Sales managers are an important link in almost any organization. Building such a department is not an easy thing. Many people think that different people should deal with clients at different stages. Those. one employee makes cold calls, another conducts presentations, and the third collaborates with the client after the conclusion of the contract. But with such an organization of the process, the client communicates with many people. This is how an important part of cooperation is lost - friendship.
Instructions
Step 1
Decide how many employees you need. If the sales volume is planned to be small, one person will be enough. You can further develop it. If you have a large production volume, you will need more staff. Start interviewing. For them, prepare various questionnaires and models of behavior in the negotiations.
Step 2
Search for a sales manager. Never give an answer about a job at your first interview. Rate a few people first. Choose those who are more suitable for this job. Do a second interview, possibly a group interview. And after that, hire a manager and sales staff.
Step 3
Establish regular planning meetings for employees to report back on their work. They can be weekly or daily. Set a monthly plan for face-to-face client meetings and cold calls. Tell employees about it. Set bonuses for those who exceed this norm. And penalties for those who do not fulfill it without good reason.
Step 4
Set wages. It should consist of a salary and a percentage. In the first months, the salary should be higher, and the interest should be lower. After some time (for example, 2-3 months), lower the salary and increase the interest.
Step 5
Explain to employees that they need to guide each customer from the first call and throughout the entire collaboration. Each client will communicate with one person. After a while, they will have a semblance of friendly relations. It will be more difficult to end such cooperation.
Step 6
Explain to managers the need to keep in touch with the customer. Remind you of the need for congratulations on a particular holiday. For example, it would be nice to send a beautiful postcard by e-mail and additionally call your partner.
Step 7
Monitor the sales department regularly. Employees should work most of the time. These are people who cannot have a free minute. Encourage those who are active and fine those who can afford to do nothing.
