The main mission of the head of the sales department is to correctly distribute responsibilities to employees. Everything that a sales manager should do at the enterprise was described above. However, when it comes to defining tasks, the manager falls into a stupor, because he does not know how many missions to assign to an employee. But without outside help, the manager will not be able to cope with the assigned tasks qualitatively and without a decrease in the level.
When distributing functions, you can use three methods:
Compare expected performance with current performance
The method is based on comparing current indicators with the goals set for the enterprise. It is possible to conduct a comparative analysis of the work of managers with different knowledge, qualifications and experience. If a significant difference is found between a pro and a newbie, it makes sense to determine the average indicator for the entire department.
The obtained result is then compared with the standard, which is considered the company's goal. If sagging indicators are detected, those that can correct the shortcomings are included in the list of responsibilities.
Analyze the workflow
The point of the method is advertising data package when an independent study of the work process is carried out. It is suitable for newly existing companies, where the creation of a sales department is in its infancy. The director needs to know the work process of subordinates from the inside.
The glue in the team
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Spend a few hours as an ordinary manager. In one working day, you will draw conclusions about which tasks are really feasible and what needs to be removed from the business process. At the end of the experiment, simply evaluate your effectiveness: the number of deals completed, letters sent, meetings and negotiations held.
Create a work day map
The final way to create a circle of responsibilities is to create a workday map. It is the least precise of the others, but works well in tandem with them. Spend a day with the employee and record everything they did. It is worth indicating both the action itself and its start time, as well as the end time.
After this, the workday map is analyzed. Chronophages are identified, that is, moments of distraction from the task. Get rid of them so that the clerk can increase the efficiency of the day several times by holding another meeting, deal or useful call.
After the sales manager's duties have been defined, you need to make sure that he or she can perform them adequately. This can be done by conducting a written or oral survey. You can choose the questions yourself, but, for example, they may sound like this:
what can be offered to someone who is already a client of the company and is familiar with the product/service;
what makes the product stand out from its competitors;
what conditions need to be created to increase efficiency;
what type of packaging and packaging is suitable for the product being sold;
what are the delivery times for the product if it is in stock or if ordered;
actions when a consumer wants to buy something that is not currently in stock.
It is necessary to monitor the seller's responses. He needs to know the parameters of the company's products and delivery conditions. In addition, it is important to see knowledge of the company's policy and the nuances of demand.
These questions are suitable for testing not only a newbie, but also a professional. Quite often, the need to determine the level of skill arises during the interview. To understand what an employee can be responsible for, you need to find out what his responsibilities were at previous places of employment. It is necessary to correlate the functions listed by the candidate with his length of service. If an employee has named many responsibilities with a short period of work, then he will hardly be able to do everything properly.
How to achieve multiple growth in traffic and sales from your website?
Alexey Boyarkin
Dmitry Svistunov
Head of SEO and Development
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I have always been concerned about the issue of moving to a fundamentally new level. So that the indicators would grow not by 2 or 3 times, but by several orders of magnitude. From a thousand visits to ten thousand or from ten thousand to a hundred thousand, if we are talking about a website, for example.
And I know that such leaps are always the result of painstaking work in five areas:
Technical condition of the site.
SEO.
Collection of site semantics.
Creating useful content.
Working on conversion.
And at the same time, every manager needs an increase in sales and the number of applications from the site at the moment.
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