Sales Managers: Skill, Knowledge, Skills
“A good sales manager should even be able to sell air,” bosses joke. But in every joke there is some truth. This is probably why a classy sales specialist today is worth its weight in gold.
Jobs for the position of sales manager on the Internet look like a questionnaire: “Do you want to make money? Have an active life position? Would you like to realize yourself? Then you suit us and you can become a sales manager! ”There are no special requirements for a potential sales manager in vacancies. And in the affirmative, almost everyone can answer these questions. If you have a desire to try yourself in this area, make a resume in which your achievements will be described or if it is difficult for you, seek help from professionals https://salesjobsearches.com/best-resume-writing-services-near-my-locationю
One gets the impression that anyone can become a sales manager. But in practice, units can become cool “sales”. These are special people. Their main difference from mere mortals is their special personality characteristics and the gift of persuasion.
Find a "salesman"
Sales Manager - one of the most common vacancies. And the market is saturated with specialists who sell various goods, products and services. However, highly qualified specialists are much fewer than offers.
Search difficulties arise due to the fact that sales features are closely related to the specifics of the product. So, the circle of candidates for the vacancy is sharply reduced. “For example, companies operating in the market of industrial equipment and machinery want to see a seller with a technical background who will know his product: device, operating conditions, and efficiency of use. And this is the main difficulty. A successful qualified engineer with a good education is usually set up for a technical career - he wants to be an engineer.
The FMCG market is slightly different. Education is not so fundamental. Here it is very important to understand the principles of the turnover of goods, the formation of demand, monitoring the needs of business partners and end consumers. In this area, specialists with basic economic education make a very successful career.
Today, employing companies, presenting the situation in the Ukrainian labor market, are ready to consider specialists with experience in parallel areas or with partner companies, etc. But more often they lure sellers from competitors. Apparently, training is more expensive than a ready-made special. But “techies” are ready to teach young specialists, believing that the owner of technical knowledge can be taught to sell.
Employers make the most severe demands on his personal characteristics. Such a specialist should be flexible, customer-oriented - understand the needs of the client’s business and be a kind of business consultant. This allows you to not only attract a client with your professional approach, but also to retain it. It is very important for companies that the seller is focused on the result, and not just on the process. Such a specialist should not be afraid to start over. Persistence, tact and professionalism are the main traits of the seller’s character.
In addition, the business of the company and potential customers can be represented in various regions or throughout the country. Accordingly, in various sectors, business trips of a sales manager can take up 70-80% of the working time. This type of activity suits people flexible and mobile.
Attractive percentage
Today, sales specialists have the highest earnings among employees of companies of their rank, however, due to flexible wages: sellers usually receive a percentage of income from the sale of goods. True, for beginners in this field of activity, salaries are usually not very high ($ 200-300 +%). In good, stable companies, the total salary is $ 800 per month. Sales director with a good education, extensive (from five years) experience in foreign companies can count on a rate of $ 1.5-2.5 thousand plus a percentage of sales.
Since it is absolutely inexpedient to make a high bid to the “salesman”, managers lure cool sales managers with all kinds of bonuses and percentages and intangible forms of motivation.
The recommendation collection system is very effective. This procedure is performed either by the employer company itself or entrusted to the agency. In such cases, the list of recommenders includes, as agreed with the candidate, clients, partners, colleagues, a manager from the previous place of work. This is also supporting information, but an analysis of all the information obtained from interviews, tests, recommendations allows us to conclude that this or that degree of effectiveness of this candidate for the proposed vacancy is to be concluded.
Sales tests
The proposed methods for selecting a sales specialist can be carried out by the company on their own, without the help of recruitment agencies and consulting companies.
When listening to a candidate, it is important to pay attention to a few points. Firstly, a good "salesman" does not go into his pocket for a word and has a non-standard thinking.
Secondly, if the candidate asks a lot of questions and strictly doses the presentation, he is true sales. If he does not ask, but only speaks ("rolls off") - there are no sales skills.
Thirdly, if the candidate says the phrases “I think”, “I think”, etc., then he is aimed at himself, not at the client. For the "salesman" this is bad.
If a person, describing achievements, uses the words: deal, contract, sale - he is focused on the result. If he uses the words: he did, searched, agreed, he is process-oriented, and you will not see the result. If the question is why some are successful in sales and others are not, the person makes arguments related to personal efforts, he takes responsibility. If he calls the external causes: the quality of the goods, luck, the situation - do not expect the result.
