销售妙计31：新销售经理.docVIP

销售妙计31：新销售经理The New Sales ManagerThe New Sales Manager This week we tackle the question, “I’ve just been promoted to sales manager, now what?” 本集，我们将讨论这个问题：“我刚刚升上销售经理的职位，现在我该怎么做？” We received this question from Martin, a new sales manager from Scotland. 这是来自苏格兰的听众来信，他叫马丁，刚刚成为销售经理。 “I have recently been promoted to sales manager. We are a relatively inexperienced team, with 7 of the 8 account managers Im responsible for being with the company less than 18 months. This is a ‘growth’ year for our team I am being told. As a first time sales manager, I want to make sure I get it right. It’s also tough accepting Ive gone from being a top 3 account manager to managing a team that is delivering mediocre results so far. Do you have any advice for a new sales manager?” 他说，“我最近升上销售经理的职位了。我们这个销售团队比较缺乏经验，我手下的八个客户经理有七个都是新来的，在这个公司都不到一年半。上头告诉我，今年是我们团队的迅猛发展的一年。我第一次当销售经理，当然希望一切妥妥当当。而且我本来是个名列前茅的客户经理，现在却要带领一支业绩一般的销售团队。你有什么好建议吗？” Martin, your question is like deja vu for me. Almost 15 years ago, after I was named Account Executive of the Year, I was promoted to Sales Manager . . . of the worst sales team in my company. It was bad. We were dead last out of 52 sales teams, and all but one of my salespeople were brand new. And my tenured salesperson wasn’t setting any records. 马丁，你的问题我也曾经遇到过。大概15年前，我当时是年度最佳客户主管，然后升上销售经理的位置，带的却是公司里最差的一支团队。感觉可糟糕了。在52支队伍里面我们那支排最后，而且队员里除了一个人以外，其他都是新人。我手下的销售员也没有创下任何销售记录。 Like you I was getting tons of pressure from my management team for a quick turnaround. They were using buzz phrases like, “This is a growth year for you.” Which translated into, “We are sick and tired of this team lagging behind. You were a hot shot sales rep so let’s see what you’ve got. Oh by the way, even though this team has been a bottom feeder for as long as we can remember, we don’t have any patience. We expect you to fix it now.” 像你一样，我的团队也急需一个华丽翻身。上头会跟你说，“今年是你们团队的迅猛发展的一年”，其实就是在说，“我们实在看不下去这支团队在拖后腿了。你是个顶尖的销售代表，就来展示一下你的能力吧。噢对了，就算这支队伍一直都是倒数第一，我们还是希望你尽快把他们提高上来。” Though I’d like