1. Sales target management

After an enterprise sets sales targets (including sales targets, gross profit targets, increase sales outlets targets, complete payment recovery targets, etc.), it then achieves this The key to a goal lies in two aspects:

First, the sales manager must break down the above goals to salesmen and dealers in detail, and then cooperate with various sales and promotion plans to assist salesmen and dealers. Dealers achieve monthly, quarterly, annual or product or regional sales targets.

The second is to track and control the sales process, understand the dynamics and progress of daily sales work, detect abnormalities and problems in sales activities as early as possible, and solve them immediately. In other words, the main purpose of sales process management is to pay attention to the relationship between goals and performance, and ensure the realization of sales goals through tracking and monitoring of the sales process.

2. Time management

A key to sales process management is to refine the time management in process management from annual tracking to monthly, weekly or even Daily tracking.

Sales process management is divided into: salespersons and office directors must conduct daily tracking (which can also be said to be self-management);

Middle-level supervisors must control weekly progress;

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Top managers must control monthly management;

Operators only need to look at results.

3. Salesperson process management

1) Daily visit plan

After understanding the sales targets and sales policies assigned by the company, business personnel should formulate them every day The visit plan, including the customers and regions planned to visit; the time schedule of the visit; the projects or purposes of the planned visit (developing new customers, market research, collection, service, customer complaint handling, ordering, or others), these should be included in "Every Fill out the "Day Visit Schedule" carefully. This form must be signed by the supervisor.

2) Daily sales report form

After the work is completed, the salesperson must report the daily attendance status, customer visit negotiation results, customer complaint handling, payment recovery or ordering targets Achieved performance and ratio, competitors' market information, opinions from customers, latest developments from customers, today's visit experience and other information are all filled in on the "Daily Visit Report Form" and signed and commented by the supervisor. The sales manager can know what the salesperson has to do every day through the "Customer Visit Plan"; through the "Daily Sales Report Form", he can know how the salesperson is doing today. This is process management first.

3) Evaluate the efficiency of sales

After understanding the daily sales report of the salesperson, the sales manager should track the cumulative progress of various target values, and at the same time, monitor the progress of the salesperson visited today. Evaluate performance and understand the cost spent visiting customers today to evaluate the effectiveness of sales.

If necessary, salespeople should be summoned for individual or collective interviews in order to grasp the depth and breadth of market information. This is the second process management and the most important management content.

4) Market status reflection form

In the process of visiting customers, salesmen will master a lot of useful information, such as consumers’ opinions on products and new developments of competitors. Promotional activities or new products launched, whether dealers have serious complaints, personnel changes in the customer company, etc., in addition to filling in the daily visit form immediately, if the situation is serious enough to affect the sales of the company's products, you should Immediately fill out the market situation reflection form or customer complaint handling report form to report to superiors quickly.

5) Weekly progress control

In order for the company to keep track of sales trends, the business managers of each regional market should submit a sales management report every Monday to report on the market conditions of the week. Its contents include sales target achievement, number of newly developed customers, payment recovery, effective visit rate, transaction rate, average weekly sales per person, competitor dynamics, abnormal customer handling, submission and reporting or processing of various reports this week, Next week's goals and plans, etc., are the weekly progress control of middle-level supervisors.

The quality of filling in various reports and the efficiency of report submission should be listed as assessment items for salesmen, so that business managers can be comprehensive in process management and tracking progress.

6) Sales meetings

An important means of sales process management is sales meetings, including morning meetings, evening meetings and weekly meetings. Since business managers need to keep abreast of the latest market information, morning or evening meetings are a focus that cannot be ignored every day. Some companies have salespeople located all over the country and when it is impossible to hold morning or evening meetings every day, they should report their visit report form to the company at any time by fax or telephone contact.

After understanding the work situation of each salesperson, the business manager should provide guidance, correction and help at any time to the work attitude and efficiency of those salesmen with poor performance and new salesmen.

In short, if the sales manager can master people (salesmen), things (reports and meetings), places (phenomenons and problems), and things (products and payments), the sales process management will be done well.