Many people think that the job of a manager is to present the product to the customer. The second are sure that the essence of his work is interaction with regular customers. Third, they think that the main task of a sales manager is to sell. But how do managers actually work, what is the meaning of the profession, and who needs it?

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The essence of the work

Most often, the product is sold by lines of intermediaries who deliver it to retail outlets. In order for the flow of goods sold to be measured and continuous, partnerships with buyers should be identified and maintained.

The sales manager is obliged to create this connection between consumers, trading and manufacturing enterprises.

Therefore, the role of the sales manager is the sale of goods. He is obliged to monitor the fulfillment by all parties of the contract of the assumed powers and strictly control the delivery of goods. It is in his competence to do everything so that the client is satisfied with the purchase and in the future contacted the company again and again.

Types of goods with which sales managers work:

• consumer products;
• industrial goods;
• service.

The profession of a manager has become widespread in the field of wholesale sales. In some companies, specialists prefer to contact the client directly (especially if the work is carried out with expensive services). Managers in other firms prefer to contact distribution companies while simultaneously combining several sales methods.

About the position

At present, the concept of a manager is interpreted so broadly that almost every second specialist is called it. Different levels of a manager include a different set of powers. It is necessary to acquire technologies and skills that will give a chance to make regular sales. essence effective sales is based on a systematic approach, even if it is realized by the hands of only one master.

At its core, every manager, even the lowest level, is a manager. His activity is to organize, plan, coordinate and control all the production mechanisms of the company.

The demand for the direction is quite easy to explain - in our country it is unique, since its representatives can find themselves in all sectors of the economy, both at the state level and in companies based on private form property.

Professional competencies

Any representative of this profession needs to be sociable, sociable and purposeful. Mobile workers must be able to plan and properly control work processes within the company and motivate the workforce.

Each applicant must have a stress-resistant character. Until the moment of signing the contract, more than one week may pass from the time of the start of work with the client. Sometimes just building a client base can take several years. It is also impossible to exclude the peculiarity of the seasonal factor.

Usually, passive income manages to get a number of regular customers from serving, but active sales looking for new candidates. It is realistic to get the same profit from 1 large or several small transactions.

Manager workflow:

1. identification of a circle of potential consumers and clarification of their contacts;
2. development of an effective commercial offer;
3. drawing up a sales scheme, including the right attitude to communicate with the candidate to the effective positioning of oneself and the working organization;
4. drawing up a constructive communication with a potential client;
5. handling customer objections;
6. appointment of a meeting and the correct organization of the presentation of goods sold;
7. signing the contract, planning the next meetings and sales;
8. development of a system of constant communication with the candidate.

In order for the visitor to be satisfied after the conclusion of the transaction, the manager is obliged to supervise the process and the observance of certain rights and obligations by all partners.

Personal qualities of a good manager

Trade workers who want to get good results are required to constantly improve certain skills, and have the following personal qualities:

• Learnability. This allows the specialist to develop and adapt to changes of a different plan.
• Focus on results. Each manager is obliged to come to work to increase the turnover of the company. If the specialist is not interested in this, he simply wastes his personal and the time of the head of the company.
• Honesty and decency. If the partner suspects a lie, the manager risks losing his trust once and for all.
• Self-confidence. In the eyes of the client, the feeling of insecurity is compared to unprofessionalism and incompetence. Most likely, most customers will refrain from communicating with him.
• Stress tolerance. Not all partners are ready to make contact and behave kindly. A sales manager runs the risk of rudeness, humiliation and insults.

Motivation

Not all sales representatives have enough level motivation to perform their duties. This threatens with poor-quality performance of official duties and the decline of the desire to comprehend new heights. The company often has questions about why some people manage to make a huge amount of sales, while others do not.

