有效地管理销售队伍

* 一线销售团队的管理者

销售工作有其独特之处，担任销售管理者的人往往都是业务上的能手，但作为管理者的作用很容易被他自身忽略。怎样招聘到好的销售人员？怎样把销售任务的完成控制在过程中？怎样帮助销售人员提升操作能力？怎样帮助销售人员持续工作激情？怎样形成团队的凝聚力，共同抵抗来自于市场的压力？
本课程将围绕这些问题，与参加者展开互动与讨论。

1.新经济环境下的销售经理
* 我们处在一个变革的时代
* 销售经理的压力管理
* 销售经理的职能与角色

2.招聘合适的销售人员
* 招聘合适的还是最好的员工
* 招聘前的准备
* 招聘中的面谈
* 评估与挑选

3.管理与评估销售人员
* 有效制定销售目标
* 销售业务的量化分析
* 从工作中评定销售员
* 客户是对销售人员的最好评价
* 有效的客户关系管理

4.销售人员的日常辅导与能力改进
* 销售的内涵
* 销售过程的重点把握
* 随访
* 有效的谈话与指导
* 销售人员的表格管理

5.销售队伍的领导与激励
* 销售经理的管理与领导
* 关注影响领导方式的因素
* 领导方式选择
* 有效授权
* 理解动机与有效激励
* 如何消除销售人员的消极情绪
* 有效提升销售人员的积极性

6.加强销售队伍的团队建设
* 团队的基本要素
* 一个团队发展的不同阶段
* 高效的销售团队有哪些特征
1. The sales manager in new economical environment
* We are in a changing era
* Stress management of sales managers
* The roles and responsibility of sales managers

2. Recruiting the right sales people
* Recruiting the suitable ones or the best ones
* Preparation before recruiting
* Interview of recruiting
* Evaluation and selection

3. Management and evaluation of sales person
* Setting sales objectives
* The quantitative analysis of sales staff’s performance
* Evaluating the sales staff through their work
* Evaluating the sales staff through customers
* Effective CRM

4. Coaching and improvement of sales person
* Meaning of sale activity
* How to handle selling process
* Visiting customers with sales representatives
* Effectively discussing and coaching
* Table management of sales person

5. Leading and motivating your sales team
* Management and leadership of the sales manager
* Elements influencing leadership styles
* Choice of leadership styles
* Effective delegation
* Understanding the incentive of sales people and motivating them effectively
* How to eliminate the negative emotions of sales staff
* Effectively motivating sales person

6. Sales team building
* Basic elements of a team
* Different stages of team development
* Characteristics of a high performance team