招聘高效銷售能人

StopHiringUnder-PerformingExperiencedSalesPeople,andStartDevelopingCompetentOnesthatDeliverResults

停止聘用有經(jīng)驗但表現(xiàn)差勁的銷售人員，開始發(fā)展能夠創(chuàng)造業(yè)績的銷售能人HiringHighPerformingSalesPeople 招聘高效銷售能人Whatisthepercentageofhigh-performersdoyouhaveforyournewsaleshires? 你所招聘的銷售人員大概有多少百分比屬于高效銷售能人？Whataresomeofthewaysthatyouthinkyoucanimproveyourchancesofhiringcompetenthighperformers? 你該如何提升你招募到高效銷售能人的概率？MythsinHiringSalesPeople 招聘銷售人員的誤區(qū)Experience 有經(jīng)驗Goodcommunicator 能言善道Self-motivated 自我激勵IfExperienceandTrackRecordareNotGoodIndicatorsofFutureSuccess,Whatis?如果經(jīng)驗與業(yè)績都無法判斷下手人員將來的表現(xiàn)，什么才能夠給我們正確的信息呢？LookfortheSalesCompetenciesthatDriveSalesResults找尋能夠創(chuàng)造業(yè)績的銷售能力Whataresalescompetencies?什么是銷售能力？Criticalhabitsandbehavioursthatarecrucialtodrivingsalesresults能夠創(chuàng)造業(yè)績的關鍵的習慣與行為TheCriticalBehavioursthatDriveSales 創(chuàng)造業(yè)績的關鍵行為Constantprospectingtofillupthepipeline 不斷地開拓新客戶，確保銷售“管道”保持飽滿Constantlyfindingcustomers'problems,andhelpsolvethem 不斷地挖掘客戶所面臨的問題所在，并且積極地幫他們解決TheCriticalBehavioursthatDriveSales 創(chuàng)造業(yè)績的關鍵行為Makingsurethattherelationshipwiththecustomeraredevelopedwithallmajorkeyinfluencers,ratherthanrelyingononesinglecontact 確保和所有關鍵影響人都建立好關系，而不是僅僅依賴于與某一個人Learningfrommistakesandcustomerrejectionssoastodobetternexttime 從錯誤以及顧客的回絕中學習，力求下一次的進步WinningWaysofWinningSalesPeople成功銷售人員的制勝法則Theyaskquestionsregardingtheircustomersproblems,implicationsand"whatwillhappenifthoseproblemsaresolved" 他們針對顧客所面臨的問題、問題產(chǎn)生的影響以及“如果那些問題能夠被解決會發(fā)生什么？”來進行提問Theyarepersonallyaccountableforcustomers'resultsandunderstandcustomers'businesses 他們會為客戶所想達到的結(jié)果負責到底，并深入了解客戶的商務情況WinningWaysofWinningSalesPeople成功銷售人員的制勝法則Theymatchtheirsalesprocesswiththeircustomers'buyingprocess他們會把注意力放在顧客的采購步驟，并將自身的銷售流程配合客戶的采購步驟Theyseektobuildarelationshipwithnoagendafirst,ratherthanaimingthecustomers'pocketseverytime 他們在初期與客戶建立關系的時侯不期待任何銷售結(jié)果，而是圍繞顧客自身的情況開始談話ChallengesinSalesManagement銷售售管管理理遇遇到到的的挑挑戰(zhàn)戰(zhàn)Only19%ofeffectivenewbusinessdevelopersareeffectiveatmaintaininglong-termcustomerrelationship只有有19%的新新客客戶戶開開拓拓人人員員能能夠夠與與客客戶戶保保持持長長遠遠良良好好關關系系Lessthan15%ofkeyaccountmanagersarecomfortabledevelopingnewbusinesses只有有15%的客客戶戶經(jīng)經(jīng)理理對對發(fā)發(fā)展展新新客客戶戶感感到到適適意意ChallengesinSalesManagement銷售管理遇到到的挑戰(zhàn)Nearly65%ofsalespeoplewhofailcouldhavesucceededintherighttypeofsalespositionfortheirskills將近65%的表現(xiàn)欠佳的的業(yè)務員能在在更合適的銷銷售崗位上創(chuàng)創(chuàng)造更優(yōu)越的的業(yè)績Nearly70%ofstrongcustomersupportandservicestaffareabletomaintaincustomerrelationships將近70%的客服人員能能夠與客戶保保持良好長久久關系60%ofsalespositionfailuresarerelatedtoindividualswiththewrongskillsfortheposition 60%的銷售人員無無法勝任其職職是因為個人人技能與崗位位不匹配Sohowcanyoutellifthecandidatehastherightcompetencies那你怎么知道道應聘者具備備相關的銷售售能力？Whatyoucandowheninterviewingsalespeople 你在面試試銷售員時所所能做的試探探Doaroleplay,andalsoaskthecandidatewhatishisusualmodusoperandi進行一個角色色扮演，同時時問問這個候候選人通常他他/她一貫的的做法是什么么Askhimwhysomeofhiscustomersbuyfromhim,whileothersdon't? 問他他為什有些客客戶會跟他購購買，而其他他的不會？Whatyoucandowheninterviewingsalespeople 你在面試試銷售員時所所能做的試探探Getthecandidatetodrawhiscustomer'sorganisationchart讓他將客戶的的組織結(jié)構(gòu)圖圖畫出來Askhimifhehaslostsomesalesthathealmostclosed,andifthere'sanylessontolearnfrom 問他可否否曾失去一筆筆快到手的訂訂單，并可否否從中學習到到什么？Askhimifhehastogiveuporwalkawayfromacertainsale 問他是否否曾主動放棄棄對某些客戶戶的跟進39%ofacustomer’sdecisiontobuyfromyourcompanyisbasedontheeffectivenessofthesalesrepresentative39%的顧客是因為為銷售人員的的表現(xiàn)而決定定購買的Whatifoursalesteamhasveryuniquecompetenciesdifferentfromothers?如果你的銷售售團隊擁有與與其他銷售團團隊截然不同同的銷售能力力，那該怎么么做呢？Whatifnoneofthosecandidatespassedyourinterviews?如果所有應聘聘者都沒法通通過你的面試試，怎么辦？？DevelopingYourUniqueSalesCompetencies發(fā)展你的獨特特銷售能力Comparethebestperformingsalesperson(s)withtherest(themiddleandworstperforming)inyourcompany在公司內(nèi)部將將業(yè)績最好的的銷售人員（（們）與其他他銷售人員（（業(yè)績平平或或最差的銷售售人員）進行行比較FindoutwhatarethequalitiesorbehavioursthatareONLYpresentinthebestpeople,whichtherestarenotdoing找出前者身上上獨有的（或或后者身上缺缺乏的）素質(zhì)質(zhì)或工作方法法DevelopingYourUniqueSalesCompetencies發(fā)展你的獨特特銷售能力Structuretheinterviewprocesseswhereyoulookforpastperformancewherebythecandidatehasdemonstratedsuchidealqualitiesorbehaviours回顧在過去的的招聘過程中中能夠顯示應應聘者此類優(yōu)優(yōu)秀素質(zhì)或工工作方法的環(huán)環(huán)節(jié)，并對其其進行強化Ifthequalitiesorbehaviourscanbelearnt,structureyoursalestrainingsuchthateveryoneonyourteamcanlearnandinternalisethem如果這些優(yōu)秀秀素質(zhì)或工作作方法可以通通過學習來獲獲得，那么強強化銷售培訓訓，使得團隊