What should be a sales manager. What will first need to know the sales manager - a product or reception of convictions. Independent abilities of the real professional

So, you wondered by the selection of sales managers. CONGRATULATIONS! You Doros before the head of the department or developed his business to hiring managers. I hope for this you used my advice. What should the sales manager and what professional qualities have? By what criteria are the selection of managers, and how to recognize a born seller? Answers to these and other questions below.

Perfect Candidate Sales Managers

We defined who your perfect candidate. Of course, you want to choose a manager who perfectly knows the theory of sales, has a couple of years of experience in the development of skills in sales, I was accomplished by my client base and with all this, it would not require a fabulous money for my services. Disappoint you, buddy. It is fantastic.

If such sales managers exist, they became heads of sales departments earlier than you. Of course, sometimes outstanding specimens sometimes come across, but it is not worth counting on the selection. If a smart and beautiful candidate is impossible to find inexpensive, then you will have to give up something.

Let us dwell on each of the main qualities that are important when selecting a good seller.

What should the sales manager know?

• knowledge of sales theory;
• work experience;
• knowledge of the market and the availability of the Customer Base;
• inner fire sales.

Which of these factors are most important, and what can be omitted when selecting a sales manager?

• Knowledge of sales theory. As it is regrettable, but I met high-quality trained sellers. Many know fragments of the theory, some know even the basic principle of sales, but the theory brought to automatism is extremely rare. People who have learned the theory well, can apply it and possess the organizational skills of the successful use of the theory. They show such results that no employer will let them go. And if he is released, then such an employee will be very expensive to you. On the one hand, this person must pay off, but the success in one company does not mean the success in another company. Therefore, buying an expensive employee is always a risk. If you have good salary budgets or sufficient money for risk, take such an employee well. Only you need to handle it well at the interview. But it is not necessary to drive on the theory, but by the ability to apply this theory. Let him sell you the goods. Many love to sell a ballpoint handle, and sales managers passing the selection are ready for this. No need to invent: ask to sell the goods that the manager is now selling. Immediately understand how much he knows this product.
• Work experience. On the one hand, experience is needed to all, and it determines the success of the seller. But it is important what kind of experience! Sometimes even sales in different companies in the same market are a different experience, not to mention different products. What is the quality of this experience? If 1000 times repeat the incorrect sales technique and make 10 sales, is also an experience. Only he is not needed. If you consider experience in the main thing, learn more about the practical application of this experience and about his quality. When selecting a manager, ask a candidate about funnel sales. On sales volumes per month (at different angles, in pieces, amounts). If the manager does not lie, he will not be confused. Ask about the methods of searching for new customers. You must know whether they are real in this market.
• Knowledge of the market and the presence of a client base. Excellent sales manager skill! He will not need to study the goods, laws of the market for a long time. It will not be necessary to search for cold contacts. The average sales manager for sales for maximum efficiency in the new company in the B2B market is 6 months. This one will enter two. BUT! Often knowledge about the market is somewhat exaggerated. Experience in the company-competitor does not talk about mandatory knowledge of the market. A frequent question when selecting sales manager - this is the presence of a client base. The biggest myth on the market. The seller came, brought the table of customers, competitors, - and tomorrow all your customers. Blue dream of any head of sales department. But often it turns out otherwise. Data on companies and phones is not the most important and secret information. The main thing is the real friendships of your candidate with customers, and it is easy to check. You do not need his files, you need multiple phone calls. Ask a question which of the customers of the base of the potential sales manager is the largest and most famous on the market. Ideally, if you both know someone. If you do not know anyone, you type the number of this client from the database and pass the phone with a candidate. By his face will understand, he lied or not. If he, nevertheless, is familiar with this client, listen about what he says. If the conversation is friendly, having, all is well. You repeat another time. If this time is fine, the manager is worth. If there is a "BE-ME", "Good afternoon, Viktor Petrovich, I'm here it ...", therefore, the acquaintance of caps. This sales manager you do not need. His customer base is not worth a penny.
• Inner fire sales. Any seller has a cycle of life, like a commodity or, for example, a football player. This is also important to consider when selecting a sales manager. There are football players on the rise, there is a peak, there is a decline. Distinguish the manager at the peak and the decline is quite difficult. They both possess knowledge, know how to work and are ready to demonstrate the desire to sell. They can even show you a master class, but are there enough energy for every day work with people? This is the question for which you will not answer until you take it to work. One can define exactly: the manager, which is located on the rise or is only preparing for him, always burning eyes.

