No matter which industry you cross into, if your basic knowledge is not solid, you are not likely to go to the top, so make sure to play a good professional foundation, so you know the sales industry promotion position setting requirements? I will give you the answer, I hope to help you, welcome to read!
First, the sales industry's promotion of job setup requirements
1. The requirements of the flat enterprise organization: many enterprises, especially large enterprises management level bloated, general design performance: Commissioner → Deputy Director → Director → Deputy Manager → Manager → Senior Manager → Deputy Director → Director → Senior Director and other management sequences. Such a management level shows more management levels, the uploading and downloading of organizational orders is more cumbersome, corporate organizational orders in the layers of understanding and implementation process will be biased, which may lead to "more soldiers less" situation; not conducive to team management and not conducive to the team leader in-depth grass-roots level, and the performance of the "People floating in the matter", "every day in the office a newspaper and a cup of tea" phenomenon. In order to realize the requirements of flattening, it is necessary to take the technology channel.
2. "Professionals do professional things" requirements: Rui Da to policy in the recent service for a clothing chain enterprises to do the preliminary research process, has found that many of the front-line sales staff are not willing to take on management responsibilities, in their views: I'm not suitable to be a manager; to be a manager is too tired and have to Take responsibility for performance; management of a dozen people for me is a painful thing, and so on. Sales of strong technical skills of employees are not willing to promote for a manager does not mean that there is no will to promote; also does not mean that the enterprise does not need to build a technical channel for such talent. On the contrary, as the enterprise should go to face their demand for job promotion, so build a technical channel to solve this management dilemma.
3. Give employees a salary expectations of the requirements: If the sales team in accordance with the requirements of the performance of the commission range, as well as performance to achieve the goals of the commission standard, the performance of excellent sales talent commission standard is always fixed or in the next period is so, unless the performance of the commission ratio of change in the standard. Therefore, in order to give the sales team a higher salary expectations, we should build a technical promotion channel, so that our sales staff continue to improve business skills, with the level of promotion continue to get a higher percentage of performance commission, so as to stimulate the spirit of struggle of the outstanding sales staff.
For traditional small and medium-sized enterprises, Rui Da to policy on the design of staff promotion channel recommendations are: management sequence of narrow channel, that is, only the design of the director - manager can be, or only the design of the manager can be; such as if the sales team is divided into a number of groups need to be designed into a team leader or supervisor. For the technical channel, depending on the size of the enterprise to decide: in the example above, we designed for the client unit of five technical promotion level. Smaller organizations can design 4 tiers, and larger organizations can design 9 or even 10+ tiers. For the technical channel level design requires an important caveat is: level channel design is narrower, employees can easily advance to the highest level, thus leading to the emergence of the "occupational ceiling"; level channel design is wider, up to dozens of levels, and employees caused by the difficulty of promotion to the intermediate or senior level, thus affecting the promotion of employees to the The company's goal is to provide the best possible service to its employees, and to make sure that they have the right tools for the right job.
Second, the sales industry promotion route principle problem
1. How to build sales team promotion channel;
2. Employee promotion qualification standards;
3. Employee level promotion and performance of the linkage between commission.
You can have knowledge or enhancement in the following aspects:
1. Familiar with the construction of the sales team promotion model;
2. Know how to set up the sales team promotion qualification standards;
3. Know how to cultivate the sales management team;
4. Know how to set up a sales commission system with the promotion of the employee level with incentives. Know how to build a sales commission system that is incentivized as employees advance through the ranks.
Third, how to do a good job in the sales industry
1, you solve the problem of how important (from the point of view of money, from the target group's interest in it and the degree of commitment, from the length of time the problem lasts)? Solving big problems pays big dividends, and it's usually only for the key problems that customers have in mind that "first-class quality and results" are prioritized over "value for money".
From this point of view, it is recommended that newcomers to the workplace to avoid the problem of secondary industries, such as B2C in the fast-moving consumer goods or even large consumer goods, B2B in the office equipment and so on. Often customers do not care very much about these issues, just take them as something that has to be done, do almost enough, the lack of quality and effectiveness of the in-depth pursuit.
2, customers in the purchase, is it difficult to independently make high-quality purchase decisions? Here I suggest that we choose a sales job before, look at your customer base who is involved in the purchase decision with the dominant? If the decision-making power has been basically delegated to the purchasing department in the hands, usually this means that this type of purchase for the enterprise is already familiar with the day-to-day business (there is also the case that the procurement project is not important).
As mentioned earlier, with this type of purchase, the customer's focus is on reducing costs, and communicating with the sales force is a cost, the lower the better if possible. Automated transactions/e-commerce is where this type of purchasing is headed. In fact, even some of the larger dollar purchases of equipment and services in the enterprise are now being e-commerce and automated because they are in this category.
3. Are you entering a fast-growing market? In a fast-growing market, demand tends to easily outstrip supply for both products and talent. So you can cut into the industry more easily, and companies can get customers more easily. In turn, if the industry has developed to a very mature or even decline in the stage, the market capacity has declined, the customer has been door to door, this time the fight is often cost control, you go in is also often caught in the quagmire of the price war.
4, you choose to choose the market, business model, enterprise, product represents the advanced productivity? Today we see a phenomenon, the traditional industry in the giant volume is very large, strong resources, but for the future is full of anxiety. On the one hand, because the development of the Internet has subverted the market environment, and on the other hand, because the Internet company represents a more advanced productivity, while the traditional companies, despite seeing the method, but the ship is too big to turn around. Just like when the Qing Dynasty also saw the advanced systems and technologies of the West, but it is difficult to fundamentally upgrade.
From a practical point of view, an enterprise with advanced productivity and high per capita value creation of its employees has the ability to give its employees high compensation, and has the ability to attract, train and retain high-quality employees. In the past two years, traditional enterprises and even some of the top 500 companies, are lamenting that the Internet industry has attracted a large number of high-quality talent, and it is difficult to compete with them in terms of compensation. This is also largely because Internet companies represent a more advanced mode of operation.
5. Are you able to get timely, efficient, and correct feedback and motivation? Getting real and effective customer feedback is a super important skill in any type of sales endeavor, but that's not what we're talking about in this article. What I will say is that when you choose a sales job, there are some industries and markets with sales scenarios where it is more difficult to get efficient feedback.
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