The key to business management is always the motivation of salespeople and their support to help them become more efficient. Vital process for your company, commercial management is reflected and deployed with a suitable strategy.
Our tips to boost the commercial efficiency of your teams and make a difference on the field!
1. TEAM COACHING: THE RECOMMENDED BUSINESS MANAGEMENT METHODS
To (re) energize your team and enable them to reach the maximum of their abilities, nothing better than to set up a win-win strategy.
Authoritarian management, or at least distanced and directive, has lived. You will sit completely on your hierarchical position by mastering the art of information going down (towards your team) but also ascending (towards you). This involves listening, empathy, questioning, lack of judgment, exemplarity (“I say what I do and I do what I say) and, above all, constant feedback. Your feedback will help stimulate effective behaviors, discourage others, or even find new ways to develop.
In short, be both pedagogue, diplomat and listening to your team to coach rather than directing!
2. ESTABLISHMENT OF CLEAR AND DEFINED OBJECTIVES FOR AN EFFICIENT AND MOTIVATING VARIABLE REMUNERATION SYSTEM
Nothing like clear and well-defined goals from the start to boost the motivation and performance of your sales people. These objectives must also be realistic so that your teams evaluate favorably the feasibility of the challenge that you propose to them. Our motivational wheel describes the five essential steps your employees spend in judging the motivating aspect of your variable pay system.
3. ORGANIZATION AND TEAM SPIRIT, YES SALESPEOPLE NEED TO HELP EACH OTHER!
Unity is strength ! This makes all the more sense in the era of networking and the collaborative economy. Have you ever heard of collaborative marketing?
The idea: avoid wasting time and credibility with repeated calls from your business to prospects. The tools to increase your commercial efficiency: have a CRM allowing the exchange of business information and mutual help in your team by inviting your sales representatives to ask their respective prospects if they also need the products of other salespeople. Their network of business introducers extends, your business too. All recent studies show that the best salespeople are those who know how to work in a team and who are committed to maintaining and developing their network.
4. STATE THE REQUIREMENT TO MOTIVATE: THE ESTABLISHED SUPPORTS AND PROCESSES ARE THE BEST WAY
What is well conceived is clearly stated. The link between the methods chosen and the commercial strategy must clearly be highlighted among your teams as well as the motivated axes sought. Your salespeople must then be able to rely on clear, adjusted, well-established media so that they know where they are in their performance and what it brings them without leaving room for misinterpretation. A poorly understood premium device is ineffective. It is necessary to allow the beneficiaries to appropriate their bonus plan, to understand the objectives, to check for themselves that the behaviors that will allow them to win are those expected by the company.
5. RECRUITMENT: CHOOSE A “COMMERCIAL SOUL” FOR A DIPLOMA
In France even more than in other countries, having the required diploma is often the sine qua non for gaining access to most positions. Recruiters often need benchmarks to compare applications and to support their choices. But they also focus on detecting skills that are found only by rubbing on the ground. Hence the success of tests and scenarios, especially to detect the famous commercial fiber. Because it is she who interests you to join you the services of a collaborator at once supportive, with active listening, who will expose the strengths of your offer without “breaking” the competition.