About communicability, skill listening, spent speech and other mandatory requirements for sales manager, I will not speak this article. The quality of the inborn seller is considered.

My approach to the selection of sales managers

Based on the factors, you must determine what is important for you.

I will talk about my approach to the selection of sales managers. Of all the listed moments, I consider the most important " inner Fire Sales" I prefer to give knowledge on my own, because knowledge, not included in the company's training system, may not only be useful, but also harmful. I also prefer the manager to receive experience under my control. Only in this case can I be sure of this experience.

Knowledge of the industry and product is the necessary thing, but knowledge about the products is also different. If the manager knows everything about the properties of the product, but nothing about what questions these properties help to solve the customer, then these knowledge is not worth it. Introduction to the industry and product, if there is an expert, ready to share their knowledge, it takes no more than a month. In addition, these knowledge is presented with a sales manager in a bundle with theory and receptions of sales in the learning process, which does not take away a lot of time.

My ideal candidate is a manager without experience, without knowledge, without knowledge of the product and the market, but with burning eyes and the congenital qualities of the seller. How to determine burning eyes? If you have achieved success in sales, then you probably know what it is. With how to identify congenital qualities of the seller, you will help to cope with the test designed by I. Or your intuition;).

After receiving a cheap person with burning eyes and the seller's talent, you grind 2-3 months and reveal his talent. As a result, you get well trained, with the right experience and knowledge of the sales manager market, loyal to the company and personally to you. Because you taught him how to be happy. For a really good seller, this may be enough for a year, two, maximum - three. Then a good manager should grow. If you give him not the best bonuses in the branch and working conditions, you must understand that sooner or later he will leave you. Or for the sake of the post of the head of the department or for the sake of a larger company or for the sake of larger income.

Once again I will clarify that this is my position on the selection of sales managers. If you find it difficult to train people, or you are not ready to form a system in which all selected talented sellers will be implemented and will be able to bring your profits, you can form it on the basis of the information received and find your golden cross section.

If you liked my approach, but you lack knowledge to form a full-fledged training system, ready to help you. Check out

Most successful sales managers Possess the qualities that we will list below. Each of us has most of these qualities (and some and everything!).

It is clear that, depending on our personality and our experience, all these qualities each of us is expressed in different ways. Now take paper and handle and appreciate the quality listed below on a ten-point scale.

1. The ability to set goals, dedication

As soon as you decide what you want to achieve, something to strive for, for self-destruction of the person mentally imagine that you have already achieved this and think about what "you did to achieve the result." I repeat, if you clearly see the goal, then it will be easier for you to motivate yourself, to force yourself to take action towards the goal. The more important for you your goal, the stronger you want it, the more your success will be as a result of the path.

2. Huge desire to work, self-discipline

The desire to get the desired has a huge force. It can replace the lack of experience and training, it drives us and makes it work. If you have a goal and you notice that your activity is declining, mentally incite the desire in yourself, think about your goal, think about how you want it, how to become successful, think about how your life will change when you achieve His goal!

3. Labor enthusiasm, self-confidence

Remember your good luck depends on your ability to feed in yourself enthusiasm! Enthusiasm You can compare with calm confidence in yourself, which arises on the basis of knowledge and is confirmed by experience based on confrontation with vital difficulties.