And the last one. In order for you not to be circled around your finger with a beautiful presentation and an impressive resume, you need to ask in detail about each item indicated in this very resume. The key to success is to ask for examples. If a candidate tells you that he was responsible for sales of, say, the western region, and organized a sales system there, then do not be too lazy to clarify what this system consisted of; what exactly did he do for this; what was already before him, and what became his achievement; where his work ended and the work of his superior, subordinate; what was the most difficult, and what came easy. An indicator of a good answer is the presence of specifics in the answer: names, titles, terms and, of course, numbers. A true "salesman" always remembers his quantitative indicators well. "
Jobs for the position of sales manager on the Internet look like a questionnaire: “Do you want to make money? Have an active life position? Would you like to realize yourself? Then you suit us and you can become a sales manager! ”There are no special requirements for a potential sales manager in vacancies. And in the affirmative, almost everyone can answer these questions. If you have a desire to try yourself in this area, make a resume in which your achievements will be described or if it is difficult for you, seek help from professionals https://salesjobsearches.com/best-resume-writing-services-near-my-locationю
One gets the impression that anyone can become a sales manager. But in practice, units can become cool “sales”. These are special people. Their main difference from mere mortals is their special personality characteristics and the gift of persuasion.
Find a "salesman"
Sales Manager - one of the most common vacancies. And the market is saturated with specialists who sell various goods, products and services. However, highly qualified specialists are much fewer than offers.
Search difficulties arise due to the fact that sales features are closely related to the specifics of the product. So, the circle of candidates for the vacancy is sharply reduced. “For example, companies operating in the market of industrial equipment and machinery want to see a seller with a technical background who will know his product: device, operating conditions, and efficiency of use. And this is the main difficulty. A successful qualified engineer with a good education is usually set up for a technical career - he wants to be an engineer.
The FMCG market is slightly different. Education is not so fundamental. Here it is very important to understand the principles of the turnover of goods, the formation of demand, monitoring the needs of business partners and end consumers. In this area, specialists with basic economic education make a very successful career.
Today, employing companies, presenting the situation in the Ukrainian labor market, are ready to consider specialists with experience in parallel areas or with partner companies, etc. But more often they lure sellers from competitors. Apparently, training is more expensive than a ready-made special. But “techies” are ready to teach young specialists, believing that the owner of technical knowledge can be taught to sell.
Employers make the most severe demands on his personal characteristics. Such a specialist should be flexible, customer-oriented - understand the needs of the client’s business and be a kind of business consultant. This allows you to not only attract a client with your professional approach, but also to retain it. It is very important for companies that the seller is focused on the result, and not just on the process. Such a specialist should not be afraid to start over. Persistence, tact and professionalism are the main traits of the seller’s character.
In addition, the business of the company and potential customers can be represented in various regions or throughout the country. Accordingly, in various sectors, business trips of a sales manager can take up 70-80% of the working time. This type of activity suits people flexible and mobile.
Attractive percentage
Today, sales specialists have the highest earnings among employees of companies of their rank, however, due to flexible wages: sellers usually receive a percentage of income from the sale of goods. True, for beginners in this field of activity, salaries are usually not very high ($ 200-300 +%). In good, stable companies, the total salary is $ 800 per month. Sales director with a good education, extensive (from five years) experience in foreign companies can count on a rate of $ 1.5-2.5 thousand plus a percentage of sales.
Since it is absolutely inexpedient to make a high bid to the “salesman”, managers lure cool sales managers with all kinds of bonuses and percentages and intangible forms of motivation.
The recommendation collection system is very effective. This procedure is performed either by the employer company itself or entrusted to the agency. In such cases, the list of recommenders includes, as agreed with the candidate, clients, partners, colleagues, a manager from the previous place of work. This is also supporting information, but an analysis of all the information obtained from interviews, tests, recommendations allows us to conclude that this or that degree of effectiveness of this candidate for the proposed vacancy is to be concluded.
Sales tests
The proposed methods for selecting a sales specialist can be carried out by the company on their own, without the help of recruitment agencies and consulting companies.
When listening to a candidate, it is important to pay attention to a few points. Firstly, a good "salesman" does not go into his pocket for a word and has a non-standard thinking.
Secondly, if the candidate asks a lot of questions and strictly doses the presentation, he is true sales. If he does not ask, but only speaks ("rolls off") - there are no sales skills.
Thirdly, if the candidate says the phrases “I think”, “I think”, etc., then he is aimed at himself, not at the client. For the "salesman" this is bad.
If a person, describing achievements, uses the words: deal, contract, sale - he is focused on the result. If he uses the words: he did, searched, agreed, he is process-oriented, and you will not see the result. If the question is why some are successful in sales and others are not, the person makes arguments related to personal efforts, he takes responsibility. If he calls the external causes: the quality of the goods, luck, the situation - do not expect the result.
And the last one. In order for you not to be circled around your finger with a beautiful presentation and an impressive resume, you need to ask in detail about each item indicated in this very resume. The key to success is to ask for examples. If a candidate tells you that he was responsible for sales of, say, the western region, and organized a sales system there, then do not be too lazy to clarify what this system consisted of; what exactly did he do for this; what was already before him, and what became his achievement; where his work ended and the work of his superior, subordinate; what was the most difficult, and what came easy. An indicator of a good answer is the presence of specifics in the answer: names, titles, terms and, of course, numbers. A true "salesman" always remembers his quantitative indicators well. "
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