Sales process management in order to achieve the desired results, need "ideas + methods + tools". For sales, a good process, there will be good results, explaining the importance of process management. But good results, but not necessarily a good process, for example, some salespeople, although the sales task is completed, that is, there are good results, but privately it is through the pressure of goods to achieve the results and process, and sometimes can not be equated, but this is also illustrated from a level of sales management needs, urgency. In the process of sales management over the years, well aware of the importance of process management for the achievement of sales targets, and concluded that a good sales results, there must be a series of management tools and methods. Summarized, no more than three management tools, two management methods, are now described separately. A form. That is, the sales of daily forms, which is the most basic sales process management is also the most important one form (see attached). This form shows the following management content: 1, reflecting the sales staff work in the region, the specific daily newspaper, fill in the date, as well as weather conditions. Fill in through the weather, you can avoid the sales staff to take this non-attendance, shirk the responsibility of work and other phenomena. 2, serial number. Fill in the serial number, can reflect the number of a salesperson to visit the customer each day, you can see whether the sales staff in accordance with the requirements of the enterprise quantitative work. 3, visit customers. Is specific according to the plan to visit the customer name or name of the person. Of course, if the last column in the form of "other records", plus visit the customer's phone number, more convenient to check whether the sales staff work is true. 4, visit time. Is the specific time to interview customers. Many companies have A, B, C classification of customers, different customers have different visit frequency and specific interview time, some companies also require specific fill out the starting time period to visit customers, thus facilitating further inspection of the time period sales staff in doing what? 5, the purpose of the visit. Divided into ordering, collection, development, service, description (such as new products, new policies, etc.), which can be seen in the daily focus of the sales staff, which in turn helps the supervisor to correct. 6, negotiation results. Specifically can be seen in a salesperson's daily work performance, which can be seen in a salesperson's work skills, and then decide whether the need for sales staff training to enhance, etc., in order to improve efficiency and effectiveness. 7, customer categories. Including the development, new, original three, you can see a sales person customer structure is reasonable, sales growth is guaranteed. 8, scheduled re-visit time. Is based on the results of interviews with customers, and target customers to communicate with the specific timing of the second visit, according to the law of four visits, that is, more than 80% of the customers are visited more than four times before the success of the sales staff, thus requiring sales staff to carry out skillful, frequent visits. 9, other records. Can record customer objections, problems to be solved, *** with the agreed matters and memos. A phone call. As a sales manager, to do a good job in the sales process management, to promote the team's performance quality and quantity, in addition to requiring sales staff to fill out the daily sales daily form seriously, but also adhere to the daily subordinates of a phone call, through this initiative, you can achieve the following purposes: 1, deter sloth. By asking the sales staff a day's work, especially the key work expression, indirectly understand the sales staff to do the work of the degree of solidity. In the call, by asking some key things, for example, visit the name of the customer, the specific visit to the time period, the specific participants, etc., you can find out whether the sales staff in accordance with the requirements of the work, whether lying, etc., so that some of the inert personnel are no longer blatantly lazy. 2, set positive and negative examples. Every day on the phone, as a sales supervisor, do not forget one thing, must be on the phone, the general sales situation in the region, especially the best, as well as the worst, to inform the team of all the personnel, especially the less desirable sales staff, so as to play an incentive to the advanced, spurring on the latter, and ultimately able to allow team members to achieve the effect of progress. However, the sales supervisor to check the subordinates work calls, pay attention to a few points: 1, the phone should not be more regular. Although a phone call every day, this is a habit that should be maintained, but when the specific day when to play, it is recommended not to have a regular, you can play in the morning to check whether the sales staff's work is planned, you can play at noon to check whether the sales staff is on duty, you can play after work to see whether he acted according to the plan, as well as the effect of how to play in the evening (of course, do not be too late, it is recommended that 10:00 before), to see that day's sales Personnel work performance and whether there is a willpower not to stop until the goal is achieved, thus also facilitating the discovery of typical. Through this law in the irregular phone calls, so that salespeople feel behind a pair of invisible eyes, so that "no need to whip their own hooves. 