In order for the sales plan to be fulfilled or even exceeded, the manager must:
set appropriate tasks for subordinates and achieve results from them on a daily basis;
evaluate the effectiveness of each component in the work of an individual manager;
monitor compliance with sales standards and other regulations.
An experienced sales manager is able to convey to each employee the overall goal of the company and the specific task of the performer so that he better understands by what means it can be achieved and why interaction within the enterprise is important.
There are a number of methods for setting a task and monitoring its implementation:
short planning meetings at the beginning of the working day and monthly team meetings;
control of individual written work plans and reports;
assessment of CRM dynamics;
analysis of recordings of meetings and telephone conversations with clients.
An indicator of successful department management is that employees understand and effectively implement assigned tasks, even if the department head is temporarily absent from the office.
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Team morale and motivation
Any manager understands the importance of team cohesion and determination to achieve a positive work result. This is one of the key components of ensuring high performance of sales department employees, whose activities directly ensure the success of the entire enterprise.
Team morale and motivation
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Employee incentives can be provided in material and moral forms:
Material is usually used based on sales results, when bonuses and premiums are awarded to outstanding employees.
Intangible can be used at any stage, stimulating colleagues by recognizing their merits, encouraging a competitive spirit and encouraging active use of personal abilities for the benefit of the company. These can be competitions for the title of the best in the profession in different nominations lasting a month, quarter or year.
The head of the sales department is obliged to find an individual approach to each employee, to find a point for mutual understanding and the possibility to inspire a specific person to achieve a result. As a rule, the head of the department makes proposals to the company's management on improving the motivation system of the department's employees.
Team morale and motivation
Source: shutterstock.com
In accordance with the job descriptions of the head of the sales department, he can reward them himself or submit information for incentives on behalf of the company.
The work of the department presupposes dynamism, efficiency, interaction and personal responsibility of team members for their actions and for the final result. The head of the sales department is obliged to keep managers in high spirits. Without hesitation, individually use both encouragement and punishment at the right time. Otherwise, the desired result will not be achieved.