If you win, you must have a strong team, and the sales performance must also be based on the brave and good marketing team. As a sales executive, of course you want to have a tiger wolf who is invincible, but this is not waiting, you can't come, you have to rely on your own brain to build, do you have a trick? The author's approach may be instructive.
Sending an untrained business team to the market is like sending an untrained army to the battlefield. I am afraid that they will not be able to shoulder any heavy tasks other than being cannon fodder. However, it is impossible for a company to conduct its training at the headquarters every day for training, so a large part of the training task falls on the sales supervisor or sales manager who is in the first line. Then, how should the sales supervisor or sales manager train the subordinates to make the team they bring a brave and warlike teacher? I have worked as a regional manager, provincial manager and branch marketing director in a certain company. I have summarized the following training methods from years of work practice:
Lead by example, training at work
Sales executives and sales managers generally start from the grassroots level and have rich practical experience and theoretical knowledge. When they travel to the market that the industry is responsible for, they can conduct one-on-one communication training with the industry. The questions and confusions raised are analyzed and answered. You can also visit the market with the industry, visit the dealers, correct the mistakes in the industry's endorsements, and personally demonstrate how to communicate well with the dealers.
2. Use the mid-month monthly sales meeting to conduct training
In order to facilitate work and summarization, companies generally arrange mid-month and end-of-month sales meetings. For business people who are often on a business trip, such a centralized meeting opportunity is very difficult. Sales executives or managers can use this opportunity to take time out to train the industry. Training can be done in the following ways:
(1) Supervisors and managers conduct training in person.
(2) Let the industry take turns to be a lecturer to train other industry representatives (you can designate a training person in the team to organize training). The benefits of this kind of training are: satisfying the sense of accomplishment of the industry; invisibly giving the industry a pressure and motivation, because to train everyone, you must have something first, so that the industry will consciously develop a good habit of learning; Cultivate the ability of the industry to speak and the ability to play on the spot; because most of the content of the industry is their own personal experience, it is more convincing and easier for everyone to accept. When I was working as a sales executive and manager, I used this method very often and received very good results.
(3) Case training. Managers or supervisors can collect some cases (both positive and negative) at ordinary times, and let the industry learn and discuss during the training. These cases can be experienced by the manager or the supervisor himself, or it can happen to other generations. The big advantage of using case training is that it is convincing and easy to accept.
When I was the marketing director of a branch company, the company launched a new product. Because the product belongs to medium and high-end products, the promotion is relatively difficult, but the product has a good market prospect in the market under our jurisdiction. In order to promote the product, I thought a lot of ways, but most markets except the individual market did not improve. In response to this situation, when I opened the sales meeting, I let the good salesman train the successful experience as a case and reward him on the spot. At the same time, I also let the poor business do. As a negative case, the staff told everyone why they were not doing well and punished them on the spot. Then, I promoted the successful experience and made mandatory provisions, and used the lessons of failure as a negative teaching material to make everyone take the precepts. After so many trainings, everyone worked together and the sales of the product quickly went to the front of other branches.
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