The seven feature of excellent sales leaders!
Today's sales of Chinese companies have been very different from 10 years ago, even 5 years ago. China's sales team also has a long development. However, the manager of the excellent sales leader can be said in Chinese companies. What is the reason? First, the concept of Chinese has not seen sales as a kind of occupation, and it is not a great career. If you still think of sales as "selling things" in the concept, it is difficult to have excellent sales leaders. Second, even if some people have accepted sales career, they still lack the psychological quality and characteristics of excellent salespersons. Not everyone who can't find the office can do sales! This psychological quality and characteristics can be cultured after day. Finally, only those who love this career, concentrate on cultivating and developing themselves, can become excellent sales leaders. What is the difference between sales leaders and sales managers? Sales leaders make the sales team vitality, motivate them to achieve the seemingly impossible goal; sales managers are only normal to ensure that the sales process is working properly. Sales leaders have a strong sense of mission and purpose; sales managers only ensure that the access report is completed on time. Sales leaders are committed to innovation; sales managers are only committed to management. "Today's global competition is extremely fierce, the products are small. Your success or failure 98% is in your employee," Caliper, Inc. (Editor-Translation: Kaliber), the founder and administrative president Herbert Greeberg (Green) . The company studied the characteristics of 172 sales managers. "The quality of the sales team is in the final analysis of its leadership. General sales manager only ensures normal operation, and leaders can promote developments. They make people around them more excellent." Caliber's research found sales The seven key features of the leader: * You have to be strong. Excellent sales leader knows when to adopt what kind of way to express your tough attitude. They know how to adhere to their rights. "Ji Shuart (Editor-in), Vice President of Special Chemical Industry Co., Ltd., vice president of special chemical enterprises. Jim Marcrum (Makarlen) said that" Soft and weak people will become a good leader. " (Editor's Translation: Edison Company) Vice President Raymond McDermott (McDo) Instead, the sales manager has not spent more accompanying family, and has not spent enough time to travel with its sales representatives. "I tried him to the office, I told him very much. I know that my family is very important." McMimo said, "But I also remind him that this is his job. If he needs this salary and prestige, It must be in front of the frontline charge with the sales representative, successfully completed. "The sales manager didn't like this conversation, but he wanted to retain this seat, so he accepted. "He is doing my request now. We have no argument, and there is no resolution." Macmore said. * You must have intrinsic driving. Sales leaders are not interested in persuading customers, they can also drive themselves to motivate sales representatives to take action. GBS Printed Products & Systems Inc. (Editor-in: GBS Printing and Printing Machinery) Dennis Kinard (Karnade), Vice President of Sales. He has always performed excellent in the past 13 years, but its sales performance has fallen, mainly because of his major customers bankrupt. The salesman did not develop new business, but it is not good to have a lot of fate, and the performance of the performance decline. Kinnad agreed with him to summarize performance. "I invite him to have lunch together.
I didn't emphasize his performance, he might face the crisis, "Nard said," The opposite, I said that you have the ability to do better, "this sales representative made this way" active "Reflections, because he did not feel the attack or being degraded. This meeting has achieved immediate results: two months later, the monthly sales volume reached the highest point of two and a half years. * You must have Intrinsic tenacity. When the sales representative failed, he must have an intrinsic tenacity to maintain an optimistic attitude, start a new sales visit. Sales leader has a task: He not only can be able to free from failure, but also guarantee its sales The representative can also free from failure. Stutt's National Sales Manager Timm Hayes and one of his regional sales managers, a sales representative and a product manager lost a $ 2.5 million single "We are very depressed, it is simply sad," Hay S said, Hayes and its team members met with this potential customer, asking why the feedback will fail. "I hope I want yourself The sales team develop such a habit, and asks why you fail to fail. "In the next week, Hayes and their teams have repeatedly summarize what they think they are doing, which aspects can be done better. Hayes believe that regardless of the situation, the key to the proper handling of the sales representative Help them treat failure as soon as possible. He said: "I tell them that we must summarize performance and continue to advance. "* You must dare to take risks. Kaliber's Greenbed, in the fierce market competition, victory usually belongs to leaders who are willing to" boldly try, not afraid "." In the field of sales, sales leaders are always venting . Do you hire this person? Do you do this? In this small market, those leaders who don't dare to take risks can only be taken off by this world. "Sometimes, developing a new customer is also an adventurous thing. Pace Analytical Services Inc. (Editor: Personal Analysis Service Company) Marketing and Customer Service Manager Greg Whitman (Whitman) has witnessed 6 high-level managers for a customer company The resignation opened their own environmental consulting firm. "At the beginning, there is no business in other laboratories to do business with them without credit investigation," Whitman said. But he didn't dare to see it. In the opportunity. He has a hand with a partner of the new company, therefore trusting the partner. "The new company opened only one week, with the trust of him, I sold our service to him, because I know he is Trustworthy, "he said. Whitman's bet is right. The new company has settled within 30 days, and the Western is constantly requested to serve the service. * You must have an innovative spirit. Adventure and innovation spirit is not Open. Excellent leader knows that "old way" is not always "best way". This is especially true in a sun-changing market. Stutt's Hay, a sales representative called Paul Dyne. He It has established a close relationship with a major customer. The customer said that it is intentional to make a business with Stutt's amenities around the world. Dai En asked Hays, he could become the manager of this customer, because the customer is him Developed. This suggestion sounds good, but there is a problem: Stutt's sales staff is divided into the region. If Dien manages the customer's sales in other regions, the salesperson of other regions will feel that they are subject to Infringement. Hayes' solution is that Dien is responsible for the initial business with this customer. Subsequently, he will hand over local sales staff. The company improves the commission rate of all his business to reward.
