Sell ​​a lot: principles of the device sales team

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    Dear friends!

    Glad to welcome you again.

    Earlier, we talked about the skills that a seller needs to master in order to successfully sell their products or services. We promised to talk about what principles we use to manage the sales department as a whole.

    Today we will talk about what principles we have set aside for organizing a sales department and what typical mistakes we saw when analyzing the experience of other companies.



    Team spirit above personal.

    All of our sales team rules are based on team work. We have identified five such rules and work in accordance with them every day.

    1. Sellers should sit as close to each other as possible.

    In many cases, sellers are tried to be seated in different ends of the room so that they do not interfere with each other talking on the phone - we believe that this is a gross mistake. Sellers must sit next to each other, they must be charged with each other's successes - there must be a drive in the seller’s work, and if at least one seller sits separately from everyone, he will not receive this drive. Arrange a small exchange in your office in the best traditions of Wall Street, let it be noisy and fun.

    2. Sellers should learn from each other

    As soon as one of them managed to conclude a new deal, or as soon as he was able to come up with a great phrase to start a conversation with a potential buyer, he should immediately share this with his colleagues. In general, sellers must communicate not only with the client, but also with each other constantly.

    3. Build sales chains with roles.

    All people are different and everyone gets something worse and something gets better. It’s very wrong to try to get everyone to work according to one standard - it’s much better to use the strengths of each of your employees. If one of your sales people can ideally sell over the phone, while the other can hold personal meetings well, combine this: let one make appointments and the other hold them. There can be many such roles and their combinations. But the most important thing is that in this case the whole team works most efficiently, and not each seller individually.

    4. Remuneration to a greater extent should depend on teamwork, and not on personal

    This is the worst mistake that many people make: usually the director of the sales department assigns the highest bonuses to star sellers. Between them and the entire department as a whole, a terrible competition flares up - each for itself. Nobody helps anyone, and is not going to help, and this is fundamentally wrong, with such an approach it is impossible to fully realize all that we talked about above. Another thing is when 70-80% of bonuses depend on teamwork, and 20-30% on personal ones. In this case, the star seller will still receive more, but the team will understand who its bonuses depend on, because all team members will try to work together and in synergy with each other.

    5. Remove excess items

    If the team has a character who can’t work under any dressing like the team works - dismiss boldly! Fire as fast as possible all those who are not able to adapt quickly. Your task is to sell, not engage in philanthropy.

    Success lies in quantity

    . Unlike many sales people who spend a lot of time courting each client from a carefully selected list, we believe that quantity should be taken. To sell successfully, you need to sell a lot: make as many calls as possible, make as many appointments as possible, and so on.

    It's simple, with a conversion of 5% 100 calls will bring 5 transactions, 200 calls 10 transactions. Telephone calls in sales are even more preferable than personal meetings - they can be done much more than holding meetings in 1 day.

    Every minute of seller’s working hours should be busy with work. This is the task of a good boss - the seller must always sell. Look for new markets, new directions, new customer bases, call old customers, but in no case do not let your employees filter. Our sellers, working for us, began to quit smoking - they simply did not have time for this.

    And about quantity: the more sellers, the more sales. Feel free to invest in sales and marketing.

    Reporting

    To ensure that the effectiveness of the applicable rules of the organization of the sales department leaves no doubt, care must be taken to introduce a simple reporting form. We believe that the most correct way is to use your own CRM system. It needs to record all calls, meetings, negotiations, etc. Only in this way will you be able to see the dynamics and understand how your employees are working.
    You should also document all successful or unsuccessful negotiations. We record and analyze all customer questions and answers in the future with the aim of improvement.

    Study

    And finally, we want to say that not a single meeting and not a single sale in our experience went as planned - this means that you always need to prepare for everything - you always need to learn and this is very important! Therefore, we advise you to constantly prepare for sales, arrange role-playing games, and train on each other.

    We would very much like to hear from you in the comments how the sales departments in your companies are organized. It would help us a lot to learn something new. We hope that our experience will also be useful for you.

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