如何有效地创建、领导以及激励一支卓越的行销队伍

4/11/081HowtoHire,LeadandMotivateaSalesTeamEffectively如何有效地创建、领导以及激励一支卓越的行销队伍4/11/082TopSalesPeopleDon’tNecessaryBecomeGoodSalesManagers.Why?卓越销售员不一定就是优秀的销售经理。为什么？4/11/083ElementsofEffectiveSalesLeadership销售领导力的主要因素DutiesandResponsibilitiesofaSalesManager销售经理的职责BuildingYourSalesCulture创建你的销售文化StrategisingYourSalesEffort拟定销售战略HiringtheRightPerson招聘正确的人选BeingaGoodLeader成为优秀的领导ManagingthePipeline管道管理GivingRecognition给予赞赏4/11/084ElementsofEffectiveSalesLeadership销售领导力的主要因素DutiesandResponsibilitiesofaSalesManager销售经理的职责4/11/085ExactlyWhatDoesaSalesManagerNeedtoDo?销售经理究竟需要做些什么？4/11/086DutiesandResponsibilitiesofaSalesManager销售经理的义务和责任Directsandcontrolsothersinabusinessunit在商务单位指导并控制他人Practicalintelligence实用的智能Analyticability分析能力Traininginastructuredsetting有系统地培训Makesjointcalls一起去拜访客户Makesformalpresentations做正式的陈述Takesinitiativeinabusinessunit在商务中驱于主动Profitconsciousnessinamanagementrole从管理角度具有盈利意识Focusedonquantitativeresults关注于可量化的成效4/11/087DirectsandControlsOthersinaBusinessUnit在商务单位指导并控制他人Providesfullandcompleteinformationinmakingassignments,includingtimelinesandresultsexpectations在执行任务前提供充分和完整的信息，包括时间安排和与其绩效Ensuresthatsubordinatesunderstandthemeasurementsthatmonitorprogresstowardgoalsandresults确保下属明白迈向目标及绩效的进度尺度Consistentlyfollowsuptotrackresultsandunderstandstheneedforoccasionalrepetitionorreinforcementofguidelines不断跟踪进度并了解是否需要重复或强调某些方针Stayspersonallyinvolvedwhendelegating,usingfirst-handknowledgeofthestepsforachievingthegoaltocoachlessexperiencedindividuals在委派他人时保持自身的参与，并用第一手的知识去教导那些经验不足的员工如何达到目标Broadenshiscontrolbygivingsubordinatesachancetodeveloptheirskillsandcontributetotheorganization通过给予下属发展自身的技能及对企业做出贡献的机会，提升自身的掌控权4/11/088PracticalIntelligence实用的智能Enjoyslearningandbroadeninghisdepthoflearningandinsightinawidearrayoftopics享受学习并扩展学习的深度，并对广阔的话题咏有独到的见解。Absorbs,storesandrecallsnewinformationquickly迅速吸收，存储并回忆新信息Dealscomfortablywithabstractconceptsandrelationships针对抽象的概念及关系能够处理的游刃有余Pursuesacademic,theoreticalorresearch-basedinformation不断追求学术，理论或调研报告的信息4/11/089AnalyticAbility分析能力Possessesstrongdeductivereasoningskillsandiscapableofthinkingthroughproblemsinasystematicandlogicalmanner具备很强的推理技能并且以系统及逻辑方式来思考问题。Drawssoundconclusionsfromtheinformationpresented从信息中总结出结论Effectivelyweighstheaccuracyofdifferenttypesofinformation,includinginferences,abstractions,orgeneralizations有效地斟酌不同类型信息的准确性，包括推断，抽象化及概念化Maintainsobjectivityinthegatheringandanalysisofinformation在收集信息及分析的同时保持客观4/11/0810TraininginaStructuredSetting有系统地培训Preparesscheduledandconsistentprogramstotrainoreducateothers定期安排以执行的培训项目来训练或培育他人Establishesmeasurablecriteriaforassessingprogressinthelearningprocess为了衡量学习的进度，在学习进程中建立可测量的标准Demonstratespatienceandawillingnesstorepeatorreinforceideasandinformationuntiltheaudienceunderstands展示耐心并愿意重覆或加深自身的建议和信息，直到对方完全了解、接受Focusestrainingsessionsonthosecompetenciesthatwillmakeadifferenceinthegroup’sultimateeffectiveness将培训集中在那些能改变团队最终绩效的技能上Concentratesmoreontheresultsproducedthanwithhowattractiveorentertainingthetrainingcanbe把注意更多的放在结果，而不是怎样是培训更具娱乐性或吸引力4/11/0811MakesJointCalls一起拜访客户Regularlyobservesassignedsalespeopleinactiontooffersuggestionsforskilldevelopment经常观察相关业务员实际销售的情况，并给予技能发展的意见Iswillingtostepoutofthelimelightandfunctioninasupportingrole愿意跨出舞台中心成为在外支持的角色Respondstosalesopportunitieswithminimalpreparation;abletorespondspontaneouslywhencircumstanceschange当情况改变能自发地反应可以反应销售机会与最小的准备AdjustscoachingorassistancetoaccommodatetheunpredictableaspectsofeachcustomercontactKeepsthefocusofhistrainingandsupportonclosingthesale,delegatingadministrativeorproceduraltaskstoothersifpossible在结束销售前把注意力放在培训和支持，如果可能的话委任他人去做行政或程序任务4/11/0812MakesFormalPresentations做正式的陈述Customizestheprogramtotheaudience,usingminimalboilerplatecomponents使用最小的样板文件的来为观众作陈述Takesthetimetoprepareastudiedpresentationwhichtheaudiencecanresonate愿意要花时间去准备一个可以引起观众共鸣的陈述Issensitivetoaudiencefeedbackandadjuststhepresentationtosustaintheirinterest敏感对待观众的反馈并调整陈述已引起他们持续的兴趣Createsamemorablestagepresence创造一个难忘的舞台风格Enjoysapplauseandattentionwhensuccessful享受成功的掌声与喝彩4/11/0813TakesInitiativeinaBusinessUnit在商务中驱于主动Championsnewinitiativesandidentifiesopportunitiesorissueswithoutprompting自发地发掘并把握新机会Whenbarrierstogoalaccomplishmentareencountered,iswillingtointroduceandimplementasolutionsomehow当遇到障碍时愿设法引进和实施解决方式Iswillingtotakethelead,evenifothersdon’tinitiallyunderstandorapprove即使别人不了解或不赞成，也愿牵头Focuseseffortandresourcesoninitiativesorsolutionsthatwillpositivelycontributetothedesiredresult将努力和资源集中在能给最终结果最大利益的方案上Changesthepresentstatusinordertoimprovethepositionofthegroupororganizationinmeetingitsobjectives为了小组或组织达到目标而改变现状Installstargeted,selectivechangesthatproviderealaddedvaluetotheorganization设置针对性、有选择性的改变，为组织创造真正的价值Focusedonwinning,ratherthanavoidinglosses注重获得胜利，而不是避免失败4/11/0814ProfitConsciousnessinaManagementRole从管理角度具有盈利意识Seesprimaryroleasgeneratingprofitforthebusiness将自身的基本角色设定为—为企业创造赢利Entrepreneurialwithabottom-lineversusadministrativeorientation由创业意识，并侧重于最终盈利而非行政管理Hasarealisticgraspofthefinancialaspectsoftheorganization对企业财务方面