2, not to fight the battle without preparation. That is, the sales supervisor should be based on their own sales staff to master the sales situation, the state of the work, each time before the call, to be ready to ask what the content, what are the precautions to be taken, which needs to be knocked down to shock the tiger's skills, in particular, to pay attention to the usual like to play smart, lazy salespeople. If the supervisor has some sales data in hand, as well as through the customer to understand the whereabouts of the sales staff, will be more persuasive, so that the sales staff convinced. Of course, the phone, to positive incentives, that is, more praise, less criticism, to promote a positive and harmonious team culture. A text message. The content of this text message is very simple, is the daily sales performance and cumulative sales performance of the Dragon and Tiger rankings in the form of information sent to each member of the team, so that they can see every day as well as the cumulative rankings of their own situation, so that the backward "know shame and then courage," to play the role of "stimulus! "The role of the advanced, to continue to maintain the leading state, set off a wave of everyone to catch up with the advanced. By mastering the daily sales performance and sales progress, sales managers can be easily arranged for work; and through the cumulative ranking of sales performance, notify the world, can play a subtle incentive, spurring role. Texting has two key points: 1, to maintain contact with the headquarters sales staff. So that the daily sales situation can be timely feedback to the sales supervisor, so that they can rank the compilation. 2, SMS can choose to send in the morning and evening two hours. That is, when salespeople are not working, it allows them to better reflect on their own work status and its performance, so as to decide whether to adjust the work plan, and then catch up, or to create better sales performance. In addition to the above three sales process management tools, as a sales manager also need to use two management tools: Walking around management. McDonald's once in a period of time performance decline, and later found that some managers in the office to do management, and it is difficult to quickly and conveniently solve the problem, later, McDonald's office inside the chair backrest all sawed off, so that people like to stay in the office management personnel, there is no comfortable backrest, so as to take the initiative to do the management of the scene, as a result, to quickly turn around the situation to improve the performance. In fact, sales managers to do a better job of sales process management, walking management is essential. Wahaha Group why as a private enterprise and years of growth and not decline, attributed to Wahaha's chairman Zong Qinghou more than 200 days a year to run in the market, he is familiar with the market, familiar with the customer, familiar with the sales staff, so, reducing the Wahaha decision-making errors in the chances. Therefore, sales managers want to make the right decisions, trust in the subordinates, it is necessary to walk around the management, not limited to "office management", "telephone management", so as to grasp the first-line market situation, to achieve more effective management results. On-site management. The purpose of walking management, in fact, is on-site management. Site management for subordinates and customers, more attractive. Whether it is the sales staff, or customers, like to be able to solve the problem on the spot supervisor, and never like the office, in the phone to point fingers blind command of the leadership. Sales executives want to establish their credibility, better help subordinates and customers, you must go to the scene. 1, in the field to solve market problems. A lot of problems is the need for supervisors to the scene to investigate, to evidence, to applaud, to cheer, for example, tampering, price and other issues, you can not easily listen to a side of the rhetoric, it is necessary to go to the scene to investigate, to displacements, so as to trace the roots of the reasonably be dealt with. 2, on-site training of sales staff. Sales managers can be managed through the scene, found that the sales staff in the work of the problem, especially skills deficiencies exist, so that the scene can be taught hand in hand, and instant rehearsal, more convenient for sales managers to be corrected in a timely manner, so as to find the fundamental solution to reach the goal or methods, techniques. In short, the sales process management to achieve the desired results, the need for "ideas + methods + tools", ideas, that is, sales strategies and programs to ensure that the correct, which is the direction of the problem; method is "art", the process of managing the means to adapt to the market, suitable for team members. Members, and whether it can effectively adhere to; tools are "tools", that is, auxiliary means, whether it is useful, whether it is a formality. At the same time, but also combined with team building and performance appraisal. Only in this way, the sales process management is more effective, in order to better achieve the goal of fuel, better to complete the sales task.