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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