Hier erfahren Sie, wie Sie als Vertriebsleiter ein Team effektiv führen und die Vertriebsleistung steigern können.

Debes de tener metas y objetivos claros para que tus comerciales sepan cuanto deben vender. Si no tienes rumbo en torno a la métrica no podrás medir nada. Es claro tener objetivos

Make sure you show the team not only the end goal but also how you expect them to get there in terms of commercial activity (leads, visits, quotes, contracts) and conversion rates. Also establish quality goals such as duration, average contract value or specific products or services you want to promote.

Set goals, collaboratively. So important that both parties have accountability and are bought in to achieving them. Theres no point even starting if you don’t feel that way, also because they may not be realistic.

Lead by example and help the team close leads and give them credit for it - help them grow and coach them on strategic decision making - support support support ! If the team member is stuck you own that prospect and close it for them !

Siempre debes de aprender todo el tiempo. Es importantísimo entrenar con regularidad y sobre todo dar el ejemplo. Darles herramientas a tus comerciales harán que te sigan más.

Each member of your team is different. You should identify the strengths and weaknesses each one of them have to then address personalized development plans.

La cultura comercial que tiene que tener tu equipo es clave. leer, entrenarse, capacitarse. Si no aprenden a vender no lo harán con horas de vuelo sin tener una metodología, ni proceso comercial. Vende el que mas sabe, el que más se educa, el que más se capacita.

La base de dato del poder de una personas es el celular. La cantidad de contactos son los que te pueden llevar a escalar de nivel. Le vendes a tus contactos, le vendes confianza, por eso es importante tener datos de posibles clientes

Make sure the team learns how the CRM can help them sell more by utilizing sales data and also how the CRM can help them monitor leads and plan for future actions.

Its sometimes easy to forget that no matter how well a salesperson does, how good a sales pitch is, or even if the product is perfect for the job at hand it’s important to remember that they cannot control the outcome. An individual can only control their own actions and do their best to influence the customers. If a colleague is struggling then maybe it’s time to re-focus and create some smaller goals that are within their control such as more site visits, more calls, more follows up etc. The bigger goal will still be there but a few smaller successes along the way may be just the confidence boost that’s needed to get them going and back on track.

In my experience is very importante to have a sales dashboard here all the team can compare the sales kpis, of the team, their own and even team mates. This drive competition between the team, but also they can compare against the team mates, were they can drive their motivation, because they want to be the first or even not the last, everyone has their challenge to beat and this will drive the average sales higher. These dashboard also should have the input kpis and not only output. To only have sales without the number of leads, number of phone calls, meetings etc made are not the best route in my opinion.

Forget the old school ways of driving competition and building boards. What motivates one will not motivate others. As a leader take the real approach of knowing your team but knowing their individual “why’s” as well. This will allow you to leverage their why’s, set goals that the team can achieve together but also individually. When both goals are hit that’s what drives production because they are not out against each but working with each other.