How To Manage Clothing Sales Team Effectively?

"Clothing" Sales funnel "Is a clothing sales tool widely used by major customers in clothing sales. The top of the funnel is a potential user with purchase needs; the upper part is a potential user who lists the products of the enterprise in the list of candidates, with a success rate of 25%; the central part is the potential users of the products listed in the preferred list (one of the two brands selected), the success rate is 50%; the bottom of the funnel is basically determined to buy the product of the enterprise, but the potential users who have not yet fulfilled some procedures, the success rate is 75%; the bottom of the funnel is the user who we expect to deal with.

It is convenient to calculate the quota of garment salesmen. The funnel management products of clothing sales are mostly complex products of high value. Potential users usually do not order products immediately after seeing the products. The actual purchase process is less than 1~3 months, and more than 6~12 months. By weighting analysis, the annual quota of each clothing salesperson can be allocated scientifically at the beginning of the year. For example, a potential user has the intention to purchase 1 million yuan in the next year, and is currently in the upper part of the funnel. When calculating the quota, it is 100 x 25%=25 million. Other potential users, by analogy, add the weighted figures added to all the potential users in a garment salesperson's area, and get the total annual quota.

On the other hand, it is necessary to tell everyone clearly that this will lose personal credibility and never get the company's reuse or promotion. Because the higher the position of a person, the greater the power, and the person who has the ability, but does not have character or is cautious, is not fit for management.

Effective management and supervision clothing Salesman. The clothing sales manager regularly checks the sales funnels of the clothes under the Department regularly (preferably once a week) to detect problems in time.

For example, in a funnel of a garment salesman, there is a potential user who stays in the lower part of the funnel for a long time. The clothing sales manager will ask why. There may be internal problems within User Company, such as disagreement, lack of funds, and no approval from superiors. After analyzing the causes, we can prescribe the right medicine.

It has a guiding role in assigning sites to clothing salesmen. We must balance the distribution of sites and avoid people getting rich and oil. With the funnel of clothing sales, we can roughly know the volume of business in each area, rather than simply divide it according to the provinces and cities and industries. For developed areas, some provinces and cities may be responsible for many people at the same time, but only in different ways. For less developed areas, they may also be responsible for the business of many provinces and cities. If we divide the site according to the industry, the same is true.

In addition, the quota of clothing sales personnel in developed areas is generally higher than that in less developed areas, because the cost of doing the same size business is different, and the standard of judging the performance of clothing salesmen depends on the quota and the proportion of overfulfilled tasks, which makes the salesmen feel that each has its own advantages and disadvantages, and there is no absolute quality or disadvantage.

Avoid selling important customers when job hopping happens. Customer information is not the "personal property" of the salesperson, but the "collective property" of the company. When a garment salesperson applies for a leave of absence, the clothing sales manager will check and check the sales funnel in time and ask for the handover between the departing employee and the successor.

This basically avoids users from following suit. Salesman The problem of walking is a kind of pressure because everyone knows the change of the personnel of the seller. The buyer can't say today that the product of this company is good, and that the product of that company will be good tomorrow. If a salesperson goes along with a clothing salesperson, he or she will be suspected of collusion or bribery.