How To Deal With The Most Intractable Problems In Management

1) make clear responsibilities for people afterwards and everything is responsible. People's management is the most difficult, especially for salesmen who have certain experience. The purpose of sales team management is to do things well, Achieve Inc's goal, that is to say, to manage things well, so that the sales staff Achieve Inc's expectations will achieve the purpose of sales team management. So all goals, including sales goals, must be broken down to responsible people, and everyone is responsible for their goals. Through the management of things to achieve the purpose of managing people.

2) result oriented and quantitative management. The premise is to formulate and decompose the sales target scientifically, and it is enforceable. We can tap the potential of the sales force by setting up a higher target, rank the target completion rate, punish the downstream, encourage the middle reaches, and reward the upstream. Just like the student exam, the examination questions are very difficult, for each student is the same, but also can be ranked according to the scores. The other is to set up a lower target, most of them over fulfilled, which can boost morale and complete the ranking of completion rate. Anyway, regardless of the difficulty of the examination questions, the winners are the top ones. Be sure to take the exam or you will not know the good or bad. All sales personnel take part in digital target assessment. The management of sales team is result oriented and responsible for its sales goals.

3) a fair assessment of the year-on-year growth rate of sales reflects the performance of the sales team simply. The taboo of personnel management is unfair. If the unfair sales target is set, the sales team will be unstable. For example, the base of the 2 shopping guide stores is different, and the goal setting is the same, which leads to the departure of the poor shop guide. The year-on-year growth rate of sales is that compared with the past, the growth rate is slower than that of the past. The overall average growth is 300%. Why is your area only 30%? In view of this market, we must analyze the causes and prescribe the right medicine.

4) rectification of special needs. market It can set up target assessment separately. The market that often needs to be vigorously adjusted will be worse and worse when taking part in the examination of the same size, which is not conducive to the cultivation and adjustment of the market. It can only cause further deterioration and the frequent substitution of the business team. This market can be independently reported to the company for examination and approval.

5) based on the management of stores, all management and assessment are at the terminal stores. To solve the problem of terminal stores, sales have formed a virtuous circle. The decomposition of sales promotion of terminal stores includes: single product distribution bar code execution, retail price management, display execution, shopping guide management, shortage, gift management, special display, sales promotion execution, etc. each management is refined, set up "mysterious person" inspection, feedback to headquarters, sent to local rectification, inspection, feedback, rectification, and so on. The company's audit department can set up a terminal shop audit team. "Mysterious person" can hire local college students, the cost is basically 10 yuan / shop, check the identity of the customer, and check all items. The installation of this mysterious person can effectively avoid the fraud of local managers, strengthen the management and control of terminal stores, and also play a supervisory role for dealers.

6) the management of shopping guide can be set up in the form of cost and sales volume to assess local sales personnel at all levels. The number of shopping guides in the FMCG industry is large, the cost of wages is very high, and the expenses of salesmen management fees are very high every month. If the management is out of control, the loss to the company will be great. For example, we set the ratio of 8% of the cost, guided purchase wages accounted for less than 8% of sales, as a hard indicator to assess the local manager. It can effectively avoid the phenomenon of shopping guide and false reporting. At the same time, it is very effective to check whether there is a shopping guide false report with "mysterious man". Spot checks can play a very good deterrent effect.

7) establish Shopping guide training And certification system, to create a professional, efficient and stable terminal army. Sales promotion is the core of the shopping guide. Headquarters strengthens the development of sales promotion, and delivers them efficiently to the first line shopping guide. Arrange "mysterious person" to check the execution of the shopping guide in customer's identity. Third, the third grade certification of junior high school is implemented, so that shopping guides can be promoted and different material and spiritual rewards can be given.

8) arrange monthly national theme terminals. Marketing activities 。 The advantage of thematic marketing activities is that the whole country can play chess together, enhance mutual potential, enhance terminal potential energy, and compare the execution effect of different regions. Thematic marketing activities can stimulate consumers' continuous attention to brands, and avoid long term specials and stacking fatigue. The minimum price system should be applied to the special price, and the activities should be diversified. Through the implementation and management of thematic activities, especially the evaluation of effectiveness, we can effectively manage the sales team.

9) the enthusiasm and morale of the sales force are the basic conditions for an efficient team. Building a team with high morale is a systematic project. First of all, we need to recruit optimistic, challenging and enterprising employees. The two is to set up models and templates to stimulate the potential of sales team, and you will be able to do what others can do. The three is to choose a team leader and a leader to be listless. Four, do well in training and cultivate a winning culture. Five, we should encourage and punish well, praise the advanced, push ahead and improve the whole.