关于销售领导力的10个好主意

 



A WORD FROM Author
作者有话说

Dear SalesExecutive:

各位销售精英,大家好:

If

you want to create a genuinely great sales culture in your

organization, what is the single overarching concept that can best serve

as your guiding star? I would say it is this: Never forget that sales

leadership must be approached as a process.
如果您想在您的组织中创建真正伟大的销售文化,最能成为您的指导核心的总体概念是什么?我的观点:永远不要忘记必须将销售领导作为一个过程来管理。

In

the past few editions of eCoach, we have discussed this concept, and

we’ve looked at the Six Critical Processes that sales leaders must

manage. Now, with the idea of process as a jumping-off point, I’d like

to share my Top 10 Sales Leadership Ideas that I believe are absolutely

vital to performance.
在过去的几个期的eCoach中,我们讨论过这个概念,而且也已经看过销售领导者必须管理的六个关键流程。现在,以流程作为起点,我想分享下我认为对绩效至关重要的十大销售领导理念。

We are committed to your professional success.
我们致力于您的事业成功。



Duane Sparks杜南•斯巴克斯

Author of Action Selling行动销售作者
10 Great Ideas About Sales Leadership.
关于销售领导力的10个好主意


Sales

Leadership TipsIf you want your sales team to function as a well-oiled

machine for producing profitable revenue—and that is the primary role of

all sales leaders—then you need to focus on how that can best be done.

销售领导技巧提示如果您希望您的销售团队能够充当运行良好的机器以获得可喜的盈利收入——这是所有销售领导者的主要角色——那么您需要关注如何最好地完成这项工作。

Here are the 10 most important things I have learned, through decades of research and experience, about sales leadership.
以下是我通过数十年的研究和经验积累,了解销售领导力所学到的10件最重要的事情。

1.    The most successful leaders manage processes, not people. Good processes allow you to better manage the people who work for you.
2.    Until

you understand sales management as a process, it will be a problem.

When the right processes are put in place, sales management ceases to be

a problem.
3.    Documented

processes are necessary for achieving high-quality results. If you

can’t describe what you are doing as a process, you don’t understand

what you are doing.
4.    Most

people think that “Sales Force Enablement” is all about having a

customer relationship management (CRM) system and a playbook. In fact,

it’s much more about the processes sales managers use to prepare their

reps to succeed.
5.    The most effective sales leaders focus on a handful of the highest-priority processes for producing profitable sales.
6.    Management

approaches like TQM, Six Sigma, and Kaizen all get it right about one

fundamental principle: Only a process can give you continuous

improvement. You must honor the process because every outcome is a

result of a process.
7.    The

same process may have different outcomes if it is performed by people

with different skill sets. Skill development needs to be part of the

sales leadership process.
8.    Inappropriate processes are a recipe for failure. Forcing people to follow flawed processes is counterproductive.
9.    The best people can be brought down by a bad process. Fix the process, and good people will succeed in their work.
10.    The

greatest gains from sales training occur when every employee who has

contact with customers is able to follow the same sales-communications

process. That’s when a great sales culture emerges.
1.    最成功的领导者管理流程,而不是人。良好的流程可以让您更好地管理为您工作的人。
2.    在将销售管理理解为一个过程之前,这是一个问题。当正确的流程落实到位时,销售管理就不再是一个问题。

3.    记录过程是实现高质量结果的必要条件。如果你无法描述你正在做什么而作为一个过程,你将不明白你在做什么。

4.    大多数人认为“Sales Force Enablement”就是拥有一个客户关系管理(CRM)系统和一本剧本。事实上,它更多的是关于销售经理用来指导他们的销售代表走向成功的流程。

5.    最有效的销售主管专注于少数最优先的流程,以获得有利可图的销售。

6.    像TQM,六西格玛和Kaizen这样的管理方法都能正确理解为基本原则:只有过程才能为您提供持续的改进。您必须尊重该流程,因为每个结果都是流程的结果。

7.    如果由具有不同技能组的人执行,则相同的过程可能具有不同的结果。技能开发需要成为销售领导流程的一部分。

8.    不恰当的过程是失败的秘诀。强迫人们遵循有缺陷的流程会适得其反。

9.    最优秀的的人可以被糟糕的流程打倒。修复这个流程,优秀的人将在他们的工作中取得成功。

10.    销售培训的最大收益发生在每个与客户联系的员工身上,他们都能够遵循相同的销售沟通流程。那将是伟大的销售文化出现的时候。

Does

Idea #10 seem to suggest that maybe sales training should not be

limited just to salespeople anymore? That’s exactly what it means.

第十件事,似乎暗示销售培训不应仅限于销售人员了吗?这正是它的意思。
Here

is a graphic look at the sales-leadership process that grows out of

those ideas and some other concepts we’ve been talking about:

以下是从这些想法和我们一直在谈论的其他一些概念中产生的销售领导流程的图形化视图:
Action Selling in Action
行动销售 实践案例


There’s

only one reason you’re in the position of sales leader: PERFORMANCE. If

you implemented these 10 great ideas at a master’s level, you’d have a

great sales culture in your organization and top performance from your

team. A great sales culture can only be created by the sales leader.
只有一个原因是你担任销售领导者:绩效。如果您在硕士水平上实施了这10个伟大的想法,那么您的组织中将拥有出色的销售文化,并且您的团队将获得最佳绩效。卓越的销售文化只能由销售主管创建。

Why

do I keep returning to the idea of “sales culture”? Sales Leaders

create culture, culture drives behavior, and behavior produces results.
为什么我会继续回归“销售文化”的想法?销售领导者创造文化,文化驱动行为,行为产生结果。

* For information about how to make sales training pay huge dividends,
contact us at 0755-88265430,88261982.
有关如何使销售培训获得丰厚回报,欢迎致电我们:
0755-88265430,88261982。


微信号:actionselling



❶ 近期公开课: 6月27-28日 深圳❷ 科特勒学院专注企业营销销售培训
❸ 长按右侧二维码,访问学院微网站



↙  点“阅读原文”,在线报名


    关注 行动销售


微信扫一扫关注公众号

0 个评论

要回复文章请先登录注册