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.
