How to Increase Sales Efficiency - Marketing Director Tips

How to achieve results from a sales manager, what methods of motivation work, what needs to be changed in the work of the sales department right now

Why sales people can’t raise salaries

The increase in the base part of the salary does not work at all. If you want lazy salespeople, increase their fixed salary.

The seller is focused primarily on the result, so you need to increase the percentage of sales. The employee understands that the salary depends only on the result of the work. Moreover, the percentage should not be conditionally constant.

For example, the manager brought the client and receives a percentage of the transaction every month. This is wrong, as it leads to degradation of the sales department and gently kills your organization. You get a lazy seller, and the company - a narrow, not growing customer base.

In my opinion, the sales manager should receive a one-time bonus from the transaction. And customer support is included in its salary part.

How to properly control the work of the sales department

83% of Russians prefer to work in companies with a soft type of management. 18% of employees under 25 years old want to see a friend in the boss. But this does not work with sales managers.

The lack of tight control and the overly loyal attitude of ROP (the head of the sales department) to the sales department is like a condensed can for a diabetic. Tasty, cool, but not for long!

Constant failures in concluding contracts, a mess in the workflow, “drawn” reports and, as a result, a drop in the authority of the head.

For the success of any, even the smallest sales department, you need to make a daily cut. Mandatory morning five-minute with summing up yesterday and the designation of new tasks.

The first cut of economic indicators and the implementation of the plan at 13.00 to understand who is behind and help him. The second cut is the end of the day at 17.00-18.00.

Control is never superfluous, the main thing is that it does not grow into paranoia.

How to teach a manager to work with hot clients

Negotiation scripts do not work. Especially if conversations are tapped, and then they are sorted out - why did I skip paragraph 5.3 and why did not I ask according to paragraph 7.2.

If you work in the b2b sector, the interlocutors also went through sales courses and perceive scripts as a bad tone and work “on the forehead”.

How to teach a manager competent negotiations: in the first month send him to the maximum for trainings and seminars, provide reliable sources, attract experienced colleagues.

In the future, you need to give him at least 3 hours a week for self-education. The manager must understand that each conversation with the client requires preparation and an individual approach.

A good manager does not sell a company's product - he solves a client’s problem with a quality product.