Improving_Sales_Productivity.pptVIP

Improving Sales Productivity by Motivating the Sales Force通过激励销售团队以提升销售业绩 Analysing Your Sales Force Performance 分析你销售团队的业绩 Top 20% sales people delivering 80% of your sales; or 顶尖20%的销售人员为你产出80%的业绩；还是 Top 4% sales people delivering 64% of your sales? 顶尖4%的销售人员为你产出64%的业绩？ Top Sales People Don’t Necessary Become Good Sales Managers. Why? 卓越销售员不一定就是优秀的销售经理。为什么？ Less than 15% of superstar salespeople succeed in management 少于15%的顶尖销售人员能够成为称职的经理 If Sales People Dont Perform to Expectations, Who is Responsible?如果销售人员业绩欠佳，谁该负责？ Who is the Best Sales Person? 哪位是最优秀的业务员？ Who is the Best Sales Person? 哪位是最优秀的业务员？ Who is the Best Sales Person? 哪位是最优秀的业务员？ Who is the Best Sales Person? 哪位是最优秀的业务员？ What will be Your Advice to Salesman A, B and C? 你会给业务员A、B及C什么建议呢？ Challenges in Sales Management 销售管理遇到的挑战 Only 19% of effective new business developers are effective at maintaining long-term customer relationship 只有19%的新客户开拓人员能够与客户保持长远良好关系 Less than 15% of key account managers are comfortable developing new businesses 只有15%的客户经理对发展新客户感到适意 Challenges in Sales Management 销售管理遇到的挑战 Nearly 65% of salespeople who fail could have succeeded in the right type of sales position for their skills 将近65%的表现欠佳的业务员能在更合适的销售岗位上创造更优越的业绩 Nearly 70% of strong customer support and service staff are able to maintain customer relationships 将近70%的客服人员能够与客户保持良好长久关系 60% of sales position failures are related to individuals with the wrong skills for the position 60%的销售人员无法胜任其职是因为个人技能与岗位不匹配 What is Motivation? 什么是激励？ Motive + Action 动机 + 行动 Motive = Chances of Success + Amount of Effort + Expected Payoff 动机 = 成功概率 + 所需精力 + 预期回报 Myths About Motivating Sales People 激励销售人员的误区 Sales people are primarily motivated by money 销售人员最基本的激励是金钱 Sales competitions can motivate sales people 销售竞赛能够激励销售人员 Big job titles are needed to retain top sales people 如果要留住顶尖销售人员就需要给他们职位较高的职衔 Why do Sales People become Sales People? 销售员为何成为销售员？ Autonomy 自主自由 Directly links effort to success 能够看到付出所产生的结果 Likes to deal with spec