Essential for managers: 5 sales team management methods

For many managers, as soon as we hear the word "sales management", our blood pressure begins to rise.

Top companies all over the world are rapidly adopting different sales management methods to improve the overall quality and performance of sales.

Unfortunately, the sales director does not have a mature plan to use when making the support plan.

So how to manage the internal sales team?

A common mistake is usually to hold a video conference at the beginning of a week, in which the whole sales team will attend and listen to the sales staff share their work plans and arrangements for next week. But in fact, this kind of unilateral non-response reporting method is very inefficient. The key to the success of the internal sales team mainly lies in the two-way communication between the sales staff and the sales manager and supervisor:

According to my experience, the training plan of sales staff is embodied in three key areas:

The weekly feedback meeting usually summarizes the sales problems and selects the sales champion of the week. The top sales team will get the support of Mutual Customer, sort out a set of sales processes and plans of the top sales team, and store them in Netease Mutual Customer SCRM system for new sales to learn and imitate. Try to evaluate sales through sales performance every three to six months to ensure that key skills are understood and utilized. This also urges sales to study the experience and methods of selling crown hard to maintain good results.

After all, learning from top sales representatives is an armchair strategist. How can we make sales and customers face to face and achieve good results?

In order to solve this problem, the team should conduct a drill once a quarter. The management and sales representatives should list a sales performance ranking according to the results of the drill, study the best sales methods and reasons, and guide newcomers how to quickly enter the state during the analysis process. This is a very valuable opportunity for new salespeople to share practical experience with each other in the organization and help expand the team size when we work separately.

It may be difficult for a sales team working remotely to obtain the information needed in the sales process. Similarly, given that the sales model is changing rapidly, the content is easily out of date. It is very important to keep the data updated, so that salespeople can quickly find the customer data they need.

The use of mutual customer can ensure that the sales team can access specific sales content when needed, such as quotations and product introduction materials, which are stored in the background of mutual customer and can be quickly retrieved by computers and apps. In addition, Mutual customers can organize content according to customer groups, product categories, industries or other team-specific topics, which helps salespeople improve efficiency and encourages salespeople to customize personalized content according to the specific needs of each customer. This is also a very important step in the sales process.

Even the best sales team must check the phone records of each sale one by one.

The first-line manager will conduct the audit according to the organizational structure. Only in this way can we directly understand the first-hand situation of sales and give timely feedback. Through mutual access, all cloud call records will be archived. You can filter the corresponding call records according to the outgoing call time and call duration. Through AI, voice can also be directly converted into text, which is convenient for sales managers to check the quality.

Netease Mutual Customer-One-stop SCRM products transformed by authorized sales customers.

Sales can use mutual customers to communicate and interact with customers through WeChat, telephone, SMS and other channels to complete customer follow-up and management in one stop. Precipitate customer behavior and follow-up data to guide sales to follow up correctly. Improve sales efficiency, achieve performance growth, copy the methodology of selling crowns, and build "order harvesters" on a large scale.