4. Ability to enjoy knowledge

If you have a luggage of knowledge, then they necessarily need to use, otherwise these knowledge will take you as an extra cargo. Therefore, try to perceive only the information you enjoy in the future, to be friends with people who you can learn a lot.

5. Pleasant appearance

Tell me, you are more pleasant to talk with a friendly and smiling person who is readily answering your questions? In sales, as anywhere, it is very important to be able to make a pleasant impression on the interlocutor, to be open to communication, smile, show your interest to the needs of the buyer. These qualities will be prioritized during.

6. Vera in the best, positive attitude

By itself, the work of the sales manager is comparable to the swings: it is not for sale, then there are a lot of them. Therefore, selling, you need to always believe in your lucky star, in God, in good luck, what you want, most importantly, believe in the best!

7. Readiness to give

Based on my experience in sales, I can say to get a loyal client and conquer his trust, it is necessary to give something to him (give). It may be your time that you spent on solving customer issues can be a competent professional consultation, phone calls, search for the necessary customer information ... Do not be afraid to spend your time, because only if you decide the client's problem, it will completely imbued to You will confess and will be ready to work with you (often work with you, as with a responsible and reliable person).

8. Persistence

If your affairs do not go, never lower your hands, always go ahead, always fight, fight until the very end so that at the end you did not regret the lost chance, but with confidence could say what they could do everything !!!

9. Initiative

The initiative is best to show in relation to its results, depending on and comparing what your actions really work. And to tell or not about your success, leadership or colleagues are to solve you, but before making the decision, think carefully, since not all people favorably accept the successes of others.

10. Creative imagination

Yes, yes, you definitely need creative imaginationTo "come up with a listened story of the buyer" to come up with "a problem and offer tool (your product) to solve it.

11. Ability to receive a lesson from failures

Think about the reasons for unsuccessful transactions, analyze your errors without unnecessary emotions, as if from the side, as described in our course "". If you are one or more errors often repeat, in this case you need to immediately engage in self-study.

12.

For sales managers, it is very important to be able to understand the point of view of another person, be able to imagine themselves in his place. Thus, a professional sales manager will be able to understand that the client feels and on the basis of the identified client's emotions to sell.

Well, the most important thing - the sales manager should like the client. How to do this you will learn from the short interesting training of Evgeny Kolotilov:

How? How many points did you score? The most important thing is that all the listed qualities are present in you, and their development is a matter of practice and time!

As you guessed, now it will be about personal qualities that any successful manager should have. After all, in order to achieve high results, one desire is not enough. A good example can serve as a sport. Depending on the sport, the athlete must have a certain set of physical and moral qualities that will make his champion for some sports, the reaction and speed are important for others - power and endurance, etc. And to become a champion, an athlete must develop these properties in itself. So trade workers who want to achieve high results must constantly develop certain skills. Next, I propose to disassemble what should have qualities Sales Manager.

I. Learning - I consider it the most important feature of any successful employee, regardless of the scope of activity. Training in my understanding is a development. After all, time is constantly moving, and the world around us is constantly changing. If we do not develop, we will not be able to adjust the changes, and in this case, we do not have a chance of success. Remember the sellers in the USSR and tell me which vertices have now achieved those who could not change their approaches to work under modern requirements.

II. Focus on results - The purpose of any seller is a sale. It is in order to increase sales, you read the materials on the site. Many companies to increase sales efficiency, conduct trainings for their employees, investing tremendous funds in their training. Sellers must understand this and try any consultations, negotiate sales. Any manager must come to work to make a profit and company. If you do not have a desire to achieve the goals set, working in the field of sales, you spend your time and time of the employer.

III. Honesty and decency - Surely you heard opinions in the people, that an honest person will not be able to sell. And I can say exactly the opposite. The effectiveness of the decent manager will always be higher than that of the dishonest sellers. The explanation for this is quite simple. According to the specifics of the work, the sellers communicate a lot with different people. Cheating them, they will forever lose confidence and authority in the eyes of customers. Would you ask again to the seller who deceived you? Would advise friends of this manager or would write somewhere on the forum or in the guest book positive feedback?

