How to build an excellent business team

The following details should be paid attention to when forming an excellent team:

(1) Optimize the organizational structure and post setting;

(2) the system with the post responsibility system as the core;

(3) Improve and implement the assessment and incentive mechanism;

(4) Establish a training system;

(5) Strengthen the construction of corporate culture.

The team needs to have the following functions:

Decision-making, management, implementation, information

In the project of investment promotion system, human factor is the most critical. In order to make the sales of products advance by leaps and bounds, the stable development of company management must establish a competent investment team from top to bottom, which is the top priority of enterprise investment promotion. However, except for professional investment enterprises, general investment enterprises are weak in team building.

First of all, we must establish a team: there is a leading team, which consists of three parts: the first leader is the head of the team, the second is the core members, who are the planners and supporters of the overall problems of the department, and the third is the important functional leader, who is the resolution and marketing executor of the participating team. In the decision-making procedure of major issues, project initiation, investigation, discussion and decision-making shall be required. Moreover, the main procedure should be "listening to the opinions of the majority, consulting with a few people, and the core has the final say".

Secondly, determine the strategy: there should also be five key issues:

(1) Determine the medium and long-term goals;

(2) Determine the overall front and stage to achieve the goal;

(3) setting the current goal;

(4) Determine the way to decompose tactical actions;

(5) How to adjust during implementation.

The third is the leadership team: the key problem is how to manage a business team well and whether a business team can play its due level, which needs to tap the skill level of a manager.

We should also pay attention to five points:

(1) Optimize the organizational structure and post setting;

(2) the system with the post responsibility system as the core;

(3) Improve and implement the assessment and incentive mechanism;

(4) Establish a training system;

(5) Strengthen the construction of corporate culture.

In practice, how to form a capable investment team?

First, establish a perfect investment organization system.

According to the scale of enterprises, the organizational system of investment promotion is also different. In the organizational system of investment promotion, there are generally several core functional departments and posts:

One. Director of Investment Promotion Department:

The main function of the investment promotion director is to be responsible for the overall situation of investment promotion, coordinate the relationship between departments, and shoulder the important functions of formulating investment promotion project strategy and supervising the implementation of tactics. Specifically, it includes determining the work plan of each stage of the department according to the company's business objectives; Complete the investment objectives and tasks assigned by the company; Conduct business negotiations with major distributors in various regions of the country; Supervision and implementation of the contract; Supervise and manage the operation of the distribution market; Coordinate various relationships between various departments of the company and dealers; The development and rational distribution of the national marketing network;

Second, the planning department:

The Planning Department is the "brain" of investment promotion, responsible for collecting market information, investigating and studying the market, planning investment promotion, and providing comprehensive market guidance and support for investment promotion, including the formulation and implementation of all investment promotion strategies and the formulation of investment promotion instructions; Media selection of investment promotion advertisements; Investment promotion expense budget and effect evaluation; Organize and implement investment promotion meetings; Investment information management; Frequently asked questions of dealers; Dealer selection criteria and verification. Generally set up planning, copywriting, graphic design, media delivery, market research and other major fields. Some enterprises outsource the work of the marketing department to think tanks with investment experience, and think it is unnecessary to set up a planning department. In fact, it's a misunderstanding, so it's best to combine inside and outside, so that on the one hand, it can avoid the shortcomings of the marketing department, on the other hand, it can take advantage of the "clear to outsiders" advantage.

Three. Ministry of Commerce (Investment Promotion):

Business (investment promotion) department is the executor of investment promotion, hand in hand with dealers, shouldering the heavy responsibility of business negotiation and investment promotion, establishing and improving customer files, strengthening household administration management and maintaining two-way communication with customers; Dealing with the problem of goods escaping in the market; Handling of returned goods; . There are usually several managers, regional managers, joint sales managers and business assistants.

The responsibilities of the investment manager include: drawing up the annual sales plan and submitting the payment target to the sales director for approval and implementation; Develop and improve the distribution network according to the medium-term and annual sales plan; Investigate and predict the access crisis and put forward improvement suggestions for approval in time; Grasp key customers and control the sales trend of more than 80% products; Pay attention to the ideological trends of the people under their jurisdiction and communicate and solve them in time; Participate in major investment negotiations and sign contracts; Regularly report to the immediate superior; Responsible for formulating departmental working procedures and rules and regulations, and reporting them for approval and implementation; Formulate the responsibilities of direct subordinates and clarify their work; Organize regular meetings every week and participate in the company's investment promotion business meeting; Responsible for the correct implementation of departmental workflow; To draw up plans and cost budgets for major national investment promotion conferences; Responsible for the reasonable control of departmental budget expenditure; Responsible for the safety of enterprise secrets managed by the department; On-site command of major investment promotion activities; Have the right to assess the business level and performance of subordinates; Have a certain range of sales discount rights; Have the right to return and exchange goods; Have the right to handle the smuggling of goods.

