When sales results obtained by the sum of the management of each of the equipment vendors are facing new level of management even where the key is its efficient management.
Manage means to obtain results according to the business plan provided through the successful conduct of the management staff by the head.
Knowledge and experience and operational concept, coupled with a leadership that is acquired by the successes in each of their decisions on how to achieve the maximum potential development in each of its vendors, are essential aspects that must exist when decide who will be responsible for such an important role in the organization.
In their management skills highlighted his experience in the selection and training of salespeople, as well as containment and motivation to achieve maximum potential in each of them.
Here lays the importance of the figure of the manager or responsible for your conduct to produce the results expected in the newspaper business plan.
Since he or she will be responsible for his team’s achievements must be supported newspapers always the wisdom to shape and develop their team with the best sellers.
If we were to define the actions to take in this important task inherent in its management, as described below in the appropriate chronological order to be carried out.
1. The “Effective Management Methods.” It is detailed and duly recorded the most direct route to take for their vendors to generate consistent results, quality and productivity each period of the year.
2. Profile Selection. Is the detailed description of the candidate to be selected. The same must be done before the start of any search, trying to describe “the ideal seller” required according to what sells, contacts to be interviewed on the market and by products or services offered.
3. Recruitment sources. Represent the sources from which their candidates will seek. This can be done directly or through a real agency or a specialized site on the internet.
4. Vendor Selection. At this stage of pre-selected to interview every applicant, it must do according to the previously developed profile. The manager must develop the ideal seller’s profile that needs to sell their products or services, the target customers you get, which will represent your best guide to minimize errors in selecting each of its vendors.
5. Decision of Incorporation. Despite having all the collections, may make mistakes. However, in the manner described in these stages, significantly minimizing the risks will surely be presented. In the interview you must know in depth the strengths and weaknesses of each candidate and basically, checking its versions and data downloaded on your resume.
6. Initial Training. Before starting the seller recently incorporated activity must be formed to efficiently meet the “effective method of management,” know all their products or services in terms of sales, learn effective sales techniques and how to effectively manage its portfolio of opportunities ( customers and prospects) and daily and weekly time to travel the safest way to manage and perfectible. While you can do yourself, you can have specialist consultants for this important initial step of its vendors.
7. Permanent strengthening. Initial training and actual practice of learning always require adjustments if we form successful salespeople.
Accompanying each vendor in its work, detect errors or biases, as well as the vices that often appear and which should be corrected promptly.
8. Containment, encouragement and motivation. These aspects inherent in any productive work are essential in managing sales. To this should be a permanent contact with each of them and particularly through regular meetings weekly, biweekly or monthly where they can meet these issues in a truly efficient.
More than three decades in professional practice and management consulting sales, support this development for the sole benefit to you to achieve your full potential in shaping their sales team.
We can not accept that share one or more of the eight areas mentioned above and in chronological order. But it is appropriate that the opinion is sustained with the objective reflection to result in an opinion not merely fanciful.
Before each questionable item we invite you to consider the consequences that will result if not performed and the effect this will produce the following steps in the process of forming the team and each of its members.
Applying them to each and every one of them, I would wish him and wish him every success in their sales.