When the sales results are obtained by the sum of the management of each of the team's vendors, we are facing a new level of management where the key is efficient management.
Managing means obtaining results according to the planned business plan through the proper conduct of the management of the collaborators in charge of the person in charge. (see Free Online Seminar at)
Solid knowledge and conceptual and operational experience, together with a leadership that is acquired by the successes in each of their decisions, in how to achieve the maximum potential in each of their sellers, are essential aspects that must exist when decide who will be responsible for such an important role in the organization.
His managerial skills include his experience in the selection and ongoing training of vendors, as well as his containment and motivation to achieve the maximum potential in each of them.
This is the importance that the figure of the manager or person in charge of its management acquires so that it produces the periodic results foreseen in the business plan.
Since he or she will be responsible for their team, periodic achievements must always be underpinned by forming and developing their team with the best salespeople. (For more information, see "Keys to a successful sale")
If we were to define the actions to be carried out in this important task inherent to its management, they are described below with the corresponding chronological order in which they must be carried out.
1. The "Effective Management Method". It is the detailed and duly verified description of the most direct path to be taken by your sellers to generate consistent results, with quality and productivity every period of the year.
2. Selection Profile. It constitutes the detailed description of the candidate to be selected. The same should be done before the start of any search, trying to describe "the ideal seller" required according to what they sell, the contacts they should interview in the market and according to the products or services offered.
3. Sources of Recruitment. They represent the sources where you will try to get your candidates. This can be done directly or through a real agency or a specialized Internet site.
4. Selection of Sellers. At this stage of interviewing each preselected applicant, you must do so based on the previously prepared profile. The manager must develop the profile of the ideal seller that he needs for the sale of his products or services, the target of clients to obtain, which will represent his best guide to minimize errors when selecting each of his sellers.
5. Incorporation Decision. Despite having all the precautions, mistakes may be made. However, in the way these stages are described, the risks that will surely be presented are being significantly minimized. In the interview, you should know in depth the strengths and weaknesses of each candidate and, fundamentally, verifying their versions and data on their CV.
6. Initial Formation. Before activating the newly incorporated seller, you must train them to efficiently comply with "the effective management method", know all their products or services in terms of sales, learn the most effective sales techniques and how to efficiently manage their portfolio of opportunities (clients and prospects) and their daily and weekly time to travel the safest and most perfect way for their management. Although you can do it personally, you can count on specialized consultants for this important initial step of your sellers.
7. Permanent strengthening. Initial training and actual practice of what has been learned always require adjustments if we wish to form successful sellers.
Accompanying each seller in their work, errors or deviations are detected, as well as the vices that usually appear and those that must be corrected in a timely manner.
8. Containment, encouragement and motivation. These aspects inherent in all productive work are essential in sales management. For this, there must be permanent contact with each one of them and, especially, through weekly, bi-weekly or monthly meetings where these aspects can be met in a really efficient way.
More than three decades in the practice of the profession and in sales management consulting, endorse this development for your benefit with the sole purpose of achieving its maximum potential in the formation of its team of salespeople.
We can accept that one or more of the eight aspects mentioned above and in their chronological order are not shared. But for this, it is convenient that the opinion is supported by objective reflection so that it does not result in a simply whimsical opinion.
Before each questionable aspect, we invite you to analyze the consequences that it will cause if it is not carried out and the effect it will produce in the following steps within the process of forming the team and with each of its members.
Applying them to each and every one of them, I would like to wish you the best of success in your sales.
© Copyright 2010, by Martín E. Heller
