Posting: 10 steps for a salesman to become a sales manager

Very goodArticle, Compare yourself, I still have a lot to learn, the following is a post:

Experience or experience"It is an evaluation of many salesmen who have been doing business for a long time but have made slow progress. An individual's understanding of things lies not in the length of time, but in the speed and extent at which he can grasp the nature and laws of things. After I graduated from college, I grew up from an ordinary salesman to a provincial manager of a well-known enterprise in two years, however, there are many inspirations for this growth process, and I would like to share it with you.

first, you must " Wu " sex. Wu is an ability to accurately grasp the laws of development, human nature, and internal laws of business. , it is also a comprehensive embodiment of learning, observation, thinking, comprehension, and judgment. Specifically for business personnel, it is necessary to understand the rules of serving people and handling affairs in the work without being taught by anyone, , no one will teach you many potential rules. Just like Xi Wu, the boxer can only pass on his moves to you, rather than pass on his kung fu to you. The same is true for training. The most mysterious thing is not from words, deeds, and lessons. It depends on experience and understanding, so that we can bring new things in turn.

For example, during the training, I often talked about how to maintain the relationship with dealers and said that I should become friends with the boss, but it is very difficult to train how to become friends with the boss. In fact, it is very unlikely to become a friend with a dealer. If you contact a dealer, you cannot be too close or too far away. It is very important to keep a proper distance, the grasp of such a scale depends on the characteristics of the dealer and your understanding.
" Wu " It is especially important for people who just enter the market. Your Understanding determines your ability to adapt to the new environment and whether you can operate the market independently as soon as possible. The company must have a deep understanding of the content that is not trained or not suitable for training but must be used at work. It depends on its own understanding.
Ii. Pondering
Learn to do business " Pondering " That is, you must learn to think. When we walk on the front line of the market, we will encounter many new situations and problems. We need to think about how to effectively discover and find the starting point to solve the problems.
When I first became a Business Director, a salesman was able to tell the problems that the dealer reflected every time he came back from the market. I often ask again: " Have you ever thought of a solution to these problems? " He said that he does not know what to do. As a salesman, especially a good business person, you must be an all-around doctor. Instead of learning to diagnose market problems, we must learn to provide treatment solutions to solve market problems. We must not only discover the symptoms of the problem, but also the essence of the interests behind it. We must not only solve the problem itself, but also the root cause of the problem. In actual work, the resources provided by the company are often limited. Under certain conditions, we need to exert the initiative of the individual to the extreme, and learn to think independently, make comprehensive judgments, and draw conclusions. In particular, dealing with dealers is a brave process. You must think more and farther than the other party.
There was a small county on the Sino-Vietnamese border. During the one and a half years before I took over, Four salesmen ran before and after, but none of them succeeded. I decided to run it myself. I learned from the former salesman, 2002 Huang, a famous local shopping guide, started his own motorcycle business and made Qianjiang the main product. However, due to poor management and gambling, I lost all the money I earned and owed a lot of debt, and finally had to close the door. After that, my company's products were not found in the local market. In addition, the boss of a local mechanical factory claiming to be a millionaire is preparing to open a household appliance supermarket, and intends to sell motorcycles in the household appliance supermarket. I visited Zhao and soon persuaded him to accept our brand. But Zhao asked him to ask Huang to take charge of his motorcycle business. According to the analysis, Zhao is not short of money or brand awareness, but lacks talents.
  After I stayed in the best hotel in the county seat (the psychological advantage of manufacturing), I called Huang to make an appointment and went to their county the next day (actually I already arrived ). In view of his self-righteousness, I took a higher attitude, especially the radical approach. After he boasted how powerful he was, I said: " If you think you are so competent, but you do not turn your ability into wealth, it is nothing. " After two hours of fighting, the famous local shopping guide was settled based on the promise to apply for special treatment (name of the temporary account) from the company.
The operation of this store was very successful. Three months later, it entered the top five sales of the company. This successful development was also named as a branch. 2004 The most typical marketing case of the year. My personal profile has also suddenly increased.
The core here is how to find the point of interest and find the weakness of the other party. In this case, careful thinking, accurate analysis and expression are very important. " Thinking Ability " It is shown here.