As a rule, the solution of the problem is closely related to the motivation of the staff, which can be increased in the following ways:

• Rule 1: For effective work, at the very beginning of the working day, it is important to remember and clarify everything important details and collect your thoughts.
• Rule 2: Carry out all activities in accordance with certain rules existing in this company.
• Rule 3: The specialist should strive to constantly improve his professional level.
• Rule 4: Statistics are a good motivator. The more it will focus on the basic and key points related to the number of successful transactions, the more effective will be further activities.

Additional Skills Needed by a Manager

1. In addition to interacting with clients, a specialist is obliged to collect data, fill in the information base, periodically visit exhibitions, conduct analytical reflection, draw up contracts, maintain primary documentation, etc.
2. A professional in this field must be able to competently plan their work schedule and have practical knowledge of time management.
3. Some organizations require employees to display creativity and creative approach. The professional must be able to use various techniques sales, master the technique of working with the imagination of customers, the skill of persuasion, argumentation and successful presentations. He must find an approach to each client.
4. The employee is obliged to focus in his activities on final result, be active, fully interested in the work and ready for continuous improvement. As a rule, the specialist independently performs all the work and bears full responsibility for it.
5. Ownership Requirements foreign languages depends on the employer. Most often, compulsory possession English language require only those employers whose company is related to the Western field of activity.

Demand and prospects

At the moment, from 20 to 50% of vacancies in the labor market are occupied by sales managers. This profession is the most in demand, but at the same time it causes the highest percentage of dissatisfaction. Perhaps this is due to the fact that about 90% of citizens accept this activity as unattractive, devoid of any prestige.

Despite this, 40% of all vacancies belong to sales professionals.

The profit of the organization depends entirely on the professionalism of the employee. No matter how high-quality a product a firm produces, all its work may be in vain if its customers prefer the services of competitors. Many businesses are looking for experienced craftsmen but finding a real specialist is quite difficult.

According to experts, good specialist in this area must have a higher education. This can confirm his ability to competently convince the client of the correctness of his point of view and the ability to speak well and clearly with clients. In addition to a diploma, the ideal applicant for this position must have experience in successful transactions, have a good command of the intricacies of their core market, information about the main suppliers and all potential customers.

Even 10 years ago, the word "manager" inspired misunderstanding and awe. After all, in the vast former USSR there was no such position. But the process does not stand still, so now, in 2016, almost everyone will be able to explain who a manager is and what he does. Let's figure it out too.

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Sales manager: description of the specialty

A sales manager is a person who is responsible for managing a specific department. Conventionally, all managers can be divided into representatives of the lower, middle, and upper levels. The former manage several people, the rest can manage dozens or hundreds of employees in different cities and countries.

The word "manager" came into Russian from English. The verb "manage" has several meanings that very accurately describe the main qualities of a representative of this profession. This verb can be translated as "lead", "manage".

Typically, a manager's responsibilities include:

• searching and calling clients;
• meeting with them;
• conclusion of cooperation agreements;
• producing a presentation;
• advertising promotion;
• team motivation;
• monitoring and improving performance;
• collection of statistical information.

From all of the above, we can conclude that the manager is the soul of the company in which he works. Choosing the “right” person for such an important position automatically increases the company's chances of success.

What Industry Can a Sales Manager Work in?

A sales manager can work in almost any industry, as you can sell almost everything from clothing and furniture to information and security.

Wholesale

1. To work in the field wholesale trade the manager must be familiar with the segment;
2. Be able to work with reporting documentation;
3. Have an idea about pricing policy in this area;
4. Controls the distribution of the budget, salaries, and debt repayment;
5. The wholesale manager is able to search for suppliers and customers;
6. The manager must be able to schedule work and collection;
7. select personnel;
8. Organize meetings and negotiations with clients.

Retail

1. Area manager retail must negotiate to secure the lease;
2. Find the time and place to open new offices or outlets;
3. Understand local documentation that is related to a specific type of trade;
4. Select staff, take part in their training;
5. Solve current problems;
6. Monitor the fulfillment of duties directly at the workplace and during field negotiations;
7. Notify staff of changes in routine, new orders and recommendations from senior management;
8. Organize trainings to improve efficiency;
9. Submit monthly reports to regional managers.

