
It Works On Wall Street
To do that, someone hires more staff, someone looking for more experienced people, someone's wasting on training.
Sales have been written and rewritten, but there is still no single " gold standard " that would be universal for all. Experts will share their experiences today: Nikolay Ivanov and Alexei Ryazants♪
Nikolay is the Director of Soft President and Megaplan ' s partner in St. Petersburg, Alexei is the head of Consulting 2B, the business consultant and the author of the book, " Enhancing the effectiveness of the sales division in 50 days " .
The special approach is that each manager in the sales department does not disperse in different tasks but do one with better quality.
Something you'll know. And if so, we're calm for your sales. But if you realize that your sales department can do more, it's for you.
Traditional Sales Division
Typical sales manager is a universal soldier. He travels to meetings, makes cold calls, keeps constant customers, builds base, sells services. If the sales department is made up of such staff, you manage them easily: any staff member makes every effort, and he's doing it.
This is an approach that develops a strong professional who knows everything about dealing with clients. The manager grows fast: in one year or another such multifunctional work, he takes on complex negotiations and casual customers.
I think it's okay to raise ten of these soldiers, pay the bonuses, and they'll break the competitors. But it's not that bad. The dismissal of a universal manager is a risk: you won't find his replacement, his clients are used to it, some of them are a very likely manager. As a result, managers are fighting the pit: losing the manager is afraid, so you have to pay the bonus more, you're going to be late, and you're going to leave in the middle of work.