instinctively understands that an important function of his office is the need to increase the grounds on which it is alleged to have been selected force sales.

The executive must remember that, unfortunately we can not motivate anyone, just so the seller can not motivate the buyer. Psychology modern teaches us that people act for their own reasons or motives, not ours, so that we can not motivate anyone, but we can create the environment in which they show the reasons: that the sellers motivate themselves, and depending on the nature of that environment, positive or negative, our vendors will develop positive or negative motivation.

not have to be very learned to realize that it is not so simple, but we have to face. We need to accept the fact that how you set individual goals, strategies and tactics for each of its vendors, will have a powerful and lasting influence on your success. It is a matter of letting them loose and tell them to inspire.

Now, consider that while you're preparing your own success, it must not forget that it is also creating an environment for yourself, and that was why his superiors, perhaps without being able to express in words what you are elected or selected, for their experience, past successes in sales, and its potential to guide your sales force to get the best that she can give him. To do this, you have to develop their desire to realize sellers.

All studies indicate that people yearn for self-realization, and just waiting for someone to guide, support and show them the path. That's motivation. It is enriched by their surroundings, the environment in which they work, the world created by the manager or sales manager. This is what it means to be executive. You achieve success in office depends on their preparation for this epic.

How do you get the training they need? Help yourself to the experience of other successful executives. The first , set individual goals to route to each of your salespeople in the right direction, according to the experience and qualifications of each. Consider the job skills that each one of your salespeople: knowledge, skills and attitude, the latter is the most important.

Secondly, stay open to what you find. As an executive, there is nothing strange to what was presented as a seller. The difference is that now he has to see the world through the eyes and experiences of all the sellers who is responsible and who should lead, guide, guide, support and develop as people and professionals. Each has different strengths. Also the skills of each are different, the individual differences is a reality you can not ignore because they pay dearly.

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Management: The origin of the effectiveness of sales management

If you are starting to take their first "steps" as a sales executive, never make the mistake of measuring the activity instead of results. Do not be impressed by the amount of work of the vendors in the amount of hours worked, by the amount of daily or monthly visits which a seller, the issue is not to be visible and permanently occupied, they produce results. Rather, start the analysis of each member of the sales force of the results that everyone is getting, thence back to see the activity that has developed the seller to achieve them.

The only way to get sales executive to be effective is through the effectiveness of sellers who depend on it. You can be a genius, have a great training, endorsed by all the titles he has acquired, but if people who accompanies him on his commercial exploits, not kept pace with him, not get the results, como equipo, que le están exigiendo. De allí la importancia de que el ejecutivo se conteste dos preguntas: 1) ¿sabe lo que debe hacerse?, y 2) sus vendedores, ¿saben cómo hacerlo? La verdadera productividad de la fuerza de ventas se obtiene por la aplicación de nuevos conocimientos, no por más de lo mismo.

Los objetivos establecidos para los ejecutivos de ventas por sus superiores, deben lograrse como consecuencia de la sinergia de los objetivos combinados de los integrantes de la fuerza de ventas, y los que se fijen individualmente para cada vendedor sólo tienen significado en cuanto contribuyen al equipo en su conjunto. Lo que significa that, as an executive, you gain nothing having "stars" of individual behavior when the stars are out, the sales force plays into the darkness and walk in darkness is to walk without knowing where you are going.

In this regard, management by objectives is a key management tool to measure and reward individual efforts and results of the sales force. Many exhibitors and trainers refer to this tool as obsolete because the beginning is placed back in the fifties. But it is absurd and stupid argument, the year that is introduced the tool in the management market, if it were solid argument, it should long ago have ceased to take into account the law of gravity whose hallmark discovery dates back to the late seventeenth century. A management tools applied in the management of sales, not treat them as clothes or perfume, as if it were a matter of "fashion." These tools of intellectual work, such as sales management, measure them by the ability to help you achieve results, nothing more.

But the sales executive must create the framework within which to provide optimum performance sales force. This task involves the delicate art of sales executive and organizer of a team. If there is any human creation that leads to meeting all the other invented by man, that's the organization. Sales work performed in an organized, multiplies the strength to get results, the activity of the sales team in a unified way, like a fist, more likely to succeed in their ventures. The story is determined to teach the action following an order, subject to a plan, always crush those who carry out their activities guided by their improvisations and inspirations at the moment. Pays dearly who does not anticipate negative trends Threat calls, always delivered in the market in which it operates.