IV. Confidence- As already written earlier, at the subconscious level, your doubts and uncertainty are transferred to the client, as well as confidence. In the eyes of the buyer, the uncertainty is equal to incompetence, and who will want to deal with an incompetent specialist.

V. Stress tolerance- Any work related to communication with people takes away a lot of strength and nerves. Not all customers are friendly and friendly. You may encounter rudeness, rudeness, you may insult, etc. I also often encountered customers in a drunk, with which to work, to put it mildly, is difficult and unpleasant. Nevertheless, they are our customers and our task to sell the goods. Understand right, I'm not talking about what we have to endure humiliation and insults, we should not answer them the same. Soon a number of articles will be published on how not to get into conflict situations and how to behave with conflict clients.

We reviewed five basic qualities that the sales manager must have. Just remember that in order to achieve results, these traits of character should not only write in a resume, but also to constantly develop. Now you know the main features of the character, which has a successful seller, and their development and implementation - depends on you. The main thing is to have desires and apply maximum effort to achieve the result, I'm sure you will succeed!

It is assigned to the CRM system, some business processes require human intervention.

No automation will replace a personal meeting with a potential client, on which the largest transactions are still concluded. But not every sales manager it succeeds. There are at least 10 qualities that help the sales manager to be successful.

Communicability

Of course, the most successful sellers, first of all, should be able to adjust contact and communicate with various people. A professional must be educated, possess a wide range of interests, as well as some knowledge of psychology. Such skills will allow a good sales manager to feel comfortable at meetings and meetings, not lost in the event of surprises, confidently appear to a large audience and find a common language even with the most complex customers.

Ambitiousness

Successful sales first establish high goals for themselves, and then hard workers in order to implement them. Without the realization of his own dreams, they do not see their lives, and such a position is promoting prosperity and success. It is necessary to tune in to something more than just selling and earning money. Think about a certain mission that you will follow while working.

Self-confidence

Sales is not a place for fine and vulnerable people. Customer failure is common in any business. If you give up as soon as hear the first "no", it means that this work is not for you. If "no" for you is a challenge, the desire to change the negative answer to the positive, then, definitely, you are in your place.

Passion

There is bad one that does not believe in the product or service that sells himself. You must be passionate about our product, understand its advantages and, as a result, be able to submit information to a potential customer. Devotion is one of the main qualities of a good salesman. You hardly have a normalized working day, because sometimes you have to adapt to the client's capabilities and coordinate the meeting or negotiations at the time that is convenient for him. If the sales do not bring you pleasure, you will achieve success in this matter.

Independence and initiative

As mentioned above, sales are not a place for those who can offend failure. A good salesman must respond quickly to the reaction of the potential client, and adapt to it. From this it turns out that the professional does not always clearly follow the instructions and is often in the "combat" readiness to show the initiative, return the conversation in the right direction, to reduce the price, respond to an unexpected question.

Goodworking

Successful sales, as a rule, is familiar with the rules of etiquette. He is never late, especially if it comes to a meeting with a potential customer, and makes its volumes of work on time and exactly on time. He understands that an optional person cannot be called a professional.

Discipline

A good salesman is an excellent organizer. And he can, first of all, himself. Such a person has a clear plan for the day, month and even life. And he will do everything to embody the scheduled to reality.

Overtime

A glass half full or empty? A good salesman always has only a positive response to this question. He looks to the future with optimism and no refusal can spoil him the mood. Mostly, on the contrary, the solid "no" from the interlocutor only will only raise it and will force him to change the situation in a favorable party.

Persuasive

A good salesman knows how to put himself in the place of a potential client, feel yourself in his skins. It will give a professional the opportunity to choose the best and convincing words in order to incline the interlocutor to buy. They never impose their opinions, but more like a consultant who gives a valuable council. Thus, one of the main qualities characteristic of successful sales.

