How to build a sales team

Sales managers are an important link for almost any organization. To build such a department is not an easy thing. Many people think that different people should deal with clients at different stages. Those. one employee makes cold calls, another gives presentations, and the third cooperates with the client after the conclusion of the contract. But with such an organization of the process, the client communicates with many people. So the important part of cooperation is lost - friendships.

Instruction manual

1

Decide how many employees you will need. If the sales volume is planned to be small, one person will be enough. In the future, you can develop it. If you have a large volume of production, more employees will be required. Start interviewing. For them, prepare various questionnaires and models of behavior in negotiations.

2

Search for a sales manager. Never give an answer about applying for a job at the first interview. Please rate a few people first. Choose those who are more suitable for this job. Conduct a second interview, possibly a group interview. And after him, recruit the head and employees of the sales department.

3

Establish regular planning meetings on which employees should report on their work. They can be weekly or daily. Set a monthly plan for the number of personal meetings with clients and cold calls. Inform employees about it. Set bonuses for those who exceed this norm. And penalties to those who do not comply without good reason.

4

Set your salary. It should consist of salary and percentage. In the first months, the salary should be greater, and the percentage less. After some time (for example, 2-3 months) lower salary and increase interest.

5

Explain to employees that they must guide each client from the first call and for the entire duration of the collaboration. Each client will communicate with one person. After a while, they will have a semblance of friendships. Stopping such cooperation will be more difficult.

6

Explain to managers the need to keep in touch with the client. Remind me of the need for congratulations on this or that holiday. For example, it would be nice to send a beautiful postcard by e-mail and additionally call a partner.

7

Monitor your sales department regularly. Employees should work most of the time. These are people who cannot have a free moment. Encourage those who work actively, and fine those who can afford to do nothing.

note

If you do not like something in the work of a sales manager, it is better to do his training, and not to dismiss him. Finding a good employee in this area is very difficult.

Useful advice

Make extra bonuses to employees. This can be a corporate connection, free meals or delivery to work. Some sales managers quit after reaching a certain level. They can lead customers away. If a job has additional benefits, leaving it will be more difficult. So you save for the organization of talented employees.