In this department, the role of business assistant is very important. She is the receiver and handler of the dealer's first call, and also assists the regional manager in handling daily letters, information processing, investment negotiation and dealer file management. When the regional manager is absent, he will become the "substitute" and "buffer zone" between the distributor and the regional manager, so the role of business assistant is very important. Specific responsibilities are generally: summarize market information and put forward suggestions and plans for expanding investment; Organize the establishment and improvement of customer files to ensure that customers are not lost; Be responsible for answering consultation calls, answering and introducing related questions; Responsible for the reception of important customers and ticket liaison; Responsible for ensuring the reputation of dealers.

The importance of regional managers is self-evident. He is directly related to the company's investment promotion performance, not only to convey the company's investment promotion policy to the dealers, but also to carry out the secondary planning of products according to the regional market conditions, to describe the operable market plan and bright market prospects for the dealers, and to urge the dealers to "respond"; Keep close contact with dealers at all levels; Participate in the customer negotiation and booth layout of the national investment promotion conference; Participate in the first-level negotiation and second-level negotiation of dealers; Responsible for picking up and dropping off stations, booking and receiving customers; Answer customer calls and introduce product knowledge; Investigate the reputation and network situation of customers; Manage and prepare various reports; Manage and prepare all kinds of publicity materials; Responsible for maintaining good relationship with customers; Have the right to handle returns within a certain range; Have the right to dispose of goods within a certain range.

The cooperative marketing manager is mainly responsible for the market control of the performing dealers, helping the dealers to start the market, and is the hub for enterprises to provide market services for dealers; Responsible for ensuring the timely collection of payment; Have the right to arrange venues for major investment promotion activities; Have the right to control limited funds.

The second is to strengthen the communication and management of the investment promotion team.

A person without thoughts is a walking corpse, and an investment promotion team without core ideas can only be fragmented. Therefore, in communication and management, we should not only teach employees how to use various skills to attract investment, but more importantly, the team must have the idea of rallying people.

"Ideas determine the way out, and details determine success or failure." The Roman Empire was not built in a day. The Great Wall of Wan Li is made of bricks and tiles. Investment promotion pays attention to market skills and details accumulation. No matter how high the investment promotion goal is, it is also accumulated by the investment promotion achievements of all sizes.

Investment promotion enterprises must emphasize the concept of attracting all employees to invest. In addition to the core personnel, logistics, finance and other auxiliary personnel should also understand the distribution policy and product knowledge of the company's products. Because it is very likely that one day all regional managers will be as busy as a bee at the investment promotion meeting, and there will only be logistics personnel in the company, and at this time there will be dealers calling to ask questions. If the logistics personnel are ignorant, it will cause a very bad impression on the dealers. On the contrary, if a logistics person can thoroughly understand products, markets and other aspects, the dealer will look at the enterprise with new eyes.

Therefore, an excellent investment team should have: a core; Excellent staff; At the same time, strict and scientific management is the guarantee of excellent investment team: establish business management system, standardize operation process and personal behavior; Establish performance appraisal and performance-linked salary policy to motivate employees and ensure the realization of investment promotion goals.

Third, the investment promotion team must carry out complete, in place and meticulous investment promotion training.

Investment promotion is most afraid of inconsistent understanding. Everyone has a set of evaluation system and negotiation standards, and they have their own opinions on products, markets and investment promotion, which leads to internal information confusion and low investment promotion efficiency. Efficient and practical investment training is one of the most important guarantees for the success of investment promotion. Through training, we should unify our thinking, unify the internal understanding and standards of words and deeds of all members, keep pace and advance together. Therefore, investment promotion training is an indispensable "internal strength" to build an excellent investment promotion team. All investment personnel should not only understand the company's strategic thinking, but also master the core advantages of the company's investment promotion. The market investment budget, advertising process and operation plan exported by dealers must be consistent, and the realization of these goals must rely on unified training.

Usually, the three core contents of company investment training are:

1, enterprise and product knowledge training: enterprise situation, product situation, etc. ;

2, communication skills training: answering the phone, receiving language, negotiation skills, appearance and behavior. ;

3. Professional knowledge training for investment promotion: investment promotion process, negotiation skills and form filling.

4. Training of investment promotion essentials: strategic steps of investment promotion, target decomposition, interpretation of dealer positioning contract, market operation plan, answers and responses to frequently asked questions, etc.

In actual combat, it is found that after systematic training, the cohesion and combat effectiveness of the team will be rapidly improved, and the investment personnel will quickly integrate into the investment atmosphere of the enterprise and get back the real money for the enterprise in a shorter time.

The above information was collected and provided by Jiutouniao Business Planning Investment Co., Ltd.