Properly executed transactions by the Head of Sales Department (HSD)
Posted: Wed Jan 29, 2025 5:33 am
To increase sales during a crisis, the manager's own example is of great importance. And it is unlikely that he will be able to show good results if:
he has unclosed transactions hanging around;
employees do not receive help from him when they encounter a difficult client;
The manager generally tries not to participate in sales.
The effectiveness of such a boss is very dj email list weak, which means that the results of the work of the entire team will be the same. Here is what can be done to correct the situation:
conduct a conversation with the head of the group about the role of the leader in the team;
organize another sales department in order to create an atmosphere of competition;
remove the manager from his post and appoint a new person in his place.
Fresh blood in the form of new employees
Renewal of the team is the concern of the HR department. To increase sales during a crisis, it is vital to rotate technological resources and remove ineffective employees and recruit new ones in their place. The process of recruiting new managers is poorly configured if:
there is no clear plan for attracting new employees;
there is a plan, but it remains unfulfilled;
there is no special funnel created for recruiting personnel;
replacing one manager with another is very difficult;
few people respond to advertised vacancies;
the principle of cold searching for new managers is not applied.
To improve the situation, the following steps can be taken:
Use the "invite a friend" principle.
Use a cold search and competitive selection system.
Have a reserve base of personnel on hand.
It is better to motivate the HR department.
Clearly outlined portrait of the target audience
To increase sales during a crisis, you need to have a very clear idea of your target audience. You are throwing money and time down the drain when you try to attract customers who are not really interested in your product. In a difficult economic situation, this is simply unacceptable.
To understand whether you are doing everything correctly in this direction, check the work of your managers on the following points:
If a manager has a lot of meetings, but most of them are in vain, then this is a bad sign;
You should not rely entirely on the experience gained while working in other areas of activity, because it is not always effective for another area of business;
It's bad if clients don't go through the qualification process;
You are unable to define the portrait of your target audience at all; you yourself do not understand who to offer your product to.
What can be done to improve the situation?
Be sure to include a customer qualification process and not waste company resources on those who are unlikely to buy anything.
Monitor the implementation of the qualification procedure.
Make the qualification scheme one of the stages of the sales funnel.
Introduce special points into the CRM system to describe the target audience portrait.
Do not allow the transition to the next stage in the CRM system if the target audience characteristics positions remain unfilled.
he has unclosed transactions hanging around;
employees do not receive help from him when they encounter a difficult client;
The manager generally tries not to participate in sales.
The effectiveness of such a boss is very dj email list weak, which means that the results of the work of the entire team will be the same. Here is what can be done to correct the situation:
conduct a conversation with the head of the group about the role of the leader in the team;
organize another sales department in order to create an atmosphere of competition;
remove the manager from his post and appoint a new person in his place.
Fresh blood in the form of new employees
Renewal of the team is the concern of the HR department. To increase sales during a crisis, it is vital to rotate technological resources and remove ineffective employees and recruit new ones in their place. The process of recruiting new managers is poorly configured if:
there is no clear plan for attracting new employees;
there is a plan, but it remains unfulfilled;
there is no special funnel created for recruiting personnel;
replacing one manager with another is very difficult;
few people respond to advertised vacancies;
the principle of cold searching for new managers is not applied.
To improve the situation, the following steps can be taken:
Use the "invite a friend" principle.
Use a cold search and competitive selection system.
Have a reserve base of personnel on hand.
It is better to motivate the HR department.
Clearly outlined portrait of the target audience
To increase sales during a crisis, you need to have a very clear idea of your target audience. You are throwing money and time down the drain when you try to attract customers who are not really interested in your product. In a difficult economic situation, this is simply unacceptable.
To understand whether you are doing everything correctly in this direction, check the work of your managers on the following points:
If a manager has a lot of meetings, but most of them are in vain, then this is a bad sign;
You should not rely entirely on the experience gained while working in other areas of activity, because it is not always effective for another area of business;
It's bad if clients don't go through the qualification process;
You are unable to define the portrait of your target audience at all; you yourself do not understand who to offer your product to.
What can be done to improve the situation?
Be sure to include a customer qualification process and not waste company resources on those who are unlikely to buy anything.
Monitor the implementation of the qualification procedure.
Make the qualification scheme one of the stages of the sales funnel.
Introduce special points into the CRM system to describe the target audience portrait.
Do not allow the transition to the next stage in the CRM system if the target audience characteristics positions remain unfilled.