Managing salespeople is a difficult job. From understanding theirpipelineand key metrics to recruiting, hiring, and firing -- a sales manager has a lot on their plate. One of the biggest sources of turnover and missed opportunity comes from a lack of understanding of what each sales person is doing well and what activities they're doing poorly.

一个重要方面sales management确保所有销售人员都在相同的事情上测量。这是组织如何决定保留谁和放手的唯一途径。这就是销售记分卡所能帮助的……但让我们不要将记分卡与基准相混淆。

立即下载:销售培训和入职模板[免费工具]

销售量Scorecard

销售记分卡与销售仪表板。记分卡对特定的代表及其发展/目标更为个性化。记分卡通过跟踪销售代表活动,这些活动的结果以及改进的机会而变得更加细腻。仪表板查看特定的KPI,例如配额达到,收入和管道泄漏。

Having benchmarks for your scorecard sets standards for new and existing salespeople and clearly communicates expectations from the entire sales organization.

为此,组织中的每个人都需要写下标准并同意。跟进是这里的关键。您必须确保他们始终受到跟踪。

一开始需要努力和协作,但是一旦完成,sales coachingand feedback become easier and more effective. It also helps with forecasting when and who you need to hire and what each rep needs to succeed.

销售量Scorecard Template

每个销售人员都应按照相同的标准来衡量,以使销售管理和反馈是一致和公平的。作为销售经理,您需要能够描述行为时的样子:

  • It is being performed well (meets expectations)
  • It is not being performed well (below expectations)
  • It is being formed very well (exceeding expectations)

For example, if you were measuring someone’s ability to build rapport during a sales call, the ratings might go something like this:

Meets Expectations

  • Establishes commonality before leading into the sales discussion
  • Considers the prospect’s personality and style
  • 意识到潜在客户的态度改变并做出正确的反应
  • 会议结束时提供可行的下一步

Below Expectations

  • 不会改变他们与客户改善融洽关系的方法和行为
  • Does not maintain eye contact
  • Misses verbal and non-verbal cues
  • Voice is monotone

Exceeds Expectations

  • Reads customer’s body language/tone and asks questions to determine probable objections

这是可能外观的模板:

销售记分卡的模板通过确定每个销售人员在每个标准上的位置,它使教练的工作变得更加轻松,更有生产力。

如何使用CRM中的数据来构建销售记分卡

首先确定要跟踪的指标。你会看吗KPIs像客户的获取率以及上涨和交叉销售费率吗?还是您会看专业开发指标,例如Call Expiquette和Edistration Coluss?

为每个代表自定义指标,因此您正在跟踪对他们最有影响力的指标。然后,为他们设定现实的目标,以便在Excel或Google文档中击中和记录所有目标。

许多CRM也会自动创建记分卡。Hubspot的CRM与Rekener集成to pull the data you want to track straight from your CRM.

Sales-ScoreCard-Crm

Image source:Rekener

销售管理清单

花时间审查每项活动,并评估您的销售人员相对于确保成功所需的位置的程度。目的是确定五个或六个领域的改进区域,并在三到六个月内与销售人员合作,具体取决于您可以承诺进行教练的时间水平。

在教练期之后,继续另一个销售电话,再次使用清单查看他们是否处于正轨或需要更多的教练状态。

在这三到六个月的时间内,您的代表在这些可教练的区域上触摸基础。您想为他们提供成功所需的工具,并告诉他们要做什么,然后再独自留下六个月。

By using this template as a guide, you'll be well on your way to better sales management, coaching, and communication with your sales people. By doing this on a regular basis, you'll identify areas for improvement and reduce the turnover by correcting the behaviors before they become a problem.

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Originally published Jul 15, 2019 11:35:00 PM, updated July 16 2019

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销售指标