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1、Improving Sales Productivity by Motivating the Sales Force通过激励销售团队以提升销通过激励销售团队以提升销售业绩售业绩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 Do
2、nt Necessary Become Good Sales Managers. Why? 卓越销售员不一定就是优秀的卓越销售员不一定就是优秀的销售经理销售经理。为什么？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，谁该负如果销售人员业绩欠佳，谁该负责？责？Who is the Best Sales Person?哪位是最
3、优秀的业务员？No. Of Client Meetings 客户会面次数Salesman A191Salesman B78Salesman C63No. Of Client Meetings 客户会面次数Proposals Sent 提议书数量No. of Sales Closed成交数量Salesman A19112334Salesman B787843Salesman C633025Who is the Best Sales Person?哪位是最优秀的业务员？No. Of Client Meetings 客户会面次数Proposals Sent提议书数量No. of Sales Clos
4、ed成交数量Sales Value销售金额Salesman A19112334340,000Salesman B787843500,000Salesman C633025360,000Who is the Best Sales Person?哪位是最优秀的业务员？No. Of Client Meetings 客户会面次数Proposals Sent提议书数量No. of Sales Closed成交数量Sales Value销售金额Gross Profit毛利Salesman A19112334340,000100,000Salesman B787843500,000200,000Salesm
5、an C633025360,000200,000Who 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
6、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 str
7、ong 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 position60%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 Suc
8、cess + 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W
9、hy 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 specific objectives喜欢目标明确的工作Why do Good Sales People Leave?卓越销售队员为什么会离职？Reasons Why Sales People Leave 销售人员离职的主要原因Lack of career development欠缺职业发展Unfair treatment不公平的待遇To get
10、a promotion somewhere else到他处升职Having their autonomy restrained自由受到约束Did not feel appreciated没有受到重视Lack of systematic training & coaching欠缺系统式的培训与辅导Balancing between New and Old Sales Staff 在新、老销售人员之间取得平衡Old Sales people can老销售能够:Share experience 分享经验Provide guidance 给予辅导Be role models成为榜样Balancing
11、between New and Old Sales Staff 在新、老销售人员之间取得平衡But old sales people sometimes 但老销售却有时会:Hoard the best leads and territories away from new sales people 将最好的销售线索及地域隐藏，不给新销售员Use their clout to resist changes or make unreasonable demands使用他们的影响力抵制改革或漫天要价Make things difficult for promising new sales peopl
12、e排挤有潜力的新销售人员Ways to Deal with Errant Experienced Sales People如何处理跋扈的老销售Compare your sales team with your competitors 那竞争对手的销售团队与自己的团队进行对比Getting new sales people to set good examples让新人树立好榜样Never give in to unreasonable demands针对不合理要求不作出妥协Use a good CRM system使用良好的CRM系统What Else to Measure Besides S
13、ales Turnover除了销售业绩以外的评估标准Gross Profit 毛利New Businesses Brought In挖掘新客户Strategic Customers Brought In获得的战略客户Retention and Growth of Existing Customers现有顾客的维护与增长Ability to Work As a Team团队合作能力Being Able to Proactively Understand Customers Business Issues能够主动地了解客户的商务需求Making Sustainable Improvements a
14、nd Progress in Sales Results/ Sales Activities推动持续的销售增长、业绩改善What are Some Behaviours that Winning Sales People Have that Others Dont?成功销售人员会有哪些行为是一般销售人员没有的？Winning Ways of Winning Sales People 成功销售人员的制胜法则They ask questions regarding their customers problems, implications and what will happen if thos
15、e problems are solved他们针对顾客所面临的问题、问题产生的影响以及“如果那些问题能够被解决会发生什么？”来进行提问They are personally accountable for customers results and understand customers businesses他们会为客户所想达到的结果负责到底，并深入了解客户的商务情况They reach to ALL people who can influence over the outcome of the sale 他们会接触、联系所有会影响销售结果的人士Winning Ways of Winnin
16、g Sales People 成功销售人员的制胜法则They match their sales process with their customers buying process 他们会把注意力放在顾客的采购步骤，并将自身的销售流程配合客户的采购步骤They seek to build a relationship with no agenda first, rather than aiming the customers pockets everytime他们在初期与客户建立关系的时侯不期待任何销售结果，而是围绕顾客自身的情况开始谈话They create value by provi
17、ding advice and insights to the customer他们以提出建议、见解的方式创造价值，而不只是一个充当“会说话的宣传手册”39% of a customers decision to buy from your company is based on the effectiveness of the sales representative39%的顾客是因为销售人员的表现而决定购买的The R4 of the Customers Experience客户购买经历的R4Reliability可靠性Relationship 交情与关系Responsiveness积极性Resourcefulness 资源整合行千里而不劳者，行于无人之地也If you can march 1,000 miles and not feel tired, you will be undefeatableQ&AContact infodirections- for more details, OR log on to: to get monthly updates ORhttp:/ for the Chinese updates
