Daily work of website sales director of Business-to-business industry

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The sales Director is concerned about whether the sales performance can be improved sales skills training is in place, sales staff management is in place, and even related to the survival of the site, as the saying goes, "thousands of soldiers easy to find, a will be difficult to find", the soldiers we found, his work content, as the company management, we have to be very clear, for soldiers, We have to know what we should do and what we should do primarily. This article on the business-to-business industry website Sales Director Daily work content, said the wrong, you make a lot of bricks.

1 Telephone sales staff recruitment, training

The recruitment of sales staff is simpler, relatively speaking, training is a relatively long process, is actually divided into two parts, early training and later training to upgrade, sales director must be a good coach role.

(1) need to recruit more than one year sales experience, high school or secondary education, cheerful personality, strong will, good eloquence of the sales staff, including sales experience for the store sales, door-to-door sales, telephone sales and door-to-door sales, a combination of telephone sales can be.

(2) To test whether it has done related sales, the method is simple, simple simulation of his sales, such as: You are his customers, let him buy his products, open some dialogue, set some objections, 5-10 minutes to know how his level.

(3) Early training, mainly to train their understanding of the site, the site provides services, sales skills, sales words, familiar with the industry in the middle and downstream, the company's culture and regulations, and so on, mainly to allow him to integrate into the team, the general post training 3-5 days.

(4) Training in the main two is very important: one is to be familiar with a variety of sales words, can answer the various objections and questions raised by customers, the second is to be familiar with the site involved in the industry knowledge, the need to continue to learn, the so-called enemy, can be victorious.

(5) Because of the pressure of telemarketing, to cultivate the sales staff in the face of rejection, can be very calm, so that accept the refusal to become a matter of course, must often find a salesman to talk to answer the confusion in their hearts, and constantly give him encouragement, and know he is tracking the customer situation, That is to explain the details of the sales manager to learn to "grasp the list."

2 through the "scratch" to achieve "catch", training sales processing of different orders to enhance their sales capacity

Sales management process is the most important: the list, because the performance of the most basic embodiment of the list, only "grab", and not "catch", through the "capture single" to achieve "arresting."

(1) What is called "grasping a single", "Grasping a single" is to pay attention to the sales staff at present the specific situation of the list; Arresting "is to pay attention to the specific situation of the sales representative itself. "Grab a list," more than just ask the salesperson in the hands of a few orders? What are the details of a list? Through customer analysis to help sales reps analyze the reasons, identify problems, solve problems, improve their ability to help them improve their performance.

(2) The advantage of the "grab list" is that the list is linked to the final performance, and by understanding the list of the sales representatives, it can basically predict and control the performance. "Capture single" through the analysis of the list and follow-up, more objective, can directly and effectively improve the level of sales representatives. In the process of "arresting people", it is easy to be influenced by the subjective thought, and it is easily blinded by some insincere words of the salesman.

(3) How to ask the list: In the near future, which customer is most likely to sign it? What facts can be proved? Can't answer is "feeling great intention", "boss to my attitude is very good" these with subjective feelings and empty words. They have to be answered with facts. For example, "Mister asked me if I can price concessions point, the discount point is no problem", someone told me to leave a number. "And so on the details of such objective facts, it is easier to judge the description of the customer's intention, and ask the sales staff, the next step how to communicate with these very interested customers, the sales staff is right, or very thoughtful , to encourage and praise, if the wrong, or part of the wrong, to help them correctly deal with the same problem many times do not know how to deal with, to criticize, the most important thing is to teach them how to deal with the problem.

(4) in the process of grasping a single, some types of customers, to give oral or written solutions to meet customer needs, in order to truly the single sign down, especially to give more written solutions, in order to facilitate their multiple use and learning.

(5) for the unsatisfactory performance of the sales staff to pass inquiries, understand whether the new customers are too few, not enough recent efforts, or sales skills are not good, or the industry is in the stage of change, sales of words have changed, or the sales direction to adjust the appropriate and so on the details of the problem, through continuous understanding, to find out where the problem, In order to help them to continuously improve.

A very important principle of "grasping a single" is "grasping but not tightening, equal to not grasping", this method is more effective through the guidance of sales staff, can directly help their performance stability and growth.

3 Market research and analysis, make the right sales strategy

Sales Director to improve the overall sales skills, it involves a variety of sales of the design, to solve the problems raised by customers, including: the advantages and characteristics of the website platform, the website products for a variety of packaging, the main competitor's strengths and weaknesses, the needs of the target customers analysis, understanding of customer demand changes, industry development of the latest developments, Grasp various market opportunities, understand the market crisis and other aspects of work, and these are constantly changing, the need for long-term tracking, analysis, in order to get the correct conclusion, formulate the right sales strategy, direct sales staff to change sales skills, sales, and solve problems, from the overall, strategic and tactical improve sales overall performance.

