In given article we consider the basic errors which should face the management of the companies at the independent organisation of Department of Active Sales.
The analysis spent on 200 companies has revealed following laws:
Training of managers on sales to a company product, taking into account its marketing and technological features, is spent by only 14 % of the companies.
Training of managers on sales to features of the market on which managers should work, spend 9 % of the companies.
In detail tell to new employees (to managers on sales) about existing competitors, their ways and work methods hardly more than 3 % of the companies.
Training of managers on sales to sales (how to sell, phases of sales, maintenance of mutual relations with the customers who are not clients etc.) spend (own forces or with attraction the companies) 9 % of the companies.
Role games with participation of employees of department of sales and top-managers of the company spend 2 % of the companies.
The given information allows to draw a conclusion that in the majority of the companies, on the manager on sales, besides duties on performance of plans of sales and territory developments, huge work (is imposed in the absence of the systematised information) on independent studying of the market, its analysis and the control. That is not a correct problem for employees of department of sales since there are no guarantees that the manager will independently decide to be engaged in this points in question that all managers will draw identical conclusions on a condition of the market, a competition and will estimate (critically) a private experience of sales.
The given situation conducts to reduction of labour productivity of managers on sales and essentially complicates working out of strategy of positioning and company development in the market.
87 % of the companies which are engaged in sales, are dissatisfied with results of activity of Departments of Active Sales and are engaged in search of new employees.
– 9 % of the companies are ready, on a level with other reasons, to search for the reasons in own organisation of business processes.
– 70 % of the companies are assured that their model of construction of Department of Active Sales is unique the correct.
– 21 % of the companies considers that the model of construction of Active Sales is a duty of the Head of department.
The majority of heads of the companies (57 %) consider that search of professional employees and their training are enough easy problems.
Though at the analysis of an actual situation the following picture turns out:
– At the organisation of selection of the personnel in department of sales through the Internet and advertisements in newspapers, within a week 160-180 responses (resume) arrive.
– From total of the arrived resumes only an order of 10-12 % correspond to the specified requirements.
– From the resume corresponding to company requirements – the employer on interviews come an order of 85 % of competitors.
– From the competitors who have come on interview completely meet all requirements of the employer, can confirm the achievements, an operational experience and 10-15 % (2-3 persons) are ready to carry on dialogue about the work beginning in the company only.
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