doyaya1235@live.jp

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销售团队的业绩管控

2015年10月24-25日(深圳)
2015年10月31日-11月1日(上海)
2015年11月07-08日(北京)

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课*程*前*言:
销售管理的最终目的是要提升销量业绩,但如何提升业绩确是众多销售经理面对的一个难题。似乎每件事都跟
业绩有关,但要抓业绩却不知道从何下手。花了很多时间与精力去督促下属的业绩,但效果始终不能令人满意。

你是否遇到过以下困惑:
1. 花了很多时间督促销售人员的业绩,但仍有不少人的业绩不能达标,怎么办?
2. 让下属去开发客户,但他们并不认真做,怎么办?
3. 年度销售目标如何设定?如何把目标分解成可行的行动计划?
4. 销售人员的指标要分解到每天吗?如果不分解,那么如何确定每天的具体工作量?
5. 如何改变以往粗犷式的管理方法,让销售管理更科学化、更细化?
6. 我们常用的绩效考核方法似乎对管理工作并没有多大的帮助,为什么?如何改进?
7. 如何对业务员进行奖惩才能让他们心服口服?
以上疑虑,在《销售团队的业绩管控》课程中都将得到解答!

课*程*收*获:
1. 了解专业销售流程与专业销售理念;
2. 学习利用销售漏斗对下属的销售活动进行管理;
3. 掌握年度销售目的的设定与分解;
4. 懂得帮助销售人员把销售指标分解到每天的工作中;
5. 学会对业务员进行绩效考核的有效方法;
6. 了解对下属进行奖惩的相关理论原理与实用方法。

培*训*对*象:
销售主任、销售经理、销售总监、业务经理、区域经理、将被提拔的销售精英、总经理

授*课*方*式:
讲师讲授 + 视频演绎 + 案例研讨 +角色扮演 + 讲师点评

学*习*费*用:
3800元/人 (含中餐、资料、发票、茶点等);
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课*程*安*排:

第一部分、销售经理要了解的销售理念
专业销售流程:
--为什么需要流程?
--销售需要遵循什么流程?
--流程每步骤的注意点
--销售流程与销售管理
销售漏斗与销售周期:
--销售中运气对结果有什么影响?运气好怎么办?运气不好怎么办?
--销售漏斗对销售管理的启示
--销售周期对销售管理的启示
顾问式销售技巧:
--顾问式销售原理
--顾问式销售技巧简介
大客户销售原理-销售中的关键人物:
--你不是与一个人在战斗
-- 大客户销售中的不同关键人物
--不同关键人物特点分析
潜在客户开发与管理:
--潜在客户分类系统
--利用潜在客户分类系统进行销售预测
-- 学员练习
  

第二部分、销售目标设定与分解
年度销售目标设定:
--销售目标的设定原则
--年度指标分解步骤
--年度计划三大部分简介
销售目标分解实用方法与工具:
--目标设定前的分析 -- 优势与劣势分析
--如何为达成目标而制定策略?
--如何让策略的执行可衡量?
销售人员业绩指标分解方法:
--销量从何而来: 分析销售中的几个重要比例
--如何管理抽象的业绩指标?
-- 销售指标倒推分析法
--业务员的指标要分解到每天吗?如不分解如何确定每天的工作任务?
销售指标分解常见问题及解决:
--业务员都想降低销售指标,怎么办?如何判断指标高了还是低了?
--指标需要中途调整吗
--业绩好的业务员就应该多分配指标?


第三部分、销售业绩考核
抓业绩就必须抓过程:
--为什么说结果是抓不住的?
--如何抓住过程?
销售业绩考核方法-KPI介绍:
--如何考核下属?先进的销售管理,必须做到量化
--销售管理中常用KPI指标有哪些?
KPI应用方法:
--多少个KPI指标比较好?
--KPI不与业绩指标挂钩,对吗?
--如何把KPI与奖金挂钩?
--讨论:这个考核制度如何?
业务员的奖励制度:
--业务员奖励制度常见误区
--业务员奖励制度设定方法


第四部分、销售人员的激励与惩罚
必须了解的几个激励原理:
--马斯洛需求层次理论
--公平理论
-- 案例分析
--双因素理论
-- 案例分析
激励方法:
--我两手空空,拿什么激励下属?
--几个低成本的激励方法
--业绩好就应该提拔?哪类人能提拔?
--扶上马,还得送一程
业绩竞赛与激励:
--业绩竞赛一定合适吗?业绩竞赛的利与弊
--如何避免业绩竞赛的弊端?
销售人员的惩罚:
--如何批评下属?-- 批评下属的标准动作
--部门总是有那么几个刺头,如何管理“刺头”?
--处理问题员工时,如何避免直接的冲突?
--处理问题员工要三步走
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专家介绍:何炜东

实*战*经*验:
- 可口可乐公司销售经理,曾主管三个营业所及两个销售部门,带领团队从无到有创立直销系统;
- 通用电气(GE)华南大区销售经理,建立产品销售新渠道模式;
- 和记黄埔集团之屈臣氏蒸馏水(Watsons Water)销售经理-南中国,建立健全产品分销体系;
- 亦曾服务于民营企业,担任过培训中心、制造企业、科技公司培训总监、人力资源总监、销售总监等职;
- 曾带领数百人的销售团队及主管华南四省销售业务,创造销量比上一年?长3倍的佳绩;
- 从基层销售做起,经历从业务员到销售总监的过程,对各级销售主管所遇管理问题都有所了解;
- 多年的销售管理经验积累,帮助学员了解知名外企在销售管理中的先进方法;
- 经过正规的营销理论体系训练,海外知名商学院QUT工商管理硕士(MBA);
- 北京大学、北京交通大学、上海交通大学、北京理工大学、西北工业大学深圳研究院特聘讲师;
- 已出版书籍:《十项全能销售管理者》 。
- 培训以互动、启发、情景式培训见长;将先进的管理理念结合讲师多年实战管理经验;注重受训人员的感悟及参与;
培训风格深入浅出、条理清晰;课堂气氛轻松、活跃、实战性强;通过各种实际案例及游戏等方式充分调动参训人员
的培训热情。为上千家企业提供销售培训与咨询,并被多家知名企业聘为销售团队辅导顾问。

学*员*评*价:
1. 启发式培训,较好地引导学员自己思考,让我们更容易理解与认识培训内容。何老师幽默风趣,课堂气氛很轻松。
------普利司通合成橡胶有限公司 销售课 苏经
2. 课程很实用,内容都是针对销售管理日常工作中常见的问题。在关键知识点,何老师总是能收放自如地插入案例
或者小游戏,令课程生动与容易理解。
------上海飞点网络科技有限公司 营运部 付经理
3. 用实际案例做分析,容易理解,课程内容通俗易懂。
------深圳联通达塑料有限公司 销售部 黄经理
4. 帮助我理清了思路,解决了以前工作中遇到过的很多困惑。实用性强。
------深圳格林升科技有限公司 外贸部 梁经理
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十年专业培训,您可以信赖:
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励源企业顾问有限公司
全国统一:400-6554,365
华东地区:021-5109,9475
广东地区:020-3998,2321
QQ互动:1925139040
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