Novice salesmen will upgrade the six steps as soon as possible
[China Glass Network] Description: The newborn calf is not afraid of tigers. If the first-time salesman is only "bull", it is difficult to get a promotion. How to make yourself step by step? Then, novice salesmen should do a good job in writing to improve as soon as possible? Novice salesmen are less competitive and more likely to have a chance, be sure to gamble!
Every July, there are always a group of college graduates who have just graduated and joined the sales army. After a short internship period, they all started from an ordinary business representative. A year later, most of them were in the same place, and a small number of people stepped forward. Only a small part of them stood out as sales directors. Yu Deshui is such a college student who quickly realizes that sales people are striding forward. Here is the six-step method of rapid improvement that he summed up himself.
Going forward: training in the week to show a good - to fight for a good market
Generally speaking, foreign-funded enterprises have longer training time for new employees, while domestic enterprises are relatively short. Generally, they only have one to two weeks of concentrated training time, and then they will be assigned according to individual characteristics and market needs. Often the training performance of this 1-2 weeks will determine the fate of selling new people, because companies usually assign them to the corresponding market according to the characteristics of the newcomers during training. If you assign to a good market, you can let new people learn the standard sales operation knowledge and get outstanding market performance, and vice versa.
After graduating from Yu Deshui University, he entered a well-known leisure food company. At that time, there were more than 1,000 people who applied for it. As a result, only 40 people were recruited, of which 30 were positioned in sales positions, so Yudehui was considered to be the best. After the report, Yu Deshui and other newcomers were notified to participate in the company training.
The company's training for newcomers is very strict, morning military training, daytime classes, and evening discussions. The course content includes the history of corporate development, corporate culture, corporate management rules and regulations, corporate product characteristics and sales models. Learning methods include expert lectures, video viewing, case discussions, and on-site visits. Yu Deshui is a business administration, and in order to apply for the survey, the company collected the sales of the company, so he performed well in the classroom to answer questions and case discussions, which attracted the attention of the teachers. After the training, Yu Deshui was assigned as a key training target to the company's sample market - Jiangzhou, Zhejiang. The students who were assigned to the tertiary market during the same period chose to leave after three months.
Step 2: Do one during the internship--Looking for the previous Bole
When the soldiers have known that the recruits are more bitter in the first three months, this is not only a physical problem (because the veteran's training intensity is equally large), but also a difficult problem of training a new habit. Sales newcomers also face a three-month to six-year internship purgatory phase. This stage is a learning process for sales newcomers to master and apply the company's sales model and develop the management market. It is also a key stage for sales newcomers to gradually develop their own analysis of sales issues. If the sales newcomer is successfully transformed, it can be regarded as a talent that can be built by the company to achieve subsequent healthy development.
Yu Deshui was assigned to Jiangzhou as an internship representative and participated in the sales of a local town. In order to fully learn, he started from the basic research of market research, terminal map drawing, dealer file preparation, etc., and his work is meticulous, and his work record is often used as a template.
After earnestly working for 3 months, when the relevant department of the headquarters visited the team to investigate the performance of the sales newcomer, Liu Bole, the local regional manager of Jiangzhou, strongly requested to leave Yude water in the local area as a reserve for the autumn and winter festival market. Liu Bole was named one of the top ten regional managers in the country the previous year. In this way, Yu Deshui finds a sales teacher who can follow in the internship. Afterwards, I learned that a college student who entered the company with Yu Deshui resigned angrily because of the tension with the local manager.
The third step: digging a holiday market--accumulation based on front-end sales experience
When the salesperson’s internship expires, he becomes a real business representative.
At this time, the rules of the game he faced were: "No matter white cats and black cats, catching mice is a good cat" and "market performance theory heroes". There is a basic rule in sales, that is, entering the market in the peak season and keeping the market in the off-season. If the basic skills are solid, when the peak season comes, it is easy to get better results with the market rising trend. Looking at the success of many domestic sales directors, we can find that they all have one thing in common, that is, the basic skills of sales are relatively solid. And the solid basic skills often come from the first line of the year.
The problem facing Yu Deshui is that after the internship period, it will face the peak season of food sales. Although it is a recruit, Yu Deshui is not worried about whether he can do a good job because the regional manager Liu Bole has already been strategizing. The work to be done by Yu Deshui is to carefully understand Liu Bole’s operational intentions and strictly implement them.
