开始发展能够创造业绩的销售能人.pptVIP

Stop Hiring Under-Performing Experienced Sales People, and Start Developing Competent Ones that Deliver Results停止聘用有经验但表现差劲的销售人员，开始发展能够创造业绩的销售能人 Hiring High Performing Sales People 招聘高效销售能人 What is the percentage of high-performers do you have for your new sales hires? 你所招聘的销售人员大概有多少百分比属于高效销售能人？ What are some of the ways that you think you can improve your chances of hiring competent high performers? 你该如何提升你招募到高效销售能人的概率？ Myths in Hiring Sales People 招聘销售人员的误区 Experience 有经验 Good communicator 能言善道 Self-motivated 自我激励 If Experience and Track Record are Not Good Indicators of Future Success, What is? 如果经验与业绩都无法判断下手人员将来的表现，什么才能够给我们正确的信息呢？ Look for the Sales Competencies that Drive Sales Results 找寻能够创造业绩的销售能力 What are sales competencies? 什么是销售能力？ Critical habits and behaviours that are crucial to driving sales results 能够创造业绩的关键的习惯与行为 The Critical Behaviours that Drive Sales 创造业绩的关键行为 Constant prospecting to fill up the pipeline 不断地开拓新客户，确保销售“管道”保持饱满 Constantly finding customers problems, and help solve them 不断地挖掘客户所面临的问题所在，并且积极地帮他们解决 The Critical Behaviours that Drive Sales 创造业绩的关键行为 Making sure that the relationship with the customer are developed with all major key influencers, rather than relying on one single contact 确保和所有关键影响人都建立好关系， 而不是仅仅依赖于与某一个人 Learning from mistakes and customer rejections so as to do better next time 从错误以及顾客的回绝中学习，力求下一次的进步 Challenges in Sales Management 销售管理遇到的挑战 Only 19% of effective new business developers are effective at maintaining long-term customer relationship 只有19%的新客户开拓人员能够与客户保持长远良好关系 Less than 15% of key account managers are comfortable developing new businesses 只有15%的客户经理对发展新客户感到适意 Challenges in Sales Management 销售管理遇到的挑战 Nearly 65% of salespeople who fail could have succeeded in the right type of sales position for their skills 将近65%的表现欠佳的业务员能在更合适的销售岗位上创造更优越的业绩 Nearly 70% of strong customer support and service staff are able to maintain customer relationships 将近70%的客服人员能够与客户保持良好长久关系 60% of sales position failures are related to