Adaptation

Art quickly evaluate and adapt to the situation is very important for a good sales manager. You never know in advance, how will the meeting end with a possible client, in what conditions will pass and what can be expected from the interlocutor. That is why you need to be able to quickly navigate in the situation and find the right words.

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Who wants to be Caesar must have a soul of Caesar

Romain Rolland

n. Sales manager not only sells a product, but also is a company. Therefore, the quality of sales manager should allow him to successfully present the goods, demonstrate the benefits of cooperation with the company, have a client to a positive dialogue.

Personal qualities Sales Manager

The strong side of the professional manager is sociable. In this work, the ability to find contact with any person is very important. As a personal and professional quality of sales manager, the concept of "sociability" includes:

• Virtuoso possession of various sales techniques;
• The ability to competent negotiations;
• The ability to quickly establish contact with customers;
• The ability to maintain contact with regular customers throughout the entire period of cooperation;
• Knowledge of the product and the ability to competently and accessively talking about its advantages.

For sales manager, sales is equally important to have an inner rod that will allow delicately, but assertively convince customers in the profitability of the purchase of specific products. Personal qualities of sales manager play a decisive role in this profession.

You can get professional skills by passing numerous trainings and special programs, as well as due to experience. But the real success in sales will only come to the one whom Nature has entered the complex the necessary properties.

Personal qualities Sales Manager

In whatever area the manager does not work, the set of necessary personal qualities remains the same:

• Presentable appearance;
• The ability to find a personal approach to any client;
• Grammatically correct speech;
• Wide horizons;
• Personal interest in sales;
• Charm;
• Ability to resolve conflicts.

All of these important qualities of sales manager are a necessary condition for success in this area. Professional sales manager must be confident in the hardness of his character.

These are the main qualities of the car sales manager and sales manager in the field of IT technologies and in any other sphere.

The main qualities of the sales manager

Today, companies spend a lot of strength in order to find a good sales manager. It can be said that this is a decisive position in any company, because without customers the company does not make sense. Find a competent talented professional is extremely difficult.

There is a certain portrait of such an ideal sales manager. Beginner managers should strive to educate these qualitative characteristics in which employers are interested:

• Excellent knowledge of sales theory;
• Experience, preferably in the adjacent region;
• Knowledge of the market, the presence of adjustable contacts in the field of interest and own customer base;
• Personal characteristics of the seller.

All these characteristics are rarely found in applicants at the same time. But any novice employee should try to bring their professional qualities to the sales manager for this ideal.

For example, to increase the level of knowledge in theory of theory of sales, it is necessary not only to read modern literature on this subject, but also systematically undergo specialized training and courses that will help you master the sales theory is not fragmentary, but entirely.

And not just remember, but also learn to effectively apply in practice. With such skills, work will be much easier.

It is no less important to thoroughly explore your goods. Each singularity should be known. The ability to study the goods is a characteristic that complements the business qualities of the sales manager.

Where to begin?

As for the work experience, at first it is necessary to take for everything that is suggested if there is an opportunity. For a successful career, it is necessary to obtain the primary experience of real work, which will serve as evidence of the ability to apply in practice the sales theory.

It will also allow to explore the real conditions on a particular market, its conjuncture and laws, as well as to dial the initial name of customers. Let it be small, but real.

And, of course, any sales manager should burn with its work. The desire to sell should be felt at a distance. And if it is not, then all other qualities will be in vain. This is perhaps the defining quality of the sales manager.

If there is a "spark" that in man, which makes him go ahead, sell more and more successful, he will be able to master the sales theory, gain customer base and explore the market.

You can gain knowledge and experience under the guidance of a mentor's chief, by the way, many of them are exactly so preferred to do. But here "Fire Sales" do not get any other way except congenital.