"This is a reward for him." Hayes said, "If we have been in the past few years, we will say to Den: 'No, that is not your field, we must comply with the regional division". But We decided to break the routine, because we saw a chance to help the company's development. As a result, this manufacturer has become our big customer. "* You must have a sense of urgency. Sales leaders know that "right" action is critical to retain business. "The sense of urgency is like a huge gap, and the excellent leader is distinguished from the general manager," Stutt's Maklen said. The Personal Analysis Service Company won a big project and tested the groundwater for the two oil companies. After receiving the task, Whitman is taught to the employee. "I told me sales representatives and project managers: this project has great influence, and strong competition," Whitman said. Before the groundwater sample was delivered, Whitman ended the laboratory's other work and established a seven-day double-shift system. This is unusual in Western. As a result, the laboratory completed only 5 days. The customer thought it was 10 days. For Whitman, this paper can be described as a double carving: the customer has given the new business in the company, and the project has also established a new speed and efficiency standard for the laboratory. But Whitman also warned that don't urge urgency. "It's not everything is very urgent," he said, "It is very urgent to customers, and it is not necessarily urgent to us." * You must be good at the subordinates. Sales leaders are tough, active, bold, but they also have a heart. Their sympathy is not less than its competitive enthusiasm. At the beginning of last year, Walt Disney Attractions Inc. (Editor) sales manager, Paila Gerhold, who met two new sales representatives at the company's national sales meeting. These two sales representatives hope to talk about their ideas that advertise with a regional travel agency in a tourism magazine. They are very enthusiastic about this project, but considering not careful. For example, they have some basic information that start this project: the publication of the magazine, the final deadline, technical specifications, etc. "The bad sales manager may play his two hand boards because of the information they don't know." Greeh said. But she took more slowed. Gree Hhd told them that she also wanted to make this, but they need to collect more information and list the information required. Soon, the two sales representatives took a detailed advertising plan to see Gree Hhd. "I think their ideas are very good, I don't want to suppress their enthusiasm," Greeh said. "The problem is just that the sales representative sometimes enthusiasm, but it is not valued for details. For the leader of the submitted, it is necessary to listen, understand, and help employee understand." But Gho Hhd also pointed out that "Subjects, it also means Let your people act. "Copyright Notice: 9CBS is this BLOG managed service provider. If this paper involves copyright issues, 9CBS does not assume relevant responsibilities, please contact the copyright owner directly with the article Author.
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Published on January 10, 2005 1:07 PM
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comment
Shan Ge published
2005-01-12 11:25 AM
The article is a bit unclear, and below is 7 headings.
* You have to be strong. Excellent sales leader knows when to adopt what kind of way to express your tough attitude. They know how to adhere to their rights. "Jim Marcrum (Makarlen), vice president of special chemical enterprises, DA stuart (editorial: Stutt), said," Weak weak people will not become a good leader. "* You There must be intrinsic driving. Sales leaders are not interested in persuading customers, they can also drive themselves to motivate sales representatives to take action.
* You must have intrinsic tenacity. When the sales representative failed, he must have an intrinsic tenacity to maintain an optimistic attitude and start a new sales visit. There is still a task of sales leaders: he will not only be free from failure, but also guarantee that its sales representative can be freed from failure.
* You must dare to take risks. Kaliber's Greenbell said that in a fierce market competition, victory usually belongs to leaders who are willing to "boldly try, not afraid of failure". "In the field of sales, sales leaders are always taking risks. Do you hire this person? Do you do this? In this product of this product, those leaders who don't dare to take risks can only be taken away by this world. "
* You have to have innovative spirit. Adventure and innovative spirit are not open. Excellent leaders know that "old ways" is not always "best way." This is especially true in a growing market.
* You must have a sense of urgency. Sales leaders know that "right" action is critical to retain business. "The sense of urgency is like a huge gap, and the excellent leader is distinguished from the general manager," Stutt's Maklen said.
* You must be good at subordinates. Sales leaders are tough, active, bold, but they also have a heart. Their sympathy is not less than its competitive enthusiasm.
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What did you feel?
In the article, the leaders and managers are used in two words, and they can see that the author's intentions let us know different levels of the same position.
