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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