招聘高效销售能人

StopHiringUnder-PerformingExperiencedSalesPeople,andStartDevelopingCompetentOnesthatDeliverResults停止聘用有经验但表现差劲的销售人员，开始发展能够创造业绩的销售能人HiringHighPerformingSalesPeople招聘高效销售能人•Whatisthepercentageofhigh-performersdoyouhaveforyournewsaleshires?你所招聘的销售人员大概有多少百分比属于高效销售能人？•Whataresomeofthewaysthatyouthinkyoucanimproveyourchancesofhiringcompetenthighperformers?你该如何提升你招募到高效销售能人的概率？MythsinHiringSalesPeople招聘销售人员的误区•Experience有经验•Goodcommunicator能言善道•Self-motivated自我激励IfExperienceandTrackRecordareNotGoodIndicatorsofFutureSuccess,Whatis?如果经验与业绩都无法判断下手人员将来的表现，什么才能够给我们正确的信息呢？LookfortheSalesCompetenciesthatDriveSalesResults找寻能够创造业绩的销售能力Whataresalescompetencies?什么是销售能力？Criticalhabitsandbehavioursthatarecrucialtodrivingsalesresults能够创造业绩的关键的习惯与行为TheCriticalBehavioursthatDriveSales创造业绩的关键行为•Constantprospectingtofillupthepipeline不断地开拓新客户，确保销售“管道”保持饱满•Constantlyfindingcustomers'problems,andhelpsolvethem不断地挖掘客户所面临的问题所在，并且积极地帮他们解决TheCriticalBehavioursthatDriveSales创造业绩的关键行为•Makingsurethattherelationshipwiththecustomeraredevelopedwithallmajorkeyinfluencers,ratherthanrelyingononesinglecontact确保和所有关键影响人都建立好关系，而不是仅仅依赖于与某一个人•Learningfrommistakesandcustomerrejectionssoastodobetternexttime从错误以及顾客的回绝中学习，力求下一次的进步WinningWaysofWinningSalesPeople成功销售人员的制胜法则•Theyaskquestionsregardingtheircustomersproblems,implicationsandwhatwillhappenifthoseproblemsaresolved他们针对顾客所面临的问题、问题产生的影响以及“如果那些问题能够被解决会发生什么？”来进行提问•Theyarepersonallyaccountableforcustomers'resultsandunderstandcustomers'businesses他们会为客户所想达到的结果负责到底，并深入了解客户的商务情况WinningWaysofWinningSalesPeople成功销售人员的制胜法则•Theymatchtheirsalesprocesswiththeircustomers'buyingprocess他们会把注意力放在顾客的采购步骤，并将自身的销售流程配合客户的采购步骤•Theyseektobuildarelationshipwithnoagendafirst,ratherthanaimingthecustomers'pocketseverytime他们在初期与客户建立关系的时侯不期待任何销售结果，而是围绕顾客自身的情况开始谈话ChallengesinSalesManagement销售管理遇到的挑战•Only19%ofeffectivenewbusinessdevelopersareeffectiveatmaintaininglong-termcustomerrelationship只有19%的新客户开拓人员能够与客户保持长远良好关系•Lessthan15%ofkeyaccountmanagersarecomfortabledevelopingnewbusinesses只有15%的客户经理对发展新客户感到适意ChallengesinSalesManagement销售管理遇到的挑战•Nearly65%ofsalespeoplewhofailcouldhavesucceededintherighttypeofsalespositionfortheirskills将近65%的表现欠佳的业务员能在更合适的销售岗位上创造更优越的业绩•Nearly70%ofstrongcustomersupportandservicestaffareabletomaintaincustomerrelationships将近70%的客服人员能够与客户保持良好长久关系•60%ofsalespositionfailuresarerelatedtoindividualswiththewrongskillsfortheposition60%的销售人员无法胜任其职是因为个人技能与岗位不匹配Sohowcanyoutellifthecandidatehastherightcompetencies那你怎么知道应聘者具备相关的销售能力？Whatyoucandowheninterviewingsalespeople你在面试销售员时所能做的试探•Doaroleplay,andalsoaskthecandidatewhatishisusualmodusoperandi进行一个角色扮演，同时问问这个候选人通常他/她一贯的做法是什么•Askhimwhysomeofhiscustomersbuyfromhim,whileothersdon't?问他为什有些客户会跟他购买，而其他的不会？Whatyoucandowheninterviewingsalespeople你在面试销售员时所能做的试探•Getthecandidatetodrawhiscustomer'sorganisationchart让他将客户的组织结构图画出来•Askhimifhehaslostsomesalesthathealmostclosed,andifthere'sanylessontolearnfrom问他可否曾失去一笔快到手的订单，并可否从中学习到什么？•Askhimifhehastogiveuporwalkawayfromacertainsale问他是否曾主动放弃对某些客户的跟进39%ofacustomer’sdecisiontobuyfromyourcompanyisbasedontheeffectivenessofthesalesrepresentative39%的顾客是因为销售人员的表现而决定购买的Whatifoursalesteamhasveryuniquecompetenciesdifferentfromothers?如果你的销售团队拥有与其他销售团队截然不同的销售能力，那该怎么做呢？Whatifnoneofthosecandidatespassedyourinterviews?如果所有应聘者都没法通过你的面试，怎么办？DevelopingYourUniqueSalesCompetencies发展你的独特销售能力•Comparethebestperformingsalesperson(s)withtherest(themiddleandworstperforming)inyourcompany在公司内部将业绩最好的销售人员（们）与其他销售人员（业绩平平或最差的销售人员）进行比较•FindoutwhatarethequalitiesorbehavioursthatareONLYpresentinthebestpeople,whichtherestarenotdoing找出前者身上独有的（或后者身上缺乏的）素质或工作方法DevelopingYourUniqueSalesCompetencies发展你的独特销售能力•Structuretheinterviewprocesseswhereyoulookforpastperformancewherebythecandidatehasdemonstratedsuchidealqualitiesorbehaviours回顾在过去的招聘过程中能够显示应聘者此类优秀素质或工作方法的环节，并对其进行强化•Ifthequalitiesorbehaviourscanbelearnt,structureyoursalestrainingsuchthateveryoneonyourteamcanlearnandinternalisethem如果这些优秀素质或工作方法可以通过学习来获得，那么强化销售培训，使得团队每个成员都掌握它们TheR4oftheCustomer'sExperience客户购买经历的R4•Reliability可靠性•Relationship交情与关系•Responsiveness积极性•Resourcefulness资源整合行千里而不劳者，行于无人之地也Ifyoucanmarch1,000milesandnotfeeltired,youwillbeundefeatableQ&[e-mail],ORlogonto:://cydj001.blogbus.comfortheChineseupdates