At present, there are still quite a few enterprises still in the state of “putting sheep managementâ€. In addition, the economic situation in the past two years is not good, the flow of personnel is large, the boss is in a hurry to go to the hospital, and many “airborne soldiers†executives still have information on the company and the market. Without a deep understanding, it has already been put on the battle. The management and front-line personnel are in an awkward situation where "the soldiers do not know, they will not know the soldiers." The management did not know what the first-line salesman actually did, but simply called to communicate, see the work plan, and conclude the work at the end of the month. The authenticity of the plan? The management took the false information of the market and made the decision that it believed to be correct. After the sales policy and products were put on the market, the salesman complained that many products had not been sold to the front line and had already died.
The number of salespersons is not directly proportional to sales. Why are some salesmen with high sales and some salesmen with low sales? Excluding the differences in the area itself, the reason is that the salesmen's work efficiency is different. The level of work efficiency determines the quality of the market. Different people have the same market and there will be a world of difference. This kind of case abounds. Yes. How to improve your work efficiency and improve your business level?
The salesman's own inertia and management supervision are not in place, causing the salesperson to be inefficient. Running a business is very hard, it is a conscience. The company leader can't stay in the supervision of the salesman every day. As a salesman, I must learn to be cautious. How can we not reduce our work standards without any supervision? The salesman, especially the old salesman, must constantly charge himself and adjust his mentality.
I remember an old salesman with five years of work experience summing up his work experience: the work of the last four years is based on the simple repetition of the previous year. A positive working attitude can make people bravely face difficulties and make excellent achievements; while a negative attitude is like a devil, making people step by step to the end. At the end of last year, when I was in the training of the deputy manager, I discussed the issue of "people are selfish", and it is this issue that affects people's work mentality. I once said to my staff: "You must understand what you want in your work, and you will have a passion for work!"
Marriage has a saying called "seven-year itch", as well as doing business, people are inert. In addition, the leadership is not concerned enough about the salesman. Many companies have a sharp contradiction between logistics (especially finance) and sales. After returning to the company, the salesman has no sense of belonging. If a person feels that the job can't get him anything, how can you let him face the work with a positive attitude? The more employees have a sense of belonging, the higher their loyalty. The company's top management cares about the hardships of grassroots employees and relieves the worries of front-line employees. Only then can they not worry about fighting hard.
Many salesmen's business trips and their actual business trips are thousands of miles apart. They don't understand the market, their work direction is not clear, and their work is unplanned. It's just that they feel like they are bumping into the West and randomly visiting customers. Efficiency, cost has paid off a lot but not much. As the management has the responsibility, it is obliged to guide and supervise the salesman to work. The management should go deep into the front line and be familiar with the market and personnel. What is the real reason for analyzing the salesman's inefficiency? Health care physicians are more important than therapists. The management of the company should be a health care physician for the salesperson, help the salesperson to clarify the work objectives and direction, and develop detailed travel plans and time management plans. Saving money is equal to making money. Management is doing predictive work to reduce or avoid the above phenomenon. The direction of work is clear and supplemented by a good working method. The market operation is half successful.
First of all, we must determine the direction and not take the road:
Everything is set up in Henan, but it is abolished if you don Before the business trip, the management should help the salesman to clarify the direction of work and work objectives. It is necessary to know what the purpose of this trip is, what are the priorities of the work, what to do, how to do it, what kind of effect he hopes to achieve, and whether to do so after doing so. Really get the results you want. As the saying goes, "The horse is not as good as the direction of the car," the direction is wrong, no matter how hard it is.
Second, the salesman does a good job execution plan and strengthens time management:
The salesperson should pay attention to the following points in the process of arranging the itinerary:
1Before preparation, you need to be thoughtful, and spend more time in the work process to find the information or tools you need, only half the effort and increase the chance of mistakes. Everything is ready beforehand, and you can use it whenever you want.
2 Don't spread the visits to too wide areas on the same day, focus on the key points, and distinguish the primary and secondary.
3 You should be familiar with the traffic conditions of the route, master the time period of departure, and avoid traveling during traffic jams.
4 Customers who want to visit normally on the same day should make an appointment in advance to confirm that the customer has time to receive you, familiar with the customer's schedule, to reduce the waiting time, and better inform the next visit time at the end of this visit. If your visit makes the other person feel abrupt, it means that you are not working as planned.
5 Increase customer visits and improve visit skills. To improve your visit skills, you must first be careful, diligent, and serious; sales skills are not on the verbal, but in your actions.
6 Try not to do or do less things that are not related to work, such as surfing the Internet, drinking, playing cards, etc.
7 Moderate rest to eliminate stress, to achieve work and rest. Many people have a wrong idea, thinking that doing more things, spending more time, will have a little more cost. In a state of exhaustion, people are more likely to make mistakes. Maybe they wake up the next day and have to start from the beginning. At this time, choosing to take a day off may be more efficient. Moreover, the plan may not be carried out exactly as expected, and it is necessary to leave a blank on the timetable.
The efficiency of the salesman in the market depends on the hour before going to sleep. The salesman is doing the work summary of the day before going to sleep and arranging the work plan for the next day. In terms of a one-day schedule, first list what you have to do. These are your top priorities today; then list what you should do, and what you can do but not rush. Then evaluate the time required for each job and then decide how to allocate the time to these tasks. Remember, you should do more important things in a better time of day. After the day's planning is completed, it can be extended into a one-week plan to determine what is important and necessary to do during the week. Make sure that the itinerary is on schedule every day.
Again: the company's top management must be clear and rewarded, the order is forbidden, and the authorization is authorized.
The company must strictly carry out the business travel system, and supplemented with effective travel reporting tools, such as work logs, sales reports, etc., and included in the performance appraisal, so that the rewards and punishments are clear. If you insist on using and using various sales forms, you will be able to improve yourself. If you look at the various reports of the salesperson, you can analyze whether he has worked hard or not, and he can't cope with it for three days. The salesmen are good at analyzing people who are good at summing up.
The management of the company must learn to authorize and properly decentralize. Liu Zongyuan's two articles, "Growing Tree Guoxue Camel" and "Biography of the Deaf", clarify how to be a manager. Some management members are cautious and busy, and are busy with big things. They blame and confess the published documents. They are self-respecting and arrogant. They do the trivial things in person, interfere with the work of the salesman, and work hard to do the work of the salesman. This boasted of their talents, but lost those big, long-term things. These people are people who don't know how to manage.
The famous British writer Shaw Bernard once said: There are only two kinds of substances in the world: high efficiency and low efficiency; there are only two kinds of people in the world: efficient people and inefficient people. In the 21st century, where opportunities are less and less, we must rely on efficiency (quick response to the market) to make money and rely on wisdom to make money. Efficiency is the soul of the salesman to do a good job. It turns out that a highly efficient salesman will not be a long-time resident. A company with high efficiency must be a dynamic and fast-growing company.
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