Sale of services

The services that a sales manager can manage are quite varied. Here you can find everything - from the sale of fitness subscriptions to foreign language courses. Selling this type of service requires no less skill than promoting the actual product. Therefore, there is a list of qualities that a person should have, and a list of duties that a person who occupies such a position performs:

1. Literacy in the field of services provided;
2. Ability to organize work in a network;
3. Identification of the consumer segment;
4. Selection of personnel who are well versed in the services provided;
5. Knowledge of advertisers and establishing communication with them;
6. Organization of direct shares;
7. Building a database and calling potential buyers.

Advantages and disadvantages of the profession

As in any other profession, managerial work also has advantages and disadvantages. First of all, you need to love your work, and you need to correspond to the position you hold. If this condition is left unfulfilled, then the work will not bring pleasure. And everything that is done simply because “it’s necessary”, sooner or later, will fall apart.

Consider the benefits of working as a sales manager:

• Comfortable working conditions (mainly in the office);
• The ability to travel;
• Meeting new people, making useful contacts;
• Competitive wages, directly dependent on the work performed;
• Opportunity to increase income by putting in effort or changing concepts;
• Possibility of getting a promotion;
• Comprehensive development, which becomes necessary for successful activity.

What can be said about the shortcomings? All of them can be considered subjective, but still:

• Irregular working hours;
• The dependence of earnings not only on personal efforts, but also on the season, economic situation, and specific geographical location;
• The abundance of stressful situations;
• Lots of paperwork.

Basic requirements of employers

1. The presence of higher education. Employers are confident that higher education affects the ability to plan, "sell" yourself, prove your point of view. Although, let's be honest, its presence absolutely does not guarantee a position.
2. Active sales skills The essence of active sales is not just to sell goods, standing behind the counter, but to be able to find a potential customer, convince him, and make the buyer happy. Active sales can be carried out in the office, on the street, or by phone.
3. Market knowledge. Even if a person has outstanding sales talent, he will not bring profit to his company if he does not have a deep knowledge of what he is trying to sell, where he is doing it, and who is his potential buyer. The sales manager must be able to collect information about the sales market and actively apply it in practice. The higher the level of self-organization and the deeper the knowledge, the more successful the company.
4. Good recommendations. Such a requirement is most often put forward by organizations that are looking for workers with experience, but by no means beginners. This is bad news for those who are at the beginning of their journey, but this problem can be solved. In order to get recommendations, you need to work a little in companies that are not so demanding on staff. Of course, you won’t be able to make a fortune there, but you will receive a letter of recommendation and invaluable experience that will facilitate further career advancement.
5. Knowledge of languages. Nowadays, such a requirement is universal and causes a storm of indignation among people whose work, it would seem, is not related to communication, for example, in English. But this criterion cannot be called unreasonable. A person who was able to comprehend at least the basics of a foreign language has a high intellectual potential, knows how to organize his work, and knows how to achieve goals. This is the kind of person you want to see as a sales manager. In addition, knowledge of languages ​​allows you to expand the horizons of cooperation, makes it possible to implement ideas that competitors have not yet reached, who are not able to monitor the foreign market.
6. Planning skills. Time management skills can not only increase the chances of getting a job, but also improve the quality of life. A successful person can become a person who needs 24 hours to complete a certain part of the tasks. Those who have not yet mastered planning skills are in constant stress, they do not have time to submit reports, put things off, and then lose customers. Who needs such an employee?

If your goal is to become a sales manager, take a look at this list and see if you have the full potential. If not, take action!

