As a marketing director, he should have his own unique views on the company's development strategy and brand planning, especially on the basis of full communication with the company's boss, in order to maintain a high degree of consistency between market concepts and management methods. It should be said that the marketing director has a keen sense of smell and unique insights on product positioning, opportunity innovation and promotion because he is often in the market, which is precisely the concrete embodiment of formulating business policies, defining marketing strategies and implementing team management. Below I have arranged the work content of the sales director for you, welcome to read!
The sales director is in charge of the whole sales department. Its main tasks are: to investigate and inspect the market, supervise the work of sales specialists, make sales plans, make regular sales summaries, manage sales teams, evaluate the performance appraisal of each sales specialist every month, communicate with superiors and subordinates, conduct irregular promotional activities, train sales specialists, assign jobs at exhibitions, assist production plants to develop new products, etc ... Now some enterprises are companies, and sales directors are executors and should also be decision makers.
1. Research and inspect the market from a strategic perspective: Without research and inspection, you have no right to speak, and you don't know whether the questions given to you by salespeople are true or false. Without research and investigation, you won't know the current situation of the market, such as geographical location, climate, urban living standards, comprehensive consumption capacity and our competitors in this area, and then make corresponding sales plans and policies.
Second, supervise the work of the sales specialist: help coordinate the sales specialist to make monthly sales plans and communicate with customers, including 1, and develop the number of customers; 2. Number of customers visited; 3. Customer follow-up; 4. Submission of the agreement; 5, the use of sales strategy; 6. Completion of sales targets; 7. The plan and summary of the sales specialist; 8. Handling of objections; 9. Management and maintenance of potential customers and existing customers ...
Third, the formulation of sales performance: the formulation of sales performance should have a certain basis and cannot be imagined out of thin air. According to the current situation of the company and the product category of the company, it should be divided in detail. Of course, it is indispensable to consider the off-season and peak season of sales. Considering the regional disparity, such as coastal areas and marginal poverty-stricken areas, mature areas and newly developed areas, I should actually make an estimate based on the company's sales last year. The next thing to do is to implement the monthly sales performance of each sales specialist, and even subdivide it into how much the monthly sales performance of each sales specialist should be, so that each sales specialist can clearly understand that he has to complete the monthly sales plan issued by the company and finally achieve the annual sales target.
Fourth, the formulation of sales plan: it is also important to formulate a good sales plan. There is a saying that no ideal can never be realized. Obviously, the importance of sales plan. Of course, the sales plan should also be formulated according to the actual situation, and the basis of the sales plan is actually based on sales performance. Follow up with different strategies.
Now, the sales plan can be divided into the following aspects: 1, to help improve new products; 2. Formulation of promotional activities; 3. Development and maintenance of key customers; 4. Development of potential customers; 5. Recovery of accounts receivable; 6, problem handling opinions, etc.
Fifth, regular sales summary: in fact, sales summary needs to be combined with sales plan. The main purpose of sales summary is to let each sales specialist specifically review what he has done in the past sales time, and then what kind of results he has achieved, and finally sum up the law of sales success. Of course, we may also encounter unsuccessful sales cases. If such a thing happens, we should also face it positively and see what we have not considered in the sales process and what we should improve in the future. Regular sales summary is also a good opportunity for me to communicate with the sales specialist. I can know what the members of the sales team are doing and what problems they have encountered. So I can help them and make the whole sales process go smoothly. Sales summary can also get some information about related products and know some trends of competitors. You know, we don't fight unprepared. Know yourself and know yourself, and you will win every battle.
6. Management of the sales team: The management of the sales team can be said to be a science and an important aspect of public-to-public relations. Today's sales model is no longer the charm of a single sales specialist. It should be the sales team that plays a decisive role in completing the sales task. On the basis of unity and clear goals of all members of the sales team, give full play to the potential advantages of each member and make them feel that this kind of work is very suitable for their own development. I feel that joining our sales team is like joining a warm family. I think every team member will like his work and our environment. The company has created a good corporate culture for us, and also provided and built a good sales platform for us, so the sales specialist should be satisfied. Nowadays, sales specialists are not simply looking for jobs in the past, but will analyze the company's culture, company strategy, company background and many other aspects. So the management of the sales team is also very important. Also plays a decisive role. Imagine that every sales specialist in the sales department has his own ideas and sells products blindly according to his own ideas. Then, will there be a company culture and company image? The answer is yes.
Seventh, the evaluation of performance appraisal: although the evaluation of performance appraisal is complicated, it is imperative. For the good completion of sales targets, performance appraisal is a relatively direct data, and the formulation of performance appraisal table can be completed by me. The general contents include: 1, the original planned sales target; 2. Actual sales volume; 3. Develop new customers; 4. Number of visits by existing customers; 5. The number of telephone sales calls; 6. Number of orders per week; 7. Growth rate; 8. Increase the number of development customers; 9. Lost the number of customers; 10, sales specialist behavior discipline; 1 1, work plan, report completion rate; 12. Reply to customers who need resources
Eighth, communication between superiors and subordinates: the sales director also plays the role of threading the needle. According to the task assigned by the company's superior leaders, it is implemented to every sales specialist. While accepting the task, it can also reflect the practical difficulties encountered by grassroots personnel.
Nine, sales specialist training: the main functions of sales specialist training are: 1, to enhance the overall image of the company; 2. Improve the sales level of sales specialists; 3. Facilitate the supervision and management of the sales director; 4. Successfully formed the order.
Tenth, the work of exhibitions and publicity meetings: There are many exhibitions and publicity meetings every year. In fact, exhibitions and publicity meetings are good places to show their products. Many customers have only seen it in TV media and newspapers before, and have never really seen the real thing. The important role of the development meeting is this, which can let customers feel our company's products intuitively. Not afraid of not knowing the goods, but afraid of shopping around. Secondly, we can contact different sales companies and distributors at the exhibition. We can make these sales companies and distributors gradually change from strangers to potential customers, then to existing customers, and finally reach sales orders.
Eleventh, assist the production factory to develop new products: product research and development is also an important part of good sales performance. Companies can't always be limited to making so many products. Without the launch of new products, customers will feel that the company has no sense of innovation, and we are like sailing against the current. If you don't advance, you will retreat. Therefore, although R&D is not a new problem, we must cooperate well. As long as we develop some new products, our sales department can introduce more products to the following customers. So our question is how to develop new products? In fact, we need the active cooperation of our sales department, mainly because we will have a lot of customer information when communicating with the following customers, and we can know from them what products customers need now, or what products are more suitable for their dealers. The positioning of new products can start from the same industry besides the dealer information. I believe the sales department should be able to collect this information.
Twelfth, the salary of sales staff: I think the above are more important in the sales plan. I think the most important thing is the salary of the salesperson. Of course, the salary is based on the proportion of your sales tasks. There are still many uncertain factors, such as the difference between the east and the west, the difference between the north and the south, the difference between developed cities and poor areas in the old frontier, and the difference between the old market and the newly developed market. This involves the question of cost. All these factors have been taken into account. Your salary. Finally, as an excellent sales director, if these work should be done carefully, I can confidently say that every business person who runs in the market is like a forward fighter, bravely fighting, desperate to remove obstacles and will continue to work hard to create better and higher goals.
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