Building Effectiveness of Sales Department

You've heard of the three-step sales department? I'll tell you this model, one of the most effective models of organization of sales department.

The process of working with a client can be divided into 3 parts:

    Search and find out the needs of the client

    Presentation, and closing (here also work with objections)

    Support Clients

In most companies, these tasks be performed by one person and his name is sales manager. In the more advanced companies have experienced manager has an assistant who performs the first and last part of the process for the seller.

I had the opportunity to work in a company where there was built three-step model of the sales department. That is the first department (call-center) perform the most routine work, which good salesmen do not like - a client.

The second section, which can be called the sales department, gave a presentation and closing the deal, which, in essence, is the job of the seller.

Then passed on to the customer support department to work with regular clients, which make repeated sales account-managers.

In our joint reality of companies where such a model is built sales not more than 3-5%. In most companies, sales manager ", and Sweden, and reap, and the dude igrets" ie combines all the incarnation.

This article is primarily intended for you, "Universal Soldier", and the second, the owners and managers of business that they started thinking about changes to your sales department. Since the option of three-step sales on the order of the classical productively. Here's why:

    Everyone knows its job, and not sprayed, which contributes to more efficient work.

    Each performs part of the process, which is well able to do or learn to do well.

    Easy to train employees. Education takes less time.

    Employees are easily replaced. That is, there is no such that the departure of key employees, along the way and bring the customer base, and work on this.

    Employees are less stressed, because the load on each compromised.

    Employees are happier, because everyone is doing the work that fits him best.

According to specialists, after replacing the "classic" three-step, sales, shows the results of a much higher Plus, the company gets all the benefits listed above.

How to pay money in the sales department?

Traditionally, sales manager salary consists of rates and interest, plus sometimes quarterly bonuses for exceeding the plan. Sometimes companies offer only a percentage of sales.

In the three-step sales department salaries were as follows:

    Employees who are engaged in "cold canvassing" and are looking for customers who receive a fixed rate. They have a plan for calls in a day, week, month. For exceeding the number of calls, the employee receives a premium.

    Employees who sell, receive only a percentage. And it has to be high. Vendors of this department should receive more than others, because they have a more professional and complex work than others.

    Employees who are engaged in support of a client and repeat sales, but also get a percentage, but less than the employees of the second group. Because their job is to sell, to those who have already bought, and regular customers to sell 7 times easier.

May, at first glance it seems that such a department is difficult to build and operate it even more difficult. In fact, and to build and manage such department is easier than classical. There is one condition, you have to be registered all the instructions and scripts for employees. The only way you can easily manage and control vendors.

I wish you luck and success in this interesting and difficult matter.