Personal qualities of a sales manager

1. Focus on the successful result of their activities. Even if you work tirelessly, but do not have a specific goal, all efforts are in vain. Only highly motivated people are able to go to the goal, prioritizing their tasks and moving towards them step by step. Such a person will not only achieve the desired, but also help the entire team to achieve success.
2. Communication skills. A good manager can be recognized by his manner of communication. His speech is clear and not confused, he is sure of what he is talking about, he always listens carefully and reacts to the words of the interview. In other words, he has highly effective communication skills. It is this quality that helps to dispose, convince, and, subsequently, sell.
3. Ability to deal with stressful situations. No matter how professional a person is, working with people still cannot do without conflict situations and force majeure. Deals often fail, people change their minds, equipment breaks down, and employees get sick. All this is undeniably unpleasant, but a professional in his field will not allow any of these incidents to affect his mood. You need to be able to quickly find a solution, and not sprinkle ashes on your head after the failure of the plan.
4. Ability to learn. To survive, you must be able to quickly adapt to new rules and circumstances. Rules, laws, types of products, and sales techniques are changing. And only a person whose brain is adapted to constant learning can stay on the crest of the wave. Those who think, not agreeing to change their habitual way of thinking, will not get a job as a sales manager.

How to work as a sales manager

1. It is necessary to identify the circle of potential customers and find out their contacts. It's work most which can be performed on the Internet. To do this, you need to devote a fairly large amount of working (and maybe free) time to searching for thematic forums and other discussions. There you will find people who are interested in your product. They share their wishes, criticize, and praise. It is here that you can find an approach to the client and get ahead of your opponent. It would be useful to "hike" to the sites of competitors, reading reviews about their work. This will help to avoid mistakes when planning work, and not to repeat with ideas.
2. Create a working business proposal. Ideas are good, but what good are they if no one needs them? The manager is obliged to allocate what is in demand, to find a product that they want to buy. He must present it in such a way that those who need it want to buy it, and those who hear the name of the product for the first time want to learn more about it.
3. Consider a sales plan. The days of trading at the stalls are over, so the manager must come up with a scheme that will cover the maximum number of customers, while minimum cost funds. It could be a combination of phone sales, online work, and office visits. It all depends on the product itself and the leader's imagination.
4. Build a constructive conversation with a potential partner. Having outlined a person who can cooperate with you, you need to carefully consider the strategy for working with him. You need to learn as much as possible not only about his company, but also about him as a person. This will help to defuse the situation and move the conversation into a more relaxed direction. If a person is in tension, he is constantly looking for a catch. By placing your partner close to you, you will increase the chances of an effective meeting.
5. Be prepared to deal with objections. In order to survive moments of objection, you need to prepare for them. The manager must not only know about his product, but also be confident in its quality and practical benefits. Think in advance of the remarks that can be uttered by the interlocutor. Never tell him that he is wrong if you are presented with real shortcomings of the product. A better answer is: “yes, this problem existed before, but we solved it thanks to the vigilance of our customers.”
6. Get an appointment and skillfully present a product or service. In order to get consent to a meeting, you will have to dig deep into the psychological literature, and in manuals created specifically for this area. Unfortunately, there will be many failures. But remember that every rejection brings you closer to acceptance, so keep trying. Having achieved an audience, engage in thorough preparation of the presentation, rehearse everything in front of a mirror, train on employees. There is only one way - to be ready.
7. Close the deal, plan subsequent sales. Having convinced the client, do not give him a chance to change his mind. Immediately take on the planning of deliveries, payments, and other working moments. The more specifics, the less risk.
8. Build a permanent relationship with the client. Even after fulfilling the terms of the deal, keep in touch with the partner, not letting him forget about your existence. Remember that a satisfied client will always recommend your company to those who need this kind of service.