Motivate the sales staff to actively feedback the various issues of customer response, and business-to-business industry Portal's superior leadership, product Department, Content department, pre-sales after-sales service department communication, improve the overall level of the site, truly help customers to make the effect, can truly guarantee the increase in sales. This research work is in fact the most important to the website planning, because you can really understand the needs of customers, you can refer to my research report, "business-to-business Industry portal Planning Combat Research Report", site planning is actually accompanied by all stages of the operation of the site, market feedback in turn to promote enterprise product upgrading and improvement.

4 to establish strict departmental discipline, clear rewards and punishments, and ensure the high morale of the team

Any person is longing for freedom, do not want to restrain, the more indulgent, the looser, and then the self-control of the people, the efforts of the people, will also be disturbed by the outside world, at least most people are such, management to first manage a good team of black sheep.

As the sales Director, we should always know whether the team seriously played a certain number of calls, whether we really work hard to do sales, whether it could have done 4 orders, but because the sales staff thought out of the question: muddle through, only made 2 orders. The old discipline problem has been solved, the new discipline question will continue to come out, this requires us to manage, monitoring, such as: long time to visit the office hours of irrelevant web pages, a long time private chat, loud noise, chat with each other, a long time to connect the private telephone, telephone volume is not enough, and so on, often need to supervise management, with the system to restrain people.

Control the team atmosphere and maintain an atmosphere of high morale, to everyone together forward, who can not long drag, the reward of the people, must reward, the punishment of the people, must also punish, do a good job of the team's longest long board and shortest short plate, only in this way, sales can guarantee a substantial growth.

5 forecast, formulation and decomposition of sales target

This is a comprehensive request, there is a need for a comprehensive understanding of markets, products, teams, past and future in order to properly formulate these strategies, the annual sales target is generally made by the sales Director and the senior leadership, but detailed breakdown to each month, each person, need to be executed by the sales director.

(1) When we set a goal, we have to do everything possible, this time the focus of work will be offset, regardless of those decisions, will think that I do this to help achieve the goal of sales, the goal of breaking down to everyone every month.

(2) Consciously to talk about a large list, some customers consciously let the sales staff focus on tracking, and give them appropriate help, so that they can timely completion of their sales tasks.

(3) The potential of the sales staff to focus on training, to tap the more potential of sales staff, cultivate the ability to help themselves to complete the overall sales, while the sales of weaker people is also an incentive to give them pressure, forcing them to grow.

Set up sales targets, split sales tasks, we must let everyone understand that the sales team is not only a competitor, but also a partner, we are a team, efforts to complete the team goals, there are Group awards, to get group rewards, many organizations to travel or eat to sing K, so that everyone, whether material or spiritual, can achieve satisfaction.

6 pay close attention to customer resources, improve sales

Effective customer resources, is the lifeblood of sales, as we want to make the site operation to achieve a certain index, to start sales, is a truth, after all, bricks, on improving the operating indicators of various methods, you can refer to my research report, "business-to-business industry portal to promote actual combat cheats", This paper systematically expounds the various methods of the website promotion of business-to-business industry.

(1) Continuous research and analysis, those places have our customer resources, how to let the technology and content, so that more target customers to the Business-to-business industry portal registration and browsing, is a very important job content, not to say that all to the content and product departments, as sales director, We want to put forward our opinions and opinions, urge the Product department and the content department to improve various operating indicators, and actively increase customer resources for us. For example: After registration prompts can choose to pay members, so want to see buyers information, must register first, and then tell them to charge, these are mining customer resources, one of the methods, before also said, if the site does not have these features, sales Director to put forward. In short, to do everything possible to increase customer resources.

(2) Effective management of customer resources to facilitate sales staff tracking management customers, those who have a few years of sales experience of actual combat know that most successful customers are tracking 8-11 times after the single, that is, we must assist sales staff to manage customers, and constantly record every track, from the Sales management system ( Online system, with the site registered users to connect, self-developed) found real target customers, important customers, focus on tracking, to improve sales turnover, not to waste valuable time on unrelated customers.

(3) Help the sales staff to identify the industry's major customers, although they have never registered, but we still have to focus on, to do everything possible to get in touch with them, first let them understand and visit our website, have the opportunity.

7 Focus on site market share, customer quality

(1) To ensure market share: the best result of the completion of sales tasks is the quality and quantity of the completion of sales tasks, durability means to ensure that the product market share, to ensure customer quality. For example, if there are too few customers in some areas, as the director of sales, to be aware of these types of customer characteristics, to begin to focus on supporting a number of sales staff to this type of enterprise as their focus on tracking customers, and sales staff to study together, or the sales director of their own first to talk about some customers, to know the actual situation.