Iii. domineering ,
Proper domineering for business operations , That is " What to do " Do not look forward to your future. What should I do? , That is to say, our work must comply with market rules, company strategies, and local conditions. , It is to resolutely execute it. When you think it is correct, you should stick to and execute it without hesitation.
" Domineering " The premise is that as a company's business personnel, always have to stand on " The company's interests are higher than everything else " , " Company honors are more important than personal gains and losses " To think about and solve problems. In terms of methods, it is necessary to deal with problems in a realistic and realistic manner, and to unify the sales volume and market construction. In terms of implementation, it is required to do well. As a clerk in a region, he has the right and responsibility to do a good job in his/her own region without interference from others. At the same time, he must have sufficient reasons to persuade superior leaders to accept our suggestions, promote our personal thoughts to the will of the company. Furthermore, dealers must be required to implement the rules and principles of brand development in the region. Sales personnel should not be vague or compromise. In addition, the business personnel should have good verbal and written skills in communication with various parties.
For example, dealers always want to give their own less tasks, the better, and the more the policy is, the better, some municipal and county-level dealers give their own policies to the following township outlets. In the face of this situation, we must have the courage and domineering to deal with it. We will never allow the first time to solve it by explaining the interests, canceling the operation right, or cutting the year-end bonus (the part we own.
The domineering expression is embodied in the determination of principles and the unity of flexibility in strategy.

4. Proactive attack
Always understand business " Wait for no result " In the real work process, the conditions are always limited. The president of a motorcycle industry leader once said: the company has the best product quality, the cheapest price, and the best service. You don't need to hire a salesman any more, as long as the money dispenser and Porter can.
When I was working on the first line, many people complained: the company's products have problems, the market competition is too fierce, the competitors have good policies and promotion activities, the people in the company do not cooperate with the work, the promotion products are not available, and the company's advertising vehicles cannot be arranged.. In the face of these objective situations at work, are we waiting, relying on, and asking? Are we still taking the initiative to make our work the best? ? There are tens of millions of tokens, but we must always stick to them. " Not an excuse for failure, but a method for success " .
The fact in sales is that the worse the market, the smaller the profit, the less reluctant the company to invest. 2003 Year 7 Month, me and others 5 University graduates were assigned to a southwestern province (one of the weakest sales provinces). At that time, there was only one salesman in the province. We went on for a promotion and asked the headquarters for a service car for multiple times, but the only response was " Your sales volume is too small for the company to arrange " . What should I do without a service car? Only promotional products can be carried to dealers for activities. A dealer saw me and my manager carrying two Sun umbrellas for activities. They were very touched and cooperated very much. Later, they became one of our most loyal dealers.

To do business, you must have"My website is my master"The courage and ability to take responsibility. Every clerk has his/her own region. In his/her own region, he/she should not go to the Manager for everything. As the person in charge of a region, you must have the responsibility to manage and operate your own region, and constantly improve the independent operation capability. Whether or not you can take responsibility is also an important sign of whether a salesman is mature or not. A salesman is not only a businessman, but also an entrepreneur who cares for and fosters the healthy growth of a brand in his/her own jurisdiction like a child.

In the interaction with dealers, dealers often say that " Let me talk to your manager. " . In this case, we have to dare to make decisions and take responsibility. After all, the manager has given us the power. No " Carrot " Your " Great " It does not work. Sales Promotion Policies and reward policies must be controlled by the sales staff. Otherwise, you will become dispensable people. When I was a salesman, I had the final say about the year-end agreement and promotion policy of the dealers in the region. Some dealers called my manager to get this statement. After a few times, the first thing the dealer wants to do is to call me first. Every time I negotiate with a dealer, I have to go over the details. " Investment " Accounting, maximizing profit for the company and giving it to the other party 1000 The yuan will never give it. 1001 RMB.