Main stages of work

1. Telemarketing. In other words, narrowing the circle of potential customers. This includes working with radio broadcasting, television, and calling the client base. Only after completing this step, you can proceed to the next.
2. Meeting. So, after you've convinced a few people to listen to details about your product, you set up a meeting with him. This is already half the battle. Take with you good mood, and as much information as possible and - into battle!
3. Agreement. The meeting was successful and you got interested in a potential partner? Great, document it so that both he and you can be calm. Explain everything to the client, do not rush, let them read all the conditions .
4. Work on the implementation of the agreement. Now, as soon as possible, start to ensure that your products or services start working for the benefit of the partner. Efficiency and diligence are not only signs of professionalism, but also features that will help you bring the contract to the end, preventing your partner from terminating the deal.
5. Monitoring the implementation of all contractual obligations. The signing of the contract is not the final stage. If you care about the company's reputation, make sure that the buyer receives everything that was promised to him.
6. The final stage. After fulfilling all the conditions, put the documentation in order, give the necessary copies to the second party.
7. Communication support. Be interested in the affairs of your client, even after fulfilling all obligations, tell him about new proposals. This will definitely bear fruit in the future.

Ways to motivate a sales manager

The best motivator is a goal. Everyone can have their own: someone strives for material well-being, someone to fame and recognition. The atmosphere in the workplace should remind everyone of why they are here.

Not only awards, but simple praise can give a person wings and make him work at full strength.

This profession is relatively young, very popular and highly paid. The truth is that sales should be primarily for pleasure, not money. In addition, experts say, it would be nice to have innate abilities for this.

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Applicants for this position must have the following competencies:

1. High communication skills for communicating with clients, negotiating, persuading and finding the right arguments when building a dialogue.
2. Special education. It carries advantageous advantages as it presupposes good professional knowledge. The desire to learn new forms and technologies is always welcome.
3. Skills and abilities in the field of active, profitable sales in any industry.
4. Knowledge of sales markets and sales schemes. It happens that a manager has proven methods, which is welcome and is a big plus for future career growth.
5. Ability to analyze and plan sales, as well as actively use the working day to analyze the situation in different segments.
6. Knowledge of foreign languages ​​is a definite plus, especially in firms working with other countries.
7. The ability to resist any stressful situation when a person is able to quickly recover psychologically after difficult or unsuccessful negotiations. Nervous stresses in sales are caused by liability, communication and other various factors.

Anyone can easily sell: a student, a teacher with a scientific degree, an accountant or a former military man. The profession of a manager has become uneasy popular and accessible to many people, it is prestigious.

True, not everyone achieves real success in it. But if a person likes to sell, communicates easily and has certain personal qualities, then he should take a risk and get a high result.

Where do they work as a manager

The profession of a sales manager is universal. This main feature allows it to remain in demand in many organizations and companies of almost all forms of ownership and fields of activity.

Moreover, the demand for a profession is consistently high, even during economic crises. Specialists of this profile are needed everywhere: in financial, construction, transport, agricultural and other areas. A professional has the right to choose what he wants to sell to customers. After all, there are plenty of vacancies in this profile.

Features of the profession

In this profession, the Pareto law applies: 20% of the company's sales specialists make 80% of the volumes.

The most valuable thing in sales is customers. There are customers - there will be profit. And the more their number, the higher the income.

Access to customers - the main driving force behind the growth of modern business - is firmly held in his hands by a true professional. Sales managers work in the service, industrial, and consumer goods industries. They do not simply sell a product or service to customers, but create the prerequisites for further cooperation with them.

To make the work efficient, managers conduct constant analytics:

1. Comparing your product with a competitor's product in terms of quality, properties, price.
2. To expand and study the customer base.
3. Tracks changes in sales, their ups and downs.

Main responsibilities of a manager

1. Sales management, study of competitors, sales markets, demand for goods and services.
2. Strict implementation of the sales plan.
3. Organization of relationships with suppliers and customers, their search. Convincing the client that this particular offer is the most profitable and tempting.
4. Sales analysis, reporting.
5. Consulting dealers and distributors.
6. Formation of prices, discounts.
7. Development and correction of documentation.
8. Contractual and negotiation activities and fulfillment of obligations.
9. Creating and conducting presentations on goods and services.
10. Work on the advertising strategy of the company.
11. Replenishment of the client base to increase the turnover.
12. Developing long-term relationships with clients to generate interest and maintain smooth sales.
13. Continuous communication with customers through promotions, sweepstakes, etc.

