subject: How to Manage a Sales Force [print this page] How to Manage a Sales Force How to Manage a Sales Force
Various objectives of the sales force management and motivation are better met in a group situation than in individual interviews. Here I cover five areas that want to use in which the sales manager, could reach the power of the group environment on a target.
1. To dramatize feedback. Praise has a much longer-lasting effect on a seller if they lived in a group situation. Express your appreciation, therefore, in the presence of otherMembers of the team, if you want to emphasize the performance of an employee. Be careful, however, if a seller to criticize in the presence of the group. Criticism, which assembled a team can destroy the self esteem of the employee. Public warnings also have a very negative effect on those who are not involved. They worry that the same could happen to them.
2. Promote consultations. Many members of the field arereluctant to accept something to say to their superiors. They are much more willing, from colleague to get on the other side. A new routing technique during a conference to discuss a successful member of the sales force, quickly leads to positive experiences and is quickly accepted. Use advice colleagues in the group to come specifically for their own training purposes.
3. Arouse ambition. Comparison of the performance is done in a group situationone of the strongest methods of boosting sales people to greater efforts. Members of the sales staff are motivated when they themselves from colleagues who face a worse rating. Discuss performance results in detail in the group and therefore get the "acceleration effect" given by the result. If there is a "sporting spirit" in your team then the negative aspects of mate comparisons (envy, jealousy, resentment) are rarely. resulting
4. To discipline. Groups have their own unwritten laws. The norms of a motivated team are: a positive attitude towards the company and the product / service, constructive cooperation, the will to succeed, commitment. These standards of educational processes within the group. Misconduct by vendors (destructive attitude notorious troubleshooting, lack of punctuality, unkindness, misconduct) are simply eliminated by theRegulatory mechanisms of group norms, without the need for disciplinary action. During a discussion with business people, ask the group for their views on a problem that you are experienced with an employee. Keep out of the debate itself and only act as a mediator. A team of sellers with positive norms soon launch a "black sheep" back on track.
5. To create a sense of identification. The members of the fieldmust now more than just an emotional service station. The group is for the situation, the sales people with "compassion" and moral support is ideal. Sales people should meet every four to six weeks for a conference in which they can exchange experiences with colleagues to develop new targets in the area of sales management and experience team spirit. sales people who meet as a group, only two or three times a year, and lack of identificationEnthusiasm.
The application of these techniques is a positive impact sales behavior and results. You can learn these techniques and find a good sales management training.