In the sales plan formulated by Liu Bole, the core idea is to refine sales, because according to the existing channels and networks, it is difficult to achieve a growth rate of 20% this year. Liu Bole asked all business representatives to sort out and refine the dealer network they manage, so that the dealer's goods really flow to the consumers, rather than the warehouse.
Under the command of Liu Bole, Yu Deshui helped the dealers in charge to clean up the inventory and formulate a combination plan for the promotion season in the peak season (due to the restriction of the storage time of the food, if the purchased variety is not suitable, it will cause great waste); On the one hand, according to the data of the previous research, help the dealers to cover and clean up some of the terminals that were illegally sold in the previous period. In this way, under the peak season, he not only completed the local fine-tuning of the market, but also achieved a 30% increase in dealers. This process is also the process of learning and imitating the regional manager's sales thinking process.
The fourth step: a summary of the year-end summary - paving the way for the next year
The next few days before the Spring Festival (or before New Year's Day) is the annual sales meeting and the sales meeting for newcomers. It is the day when sales newcomers take stock of themselves and plan for the next step. At this time, the company's senior sales executives and even the boss will attend in person. Grab this opportunity to reveal a hand, you can take a lot of detours.
At the year-end summary meeting, the CEOs generally care about the following issues: (1) the performance of the regional market in which the newcomer is sold; (2) the competitive environment and competitor dynamics in the market; and (3) the company’s sales strategy and Implementation of sales policies; (4) long-term and short-term development trends of the market; (5) talent echelon construction in the market; (6) difficulties in the market; (7) anatomy of the more prominent problems in the market; (8) ) Indirectly or directly seeking market opinions on a sales policy or strategy that the company is preparing to launch; (9) planning personal development plans for newcomers.
In response to these problems, sales newcomers can prepare templates in advance, sort out data and information, and prepare fully. If available, you can make a PPT or chart. It is worth mentioning that CEOs love to listen to data and unique market insights. Yu Deshui thus left a good impression on the top executives, and Liu Bole was also appreciated. This paved the way for subsequent development.
The fifth step: grab a market in the off-season - improve market management capabilities
Every year in March and April, the general product will usher in a low season. When selling off-season, companies often take corresponding measures. In fact, this time is a better time to reflect the market management capabilities.
Under the command of Liu Bole, Yu Deshui began to comprehensively adjust the sales model, focusing on the preparations for the entry of the KA store, preparing for the upcoming May 1 Golden Week. In March, Liu Bole led the business representatives to clean up the customer files, conduct smart negotiations on a store-by-store basis, and proceeded to produce counters, display cards, and application for the TV specials to the headquarters.
In April, Jiangzhou market recruited promoters, and Yu Deshui participated in the training and management of promoters.
In the training, Yu Deshui compiled the action specifications of the promoters according to the instructions of Liu Bole (this is the work of the promotion supervisor, but the company's sales supervisor has just transferred), and unified the product distribution process of the store. Through participation in training and management, Yu Deshui has gradually increased its management awareness of the market team.
Step 6: Find the opportunity to rush - step into the new step
At the end of April, the headquarters suddenly notified that Liu Bole would be transferred to the Anhui market as a provincial manager. The position of regional manager was held by the original sales supervisor, while the new sales executive was generated from six business representatives. One of the six business representatives has entered the company at the same time with the same amount of water, and there are four qualifications that are more than the surplus and are locally recruited.
Yu Deshui did not intend to obtain the position, but the opportunity is still coming. The headquarters called on all departments and bosses to go deep into the market and proposed a system of contact points. The Jiangzhou market happens to be the contact point for the company's president. After the president reviewed the basic situation, he proposed that the business executive should compete for the post.
As a result, the original calm heart of Yu Deshui began to feel restless. He examined his performance in the company in the past year and felt that in addition to his junior qualifications, other conditions still have certain competitive advantages. So he carefully prepared and played normal. As a result, colleagues at the same time abstained, and the remaining four business representatives were denied for various reasons. Yu Deshui has thus become one of the early upgrades among sales newcomers, and has successfully embarked on the top step of the seller.
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