According to this list, only one conclusion suggests itself: the work of a manager is interesting and multifaceted.

Personal qualities

Personality traits that make you a good salesperson can be confusing for newbies. Therefore, it is worth listening to sales professionals.

They highlight certain qualities of a person by which one can distinguish an excellent sales manager:

1. One of the main qualities is to inspire confidence. It is based on reliability and honesty. AT modern business long-term relationships are built on it and repeat deals are concluded.
2. The most important character trait of a sales guru is conscientiousness, in other words, a serious attitude to any work, focus and worries about its final result.
3. Focus on the client and a clear understanding of what he needs. More than 80% think so top sellers.
4. Humility and tact. According to statistics, more than 90% of the best sellers are humble people. Assertive self-confident fellows, as practice shows, more often scare away customers.
5. Curiosity or inquisitiveness help the professional gain more knowledge and answers to uncomfortable questions.
6. Activity and the effort expended directly affect the result of sales.
7. Ability to build positive friendships business relationship, thanks to which they grow into many years of friendship with different people.
8. Desire to learn and develop to constantly update techniques and methods. It is not easy to be successful in sales, but to be truly modern. Everything that worked yesterday is sometimes outdated today or needs to be adjusted.
9. Motivation for success makes you constantly act and create.
10. Success is in the head. Therefore, one person achieves a lot, another fails. Although both have equal abilities and opportunities.
11. Relevant is the ability to work with information, highlighting what is needed from it and discarding rubbish.

But the excessive sociability of the one who sells, it turns out, interferes with good sales!

Filled with excessive friendliness to the client, sellers are not able to influence him and dictate their terms.

Good salespeople are not characterized by the so-called emotional pessimism, they do not know disappointment, sadness and despondency. They have no sense of embarrassment and fear. In any negotiations, they are easy and comfortable. It is also always important for them to understand why the failure happened so as not to repeat the mistake again.

Sales manager average salary

For better or worse, the market situation is still developing in such a way that in any field of activity, sellers of goods and services receive wages 2-3 times more than those specialists who produce goods.

The initial income of an ordinary manager, of course, is small. It consists of the sum of interest from the transactions concluded during the month. A newcomer builds up a client base, his income is gradually growing and ranges from 15 to 20 thousand rubles. For the head of the sales department, it is higher - from 30 to 90 thousand rubles.

As a rule, a novice specialist studies for free, receives a good percentage of sales and good bonuses. He may have the opportunity to work part-time. Many companies additionally provide corporate holidays, study abroad, and career growth.

In developing companies, the salary can be 50 thousand rubles. plus bonus, social package, purchase of products from catalogs and other benefits.

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The most important factor in achieving great financial success is not money at all, not primary capital. The main thing is what kind of person you have to become in order to earn such huge money and then stay at this level.

B. Tracy

Profession: sales manager

Often experts argue that this type of activity is still more a state of mind than a profession.

And from the result of the work done, you need to get only pleasure and joy, and if this does not happen to you, then this is not yours and it is better to do something else.

The specialty of a sales manager is, first of all, a representative of a trade organization, who must communicate the buyer not only with trade organization but also with the manufacturer of the goods.

This profession is especially widely used in such an activity as wholesale trade.

After all, it is the manager who must develop measures to create a trading network through which goods will be shipped, build channels for their movement to consumers, regulate relationships with intermediaries and develop dealer relations.

Sales manager: field of activity

The sales manager has certain characteristics that are characteristic of this profession:

1. Manage sales in assigned territory
2. Execute the sales plan
3. Organize customer relationships
4. Control accounts receivable
5. Analyze sales and prepare sales reports based on the analysis received.

The field of activity of a sales manager does not end there, it is multifunctional, multifaceted and requires deep knowledge and extensive experience.

