I. Requirements for promotion positions in the sales industry
1. Requirements for flattening of enterprise organization: Many enterprises, especially large enterprises, have bloated management levels, and the general design performance is: Commissioner → deputy director → supervisor → deputy manager → manager → senior manager → deputy director → director → senior director and other management sequences. This kind of management level shows that there are many management levels, the uploading and issuing of organizational orders is complicated, and there will be deviations in the process of understanding and implementing organizational orders at different levels, which may lead to a situation of "more Serenade"; It is not conducive to team management and team leaders to go deep into the grassroots, but it is manifested as "overstaffed people" and "a newspaper and a cup of tea in the office every day". In order to achieve flattening requirements, we must take the technical channel.
2. Requirements of "professional people do professional things": In the process of doing preliminary research for the service of a clothing chain enterprise recently, Ruida Zhice has found that many excellent front-line salespeople are unwilling to undertake management responsibilities. In their view: I am not suitable to be a manager; Being a manager is too tired and has to bear the responsibility for performance; Managing more than a dozen people is a painful thing for me, and so on. Employees with strong sales technical ability are unwilling to be promoted to a manager, which does not mean that they have no intention to be promoted; It doesn't mean that enterprises don't need to build a technical channel for such talents. On the contrary, enterprises should face up to their demand for job promotion, so they should build a technical channel to solve such a management dilemma.
3. Requirements of giving employees a salary expectation: According to the requirements of the performance commission interval of the sales team and the commission standard of the achievement of the target, the performance commission standard of excellent sales talents is always fixed or will be so in the future, unless the standard of performance commission ratio is changed. Therefore, in order to give the sales team a higher salary expectation, we should build a technical promotion channel, so that our sales staff can constantly improve their business skills and get a higher performance commission ratio with the promotion of the hierarchy, thus stimulating the spirit of struggle of excellent sales staff.
For traditional small and medium-sized enterprises, Ruida Zhice's suggestions on the design of employee promotion channels are as follows: narrow management channels, that is, only supervisors-managers can be designed, or only managers can be designed; If the sales team is divided into several groups, it needs to be designed as a team leader or supervisor. For the technology channel, it needs to be decided according to the size of the enterprise: in the example above, we designed five levels of technology promotion for the customer unit. Small enterprises can be designed into four levels, and large enterprises can be designed into nine or even 10+ levels. An important point for attention in the hierarchical design of technology channel is that the hierarchical channel design is narrow, and it is easy for employees to advance to the highest level, which leads to the emergence of "professional ceiling"; The design of hierarchical channels is wide, reaching more than ten levels, and it is difficult for employees to be promoted to intermediate or senior ranks, thus affecting employees' enthusiasm for promotion, and even thinking that enterprises just "draw a pie" for employees.
Second, the principle of promotion route in the sales industry
1. How to build a promotion channel for sales teams;
2. Qualification criteria for employee promotion;
3. The relationship between employee level promotion and performance commission.
You can have awareness or promotion in the following aspects:
1. Familiar with the construction of sales team promotion model;
2. Know how to set the qualification standards for sales team promotion;
3. Know how to cultivate the sales management team;
4. Know how to build an incentive sales commission system with the promotion of employees.
Third, how to do a good job in the sales industry
1, how important is the problem you solved (from the perspective of money, from the interest and involvement of the target group, from the duration of the problem)? Only by solving big problems can you get big returns. Usually, only for the key problems in customers' minds will "first-class quality and effect" be placed in a higher position of "cost performance".
From this perspective, it is suggested that newcomers in the workplace avoid industries with secondary problems, such as fast-moving consumer goods in B2C and even large-value consumer goods, and office equipment in B2B. Often, customers don't care about these problems very much, just regard them as things that have to be done, and it is almost enough to do them, lacking the in-depth pursuit of quality and effect.
2. Is it difficult for customers to make high-quality purchase decisions independently when purchasing? Here I suggest that before you choose a sales job, take a look. Who is participating in and leading the purchase decision in your customer base? If the decision-making power has been basically delegated to the purchasing department, it usually means that this kind of purchase is familiar to the enterprise and belongs to the daily affairs (there is another case that the procurement project is not important).
As mentioned earlier, this type of purchase, the customer's focus is to reduce costs, and communication with sales staff is also a cost, and the lower the possible, the better. Automated transaction/e-commerce is the development direction of this kind of procurement. In fact, even the purchase of some relatively large amounts of equipment and services in enterprises now, because in this category, it is also in e-commerce and automation.
3. Have you entered a fast-growing market? In a fast-growing market, both products and talents often demand more than supply. So you can cut into this industry more easily, and enterprises can get customers more easily. On the other hand, if the industry has developed to a very mature or even declining stage, the market capacity has declined, and customers have already cleared their doors. At this time, the fight is often cost control, and you are often caught in the quagmire of price war when you go in.
4. Does the market, business model, enterprise and product you choose represent advanced productive forces? Today, we see a phenomenon that the giants in traditional industries are huge and rich in resources, but they are full of anxiety about the future. On the one hand, it is because the development of the Internet has subverted the market environment, and on the other hand, it is because Internet companies represent more advanced productive forces. Although traditional companies have seen this method, it is difficult for them to turn around. Just as the Qing Dynasty also saw the advanced western systems and technologies, it was difficult to fundamentally upgrade them.
From a realistic point of view, an advanced productive enterprise can attract, train and retain high-quality employees only if its employees create high value per capita. In the past two years, traditional enterprises and even some Fortune 500 companies have lamented that the Internet industry has attracted a large number of high-quality talents and it is difficult to compete with them in terms of salary. This is largely because Internet companies represent a more advanced mode of operation.
5. Can you get timely, efficient and correct feedback and encouragement? In any kind of sales work, how to get real and effective customer feedback is a super important technology, but this is not the topic we discuss in this paper. What I want to say is that when you choose a sales job, it is more difficult to get efficient feedback from sales scenarios in some industries and markets.
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