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Seller: What are the basics and what are the principles?

article in the previous talk in general about the importance of knowing your sales practice fundamentals and principles, why? Because our practice always be limited and of poor results if we restrict ourselves to pure empiricism. Without knowing the basics and principles, can you generate results? Of course, nobody can deny, the matter is that these results will be poor, will always be below the seller does know the basics and principles of sales because it is considered a professional of them.

But what are these fundamentals and principles? Try on each of them.

sales fundamentals. Foundation bases means, but solid, support what we do, floor or ground on which we build, in our case, bases, floor, medium on which to develop our sales activity. Knowing the basics on which the activity of a seller, we more or less predict what the outcome and final performance of the seller.

If the basis of its activity, is only the product quality, accompanied by some natural playfulness, persuasion, pressure and considering that the customer is a kind of rock glue that works, as we want, putting a coin , then your results will be limited by this thinking. If our foundation is based on the needs and problems of the client, their situation is suffering because there is no solution, and if we help to get solution, then, the level of our results is much higher than they sell to foundations contrary.

In this sense, the very foundations of the practice of sales lies in the strength of certain components of the seller's personality: self-confidence, security in acting boldly to the challenges and creativity to develop solutions.

Principles sales. The principles do not change, not a matter of fashion or times, governing the behavior, in our case, an individual considered potential customer and seller behavior. Can they ignore? I am convinced that it is like trying to go out the window of an apartment on the tenth floor of a building: die instantly by breaking the law (principle) of gravity.

What are the principles that govern the sales, anywhere in the world and for any individual considered potential customer?

Some principles of sales, that should be always present in this wonderful profession, which requires taking into account the others, are:

• People want to buy, not sell him.
• People buy for their own reasons, not the seller.
• The reason for buying it is always a need or a problem unsolved.
• People buy benefits, not products.
• The sale requires planning, before the visits.
• The sale is the product of a process, not a set of sales techniques.
• The seller has to be pro-active, nonreactive.
• sales are successful when we rely on our abilities, not excuses and pretexts.
• The price is rarely the determining variable.

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Seller: Fundamentals and principles of professional selling

What is selling? Sale, is one of the activities of marketing, most important, the most attractive and seductive. Is the field where you can earn more money and get fame hardly be achieved in any other profession.

In sales, beat the one that has been prepared through constant study and serious analysis experiences. The key ingredient in sales success is the attitude, both cognitive and affective, the seller to your company, customers, competition, market, and the foundations and principles of sales.

sales are presented in a number of traps, obstacles and challenges of all kinds. But the rewards are unparalleled compared to other fields. The ups and downs can occur several times on the same day.

In sales, the results are easy to verify: got or not an order. It is a world that tests the creativity, innovation, talent and personal analysis. Sales produce their own stars, no other profession has adopted the expression of stars. The world of sales is for those who want to produce results, test your own courage, overcome, who want to earn large amounts of money and develop as individuals and professionals.

What is selling? An attitude that every person can acquire through study of the principles and practice constantly. Requirements in order to become a seller are available to for most people. Selling is a dynamic, challenging and interesting. It is dynamic because it requires initiative, action and purposeful activity, is challenging because there's always something new to face every day, that pushes us to escape the routine and spurs our imagination, interestingly, in the sense of being advantageous because it allows and facilitates our social development, expanding our relationships and capabilities to sustain them.

Selling is an activity conjugate of art and science. It is an art because each case is different. The process itself is dynamic, creative and ever changing. Each situation Sales requires imagination and visualization, which is helpful to learn the art of pay attention to the people and the environment in which it plays; make a habit consideration. Always greet or speak to each of the people.

is a science because it requires learning general laws of behavior. Every sales situation requires judgments and decisions, which in turn requires the ability to investigate and obtain information. People often behave in certain ways when they are in similar situations. The science part of sales provides a good understanding of human behavior, it is necessary to study psychology, knowledge of sociology, anthropology, economics, statistics, it is not necessary that you be an expert in these matters, but who understands what they are, and you'll see improved sales well above vendors who know nothing of these matters.

Selling, is to help clients identify their personal needs and relate them to the benefits contained in the product or service you offer. The purpose of a sales presentation is to unite these two conditions, and should be done with such clarity that makes you think the client "value, I'm getting benefit justifies the price. "