It is necessary to consult dealers and distributors, assess the level of potential of all outlets, determine the scale of prices for goods and the size of discounts.

What does a sales manager do?

Engaged in pre-contractual work, which includes the need to select a contract, it can be a sales contract or a distribution contract. Determines the ways and possible forms of fulfillment of the undertaken obligations.

In addition, he develops all pre-contractual documentation, in case of disagreements, coordinates them, concludes contracts with clients. Conducts negotiations and correspondence with clients. In addition, you need to organize presentations and expand the company's advertising strategy.

The main goal of a sales manager is, of course, not only to fulfill, but also to exceed the targets set by the manager. Expand the customer base, which will increase the turnover.

Sales manager - what does he do to fulfill the task assigned to him?

He creates and regularly updates a database of buyers in order to keep track of new potential customers in a timely manner, find out their preference for a particular product.

Maintains and develops long-term relationships with customers in order to keep their interest in the firm's offerings and, of course, maintain established sales.

In the description of the profession of a sales manager, you can include a lot of useful and varied information. This is the profession that is most in demand today.

Sales manager qualities

The face of the company - that's how you can characterize a sales manager. It depends on the attitude of customers to the company. There are several personal qualities, developing which, the sales manager will achieve greater efficiency and success in work.

In the field of sales, as in any other field, there are myths and prejudices. But if in any other area mistakes can be gotten away with, in sales their price is monetary losses. These mistakes are not new, but we encounter them again and again when working with clients. And this means that these myths are still believed.

This time we will limit ourselves to the sales department and the myths that are directly related to the work of sales managers. Make sure they are not related to your sales team.

Myth #4

The more calls and meetings, the better

If you simply challenge the manager to make at least 50 calls a day, he will focus on that, and not on the number of deals closed. There will be less time for preliminary collection of information about the client, for thinking over a strategy for working with him. And this means that at in large numbers calls, their quality will be lower.

How to avoid it:

• Estimate the number of closed deals, not the number of calls and meetings.
• Assign bonuses for exceeding the sales target.
• Train managers to analyze the causes of failed deals.

Myth #5

The ability to find new customers is the most important indicator of a manager's professionalism.

Another mistake is focusing only on finding new customers. Attracting a new client is much more difficult than working with existing ones. Has your company developed a loyalty system? What else can be done to make this system work better?

In addition to working with new and existing customers, the return of departed customers can be useful for the company. To do this, you need to understand the reasons why customers go to competitors, and take appropriate measures. Ideally, the client who left should feel that it was better to work with you. He must realize that he will lose something valuable if he does not return.

Myth #6

Everything a manager needs to know about his product - its properties and characteristics

Of course, knowing the characteristics of the product is important so that the manager can competently answer the client's questions. But still, this knowledge will be incomplete if the client does not realize why certain properties of the product are so important, and why he should purchase this product from you.

This, of course, is about knowing the advantages of the product and the company as a whole. And these benefits should be clearly articulated to managers. It is also clearly necessary to set before them the task of conveying information about the benefits to the client.

Myth #7

Always demand more from managers

It happens that in an effort to increase sales, managers tighten the requirements for managers so much that they burn out very quickly. A turnover is formed, the costs of training newly attracted employees increase.

Therefore, the requirements must be reasonable. It is necessary to adhere to the golden mean between control and encouragement. There is another myth about this.

Myth #8

A good manager does not need control and motivation

Suppose you hired such a good manager in the sales department that he already showed good results for the first time. Does this mean that you can leave it alone, and that the results will be the same? Most probably not.

Interaction with clients for a manager, work with objections is always overcoming oneself. Few of them will say that this is a pleasant job. Therefore, consciously or subconsciously, each of the managers wants to get rid of it as soon as possible. And if such an opportunity presents itself, be sure that they will take advantage of it.

In the case of a newly hired good manager, the fruits of his work are most likely the result of the efforts of the previous manager. And without constant control and motivation, he will soon relax and stop acting as effectively.