The first steps of the head of sales
Alexey Avdeev, Sales Director at CallTouch, shared his thoughts on what steps the head of the sales department should take when taking office.
Key problems in sales in almost any organization are rooted in inefficiently structured processes, lack of control and wrong motivation. I advise the new manager to thoroughly examine all the details of the current work of the department: where the client comes from, what the managers do from the first contact to the sale, what automation tools are used, how the interaction within the department and with other departments is set up, what scripts are used, what current ones managers' figures, sales statistics for past months and years, etc.
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If the head came from the side, it can take a lot of time. Interviews with employees and customers, the study of internal documentation will help. It is necessary to independently understand all the stages of the funnel and be able to help any client - for this it is worth some time to independently perform the work of a manager. As soon as the preparatory stage is completed, and a complex picture of the processes will form in my head, we must begin with simplifying them - eliminate the parasitic processes, automate the passage of the funnel by the client and all communications as much as possible.
A lot of words have already been written that without a properly configured CRM system, it will not take long to stretch. Each stage of interaction with the client should be clearly defined, notifications to the manager should be set up so that not a single client is lost and forgotten. Based on the CRM data, you can configure automated reports and deshbordy. And based on them, we can consider the correct motivation of employees. In addition to revenue, you should definitely look at the sales margin by managers and the effectiveness of processing incoming calls
Source: Large-scale blog .
Key problems in sales in almost any organization are rooted in inefficiently structured processes, lack of control and wrong motivation. I advise the new manager to thoroughly examine all the details of the current work of the department: where the client comes from, what the managers do from the first contact to the sale, what automation tools are used, how the interaction within the department and with other departments is set up, what scripts are used, what current ones managers' figures, sales statistics for past months and years, etc.
')
If the head came from the side, it can take a lot of time. Interviews with employees and customers, the study of internal documentation will help. It is necessary to independently understand all the stages of the funnel and be able to help any client - for this it is worth some time to independently perform the work of a manager. As soon as the preparatory stage is completed, and a complex picture of the processes will form in my head, we must begin with simplifying them - eliminate the parasitic processes, automate the passage of the funnel by the client and all communications as much as possible.
A lot of words have already been written that without a properly configured CRM system, it will not take long to stretch. Each stage of interaction with the client should be clearly defined, notifications to the manager should be set up so that not a single client is lost and forgotten. Based on the CRM data, you can configure automated reports and deshbordy. And based on them, we can consider the correct motivation of employees. In addition to revenue, you should definitely look at the sales margin by managers and the effectiveness of processing incoming calls
Source: Large-scale blog .
Source: https://habr.com/ru/post/292412/
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