如何激勵(lì)自身的團(tuán)隊(duì)呢？這是一個(gè)管理者都非常煩惱的問(wèn)題。本期我們?yōu)槟浌鹕虡I(yè)評(píng)論的一篇文章。三個(gè)方式激勵(lì)銷售團(tuán)隊(duì)。
Instead of just dialing up the pressure on sales to hit the numbers,? leaders can maximize performance by engaging with sellers in these three areas:
Focus on creating an exceptional sales experience. The sales experience is a vital differentiator when customers evaluate their options. Research indicates that the sales experience influences approximately 25% of the decision criteria in B2B selling. The sales experience includes creating value for customers by helping them to see issues or problems they hadn’t considered, opportunities they weren’t aware of, and solutions they haven’t anticipated. This requires sales professionals to apply research, strategic thinking, and acumen to the customer’s circumstances so they can create value in the experience, beyond the product or service they are selling. These nuanced elements of the sales cycle suffer when the focus is on closing a deal within a specified period of time (month, quarter, or year-end).
詞匯：
acumen: 精明
nuanced elements：nuanced,有細(xì)微差別的
Focus on the sales process (not the outcome).The sales process is a road map to creating the kind of sales experience that customers value and that differentiates you from the competition. If you want to create a process that will help your sellers sell, match it to how buyers buy. In each phase of the sales process, there are a few key actions that influence whether or not an opportunity will progress to the next stage. Work with the sales team to understand where they need leadership help. This may include discussing creative approaches to gain access to key decision-makers, planning sales call strategies around critical issues and investing in SMEs to support the sales process and demonstrate capabilities.
詞匯：
differentiates you from the competition：令你從競(jìng)爭(zhēng)中脫穎而出
progress to the next stage: 進(jìn)入到下一個(gè)階段
gain access to: 接觸到
Focus on coaching to improve performance.Consultative selling of sophisticated solutions requires expertise that is never fully developed in training programs. It requires skill development from practice in real situations,which comes from coaching. When leaders focus on building sales talent, they are investing in a competitive advantage for the business. Leaders can provide good models of what to do, followed by practice, clear feedback on specific skill improvements, and follow-up to incorporate feedback into performance —not just once, but over and over again as a skill set is honed to proficiency and then mastered.
詞匯：
expertise：專長(zhǎng)
incorporate feedback into performance：將反饋融入表現(xiàn)中
is honed to：磨煉到
As a leader, you have the greatest influence on the stress levels of your team. Pressure may create diamonds out of coal, but you are working with people. Getting results is the primary objective, but incessantly pushing for sales to hit a number can have diminishing returns. The downstream effects may also be hazardous to the overall health of your business. Focus your efforts on actually making people better at their jobs, building capability for improved performance, and the numbers will follow.
詞匯：
Push for: 奮力爭(zhēng)取
downstream effects：下游效應(yīng)
好了，本期提出的三個(gè)技巧，創(chuàng)造杰出的銷售經(jīng)歷，將注意力集中在銷售過(guò)程而非結(jié)果，提供專業(yè)的銷售培訓(xùn)，對(duì)你有否啟發(fā)呢？我們下期再見。