(2) Ensure customer quality: Sales Director should pay attention to the quality of customers, for example, some industry large enterprises, to focus on supporting sales staff to track, because once the cooperation, the annual renewal of the calculation down, the profit will be higher than other types of customers, that is 2/8 rule, 20% of customers to create the enterprise 80% Sales profits.

8 Pay attention to after-sale, increase the rate of renewal

After sale is the sales director to be concerned about, because the second year's renewal is also part of the sales. In fact, the focus of attention on the sale, not that we step by step to the customer call, tell them how to use our website to provide the services, in fact, the most important thing is that we must be able to monitor the data, including: the number of clicks per subscription member site, click the source, contact the number of views, the number of clicks , the number of messages, products, such as the number of inquiries, the customer's shop as a website to operate, to help customers really make the effect. If the various operating indicators are too low, it is necessary to find out the reasons, research countermeasures, really for customers to make the effect, to ensure that the continued rate of improvement. Analysis of customer characteristics, this analysis to run through the entire after-sales service process, to find the best solution for the customer effect, because only the high rate of the site can prove to be a real good site, to enhance brand value, or sooner or later one day will be notorious, sales more and more difficult to do.

9 Sales related documents production, analysis

Any kind of sales, you have to build a sales document internally, these documents include the "product packaging" document that the target customer needs, the sales and documentation required by the salesperson, the documentation for the sale personnel, the various forms and regulations required for the sales management, and only the document is established to better standardize the work of all people, To enable customers to better understand our services, so that sales people have the right way of sales and workflow.

(1) The Customer Network Marketing solution: including our service introduction, customer actual situation analysis, enhances the customer network marketing effect the method and the suggestion, finally returns to encourages the customer to choose our service.

(2) Sales and After-sale personnel training documents: to be the industry knowledge, Web services, sales, sales process, troubleshooting methods, after-sales staff work flow, after-sales staff to improve the skills of renewal, after sales staff telephone sales, etc. written in specific documents.

(3) Sales Department rules and regulations: the establishment of Sales department rules and regulations, submitted to the leadership of the company to revise and review.

(4) Sales statistics form: let oneself and leadership know that the current sales, sales director to be based on the form, often for their own and sales staff sounded the alarm, always pay attention to how much less to complete the sales task.

(5) Telephone statistics records: spot checks at the end of each month, combined with the attendance form, the number of those who did not finish the prescribed telephone numbers to find out, critical education, the fine is fine (this requires your company to install a number of telephone statistics software, or telecommunications provided by the system query).

(6) After-sales service documents: Those who renew the fee, those who do not renew, the number of renewals, this is not only after-sales service and sales Director to see, the company's top leadership, other senior managers must understand these data.

(7) Contract and Audit: The organization of sales personnel to do a good job in the signing and management of sales contracts, for some customers, to modify the specific contract text to customers, to meet their needs, to give.

Make these statements, and often modify, improve and audit these reports, will be better to facilitate the sales Director and the management of the company management, and from these documents and data to identify problems, to put forward the correct response measures.

10 training, tracking and supervising the work of sales assistants

The sales assistant is currently responsible for the pre-sale of customer mining and the provision of basic services after the payment, which is part of the sales, related to the increase in sales and customer satisfaction.

(1) Training, supervision of sales assistants in the solution of potential customer consulting skills, to find more interested customers.

(2) After the customer pay, urge the sales staff to the customer's photos, data to come over, to the sales assistant to deal with, for the business-to-business industry website, due to the limited number of customers to help customers deal with, not as Alibaba, completely by the customer processing.

(3) With the information, training and supervision of sales assistants in a timely manner to open members, upload information, check the contract, all the services should be done in the stipulated time, to coordinate the sales assistant, sales staff, customers, technical department, the relationship between the Content department.

(4) If the customer wants to advertise, need and advertising planning, advertising production, customer communication is good, these only need to be sales assistant (or after-sales service personnel) and advertising planning communication can be, others only need to be done after the sales staff and customers together to audit, but this must be the sales director of the key tracking, is to ensure customer effectiveness of the key, about the design of customer advertising, you can refer to my "business-to-business Industry portal design and development of actual combat research Report," chapter 10th, "business-to-business industry website advertising Design general standards."

(5) need to write articles to promote, by the sales staff, after sale or sales director, told the content of the people, how to write articles, from where to start, the article written out, sales director must audit, tracking.

Sales Director to work on the basic content of so many readers can be based on the actual situation, to increase or reduce the work content. The general Manager can request and evaluate the work of the sales director according to the contents of this chapter. The Sales director can be based on the content of this chapter to control whether their work is in place, sales staff can according to this section, to see if their leader did these, did not do, you can ask the Director of sales, such as related sales documents. Here must be explained: For some large business-to-business Web sites, such as sales staff reached more than 50 people, Sales director management may not be so thin, the above part of the work is done by the Sales manager of the division.

This article original author: Xuejiang, welcome the Exchange guidance consultation, the Exchange qq:1580658565.