6. Make yourself elegant

Make your own characteristics for business. At the beginning, I was a salesman who did not drink or participate in various low-level activities. Generally, it is considered unqualified to do business without drinking alcohol, at least in the parent group. But I have noticed that this is not the case. You have a good relationship with the dealer at the moment of eating, drinking, and shouting, but you may forget everything the next day. " Grouping " It does not affect the customer's image. On the contrary, due to fruitful work, dealers have gained great benefits and gained greater respect and recognition, in addition, this kind of good reputation has been spread among customers, so many dealers in other provinces have heard and known me. This is why I was appreciated and promoted by the leaders.
  Deal with dealers, " Benefits are the eternal theme " , You can create lasting profits for him, and his value will be affirmed by him, so that he will be grateful. In my area, dealers often ask me to solve practical problems such as personnel training, personnel selection, dealer development planning, store management, and Promotion planning, your power is displayed only when your work is meaningful to him. The size of such power depends on the degree of reliance on you. The greater the reliance on you, the more powerful your power is.
7. clarify relationships with customers
In reality, the demand of dealers is unlimited, and the resources that each company can provide are limited. This is a problem we will face in our work. This requires the business personnel to have good judgment ability, know which requirements of dealers are real needs, what is an illusion, and do not ask the dealers to agree to the other party's conditions as soon as they open their mouths. Business personnel should put more intellectual support for dealers and provide them with strategies and tactics, rather than always using material support. Let dealers keep their eyes on the market, rather than focusing on whether the manufacturers have any policies or rebates. We want to help dealers to run the market, help them grow, change blood transfusion to hematopoietic, and let them continue to succeed in our intellectual support.

8. gathering power for my use
" The fire is high. " . When doing specific work, we should learn to integrate resources, seek help from leaders, dealers' identification, internal service and after-sales support, so that our work will be more efficient, it will not feel so tired.
Bytes ‑ In my work, I always use sufficient reasons to persuade the dealer to follow me and use detailed facts to persuade the direct leader to support my work. If necessary, I invite him to cooperate in person. Especially during promotions " Concentrated strength to create a sensation " In addition to preparations, support from various aspects is very important. Sales personnel should improve their leadership and coordination skills.
Promotions within my jurisdiction always have the largest branch, the largest participants, and the best effect. 2004 In the year, the company was equipped with a service car and rewarded a service car from the dealer (the company had the right to temporarily requisition it). In this way, I could always take the two service cars with great enthusiasm for each activity. The early planning and preparation of each activity, coupled with the concerted efforts of everyone, were very effective.
IX. Creating a win-win situation for multiple parties
Create " Profit Model " And " Consultant Marketing " They are the two swords of the salesman. Establish a sustainable profit model for dealers in the districts under their jurisdiction, continuously improve the market value for enterprise brands in the districts under their jurisdiction, continuously provide quality after-sales services for users in the districts under their jurisdiction, and increase the brand loyalty of users, constantly improve their comprehensive competitiveness, this is the goal of our work to form a win-win situation for multiple parties. At work, as a salesman, we should not only reassure the leaders, but also make the dealers comfortable, but also make the customers happy. At the same time, we should also bring ourselves the joy of growth and success. Only in this way can we create emotion and joy and be welcomed everywhere.
10. complete self-transcendence in All-round Development
  comprehensive development beyond self is a process from quantitative change to qualitative change. Through our own efforts in various aspects, our comprehensive quality has been improved, and gradually from pure sales staff to marketing managers and even their own entrepreneurial direction, to maximize personal value. Therefore, we should pay attention to the knowledge of management, finance, training, planning and human resource management, and gradually realize the low-level stage of familiarity with our products, to fully understand other enterprise products, and then to understand the advanced phase of the industry's development, can control the overall situation, small can slightly diagnose and treat. We must develop ourselves in an all-round way to constantly surpass ourselves in our jobs and achieve the best performance.