Department results contest employee business effectively call

Department results contest employee business effectively call

How to increase sales of building materials, business case The company's co-founder and commercial director said what tools can be used to achieve this goal. For a long time, the owner has tried different sales areas of building materials and has become a distributor of many factories. But with the development of the company, it is obvious that if we focus on a specific service area that provides all the necessary materials for construction sites, we can maximize the benefits for customers and improve management efficiency. We left the sale of building materials from specific manufacturers. Now, he completes all or part of the goals of the construction company as needed. In fact, we are looking for the purchasing department of a construction company. This has become our goal and mission. " In order to achieve its goals in the best way, a systematic understanding of business processes is required. This is the reason for joining the training program with the existing sales department. People realize that in the modern world, in order to conduct business effectively, it is necessary to use various technologies in the fields of marketing, sales, organizational structure, incentives, control, and automation. Then I realized that I needed everything, absolutely all the points and themes. Therefore, we decided to conduct research, assuming that we will East Chicago banglez wagiman obtain 101% of the necessary information. It just happened. We have nothing. We now have a large number of effective tools in our arsenal, and we are gradually introducing and developing these tools. " Considered a set of clear incentive mechanism for employees in the company's sales department. We used to pay a fixed salary plus a certain percentage of gross profit. At the same time, I don’t always understand what we have to pay and how this will affect the results. I have no influence on employees except the percentage of sales. Obviously this is not enough. " Proposed a key performance indicator system-which later became the basis of the new employee incentive system. For both the seller and the owner of the company, it is clear that the compensation was paid exactly.

The classic complex wage plan has been adjusted to suit the specific situation of the enterprise. Under the company’s incentives, there are fixed and flexible salaries, bonuses (percentage of gross profit) and bonuses.
The soft skin flap is enlarged and divided into 3 equal parts.

It is used to quantify the performance of work indicators in the office, telephone and meeting. At the end of the reporting period, the indicators were measured and compared with the planned indicators, and the scale of the part was calculated. If the employee is lazy, then he will not receive the expected 101% payment. The indicator is 81% completed-81% of the estimated amount is obtained.

The quality of calls and meetings is evaluated by the application skills of the technology. In addition, the accuracy of commercial quotations and documents sent by employees is also monitored.

Strykov, this will motivate people to work better, because failure to implement the income plan may lose a third of personal income.

We have also retained the traditional bonus payment method, which is a percentage of gross profit. So far, it is not recommended to convert to a fixed bonus based on this principle. The company is now going through a stage. Therefore, employees need to be more active in pursuing results so that they can't see anything. It gives people a lot of inspiration. "

Employees need to win competitions to get rewards. The theme and duration of the competition will continue to change. For example, the competition between new employees: the first employee to complete the transaction will receive 3001 rubles. Or competition in the whole department: whoever becomes the sales champion of the month will receive 5001 rubles. Usually, the competition has different indicators: a record of the number of calls per day, the number of meetings per day, and in terms of quality, the best number of calls of the day.
Recently, we even held a printing speed competition. In a month, employees set aside half an hour every day to learn how to type blindly. As a result, the winner received 5000 rubles. Moreover, according to the terms of the game, those who show no motivation will have to pay bonuses to the most advanced. In the end, everyone tried and showed good results. Therefore no one's wallet is harmed. Through such a competition, the staff feel very excited. People are given a very clear task and they strive to achieve this task in order to earn more. " In her work, she relies on technical checkpoints. Through an in-depth study of the system, we can clearly know how to conduct a dialogue, which scripts are based on, how to determine the problem stage and which script is the most effective. We use this method to measure the quality of the manager's work. And we are already working hard to establish a library of best calling practices. At the same time, the number of calls and meetings has increased, and the quality of calls has also improved. "
The call quality is evaluated according to the development table, which is divided into several parts according to the stage of the transaction. For example, whether an employee greets a customer, address him by name, identify needs, propose solutions to interlocutors related to needs, resolve objections through technology, reach an agreement or in extreme cases reach an agreement. It is very important to control the quality of employee conversations on the development table. We provide flexible and complex solutions that require long-term expert advice. But this is not our main goal. The goal is to sell. Therefore, the result of the conference call or meeting should be a transaction or a specific agreement. Moreover, the work of developing tables and quality control services does not allow managers to forget the main thing-customer needs." We are already introducing some elements of business automation. Such as phone calls, call recording, and quality control services again. But in the end, all content and the document flow in 1 will be integrated into a system on the platform. " Efforts in automation enable sales staff to know the results at any time. If it used to take 2 days to calculate them, now you can uninstall everything from 1 immediately by pressing the 1 button. This is very important for measuring the percentage of each employee’s current plan completed. For those who are behind, understanding your progress every day is a huge challenge. Understand that the use of the big picture must support and automate all business processes as much as possible. Work is now underway to create such a single file. A script in a third-party organization, two of which have been tested for a week. We have prepared a checklist for the seller, and the seller should evaluate the advantages and disadvantages of the script. They are still alive and selling things, which is very important. "
Test the scripts of cold dialing calls and the scripts of conversations to identify the needs of clients that are already familiar. It is planned to implement the script for incoming calls within a week and a half.

We decided to take the approach of creating an alternative to the existing sales department. To this end, new employees are recruited into the structure. The new will compete with the old. The quality control department will be responsible for efficiency measurement. One of them acts as an approacher, walking around the object. The second is in the office, interacting with existing customers. Today, old employees continue to do their jobs. Novices gain the foundation, temporarily play the role of potential customers, and then become mature sealers. Nonetheless, the company's management plans to test outsource hunting (customer search and their main qualifications) so that third-party organizations can make calls. And the manager should deal with expert sales to customers in most cases.
Then, it couldn't fit well in our niche market. We focus on project sales. We work directly with foremen in certain locations. Objects have attributes. Even though we have been interacting with a construction company for ten years, we still need to go to a new factory and get acquainted from scratch. Otherwise, competitors will come to take the order. Therefore, our managers cannot be pure farmers. They will always play the role of closures and some farmers. " We rely on intuition, not always seeing growth points, and not realizing which direction we should go in. Now, thanks to the vision of the system, we have established a business process. Next year, as we understand how to deal with them, we will add another 5 sales staff. All the instruments are ready. "

They continue to implement the tools learned from-training. According to, this is true. Nevertheless, in November, the second month after the training, the sales of the two current managers increased by 36% compared with the same period last year. This is their best result so far. Process more requests and make more calls. Let us list the areas that can be accelerated through automation. You should not try to use all directions immediately and take action gradually. Start with the transaction card: Set the fields to be filled in, and start setting tasks through the system. Then continue to set up channels and integrate resources with. How to double income by introducing modern sales technology [Case. Retail] How to create and increase revenue in 1 month [Case. Production of fresh roasted coffee] How to automate the sales department and switch to remote business management [Case. Joint Committee on Fair Practices and State Personnel Oversight