Bosses enterprise management stockjobber

Currently, many dealers that do business with tired, not happy, asked about the reason, the market environment is on the one hand, the more important in personnel management spent a lot of effort, but the effect is very poor, summed up in one sentence is "excellent keep, keep the elite". Personnel management, means that nobody is making money for himself, the distributor of course tired Hearts boss. The author through interviews with many dealers find that pipe not good employees, mainly with the boss, to sum up, in the management process, employers often fall into the error of management mainly includes the following six areas.

Myth one: "pet" salesman

【 Case 】 Yingkou one piece of Business Manager, his three salesman. Zhang Manager of channels primarily large circulation, the salesman needs to ship every day. In order to stimulate the enthusiasm of the salesman, Zhang Manager on sales almost is responsive, even doing some "unusual". For example, a salesman and Manager Zhang said: "the boss, I see a relatively nice belt", Zhang Manager immediately said "a waistband, no biggie, I give you buy". In addition, the Manager often with a salesman to eat out; see the salesman came back late in the evening delivery, Zhang Manager does not have the heart to the salesman to stay together with the inventory of goods. But this effort and there is no change to salesman "achievement report", but with a salesman with Zhang Manager do not point the empty child stolen cargo shipments. This lets the Manager Zhang is indignant: salesman he is enough of a "pet", said the exaggerated points to "evidence" of it, but why not work salesperson?

【Analysis 】 there is an old saying in China called "Frank", CI does not mean too merciful for lead soldiers in combat. We say that the motivation is necessary, but everything there is an excessive degree, motivation is no instead. Manager Zhang, let the salesperson to motivate as a "habit". This approach is like a leadership, occasionally there is a time to boost morale, subordinate to dinner, but the fortuitous acts became inevitable, one day suddenly do not make a leadership, subordinates will say "leadership today didn't make dinner, too are you talking about." This necessarily lost motivation, from this angle that Zhang Manager management is random, or that is not managed.

【 Quick assessment 】 "pet" salesman is actually harmful "salesman", because the result of wrongs, often there is no competition, no performance, finally we all did not improve, there is no food to eat.

Myth two: "defense" salesman

【 Case 】 manager Li do wine experience a "legend". He is a dealer of salesman, then he did a comparison, the boss is also very much about him, let him be responsible for a number of important customers. In and manufacturers, hotel business, he began to understand the purchase price of the wine, the price, the boss from the margins, as customers increase, his direct and contacted manufacturers. Knowing the boss profit space, Manager Li hewed to factory conditions, the final bosses will instead, be the product of agents. After doing a boss, Mr. Li also afraid of salesman "skid row", the salesman everywhere fortification, such as not letting agents contact some professional journals, the salesman to grasp information, contact the manufacturer directly. Course Manager Lee to do so, they are also very tired, because he had to sleep with one eye open.

【Analysis 】 Li Manager this case belongs to a special case, because this and his experiences. But his salesman's "defense" is the "defense", because now is the era of information open, if the salesman really want and manufacturer, so how can, except open out all Manager Lee, my own sales rep. Like Lee Manager so that "defense" salesman dealer and a few, such as when the salesman visiting customers, some bosses have nothing open car inspections; have a boss in the Office installation monitoring system, etc.

【 Quick assessment 】 "defense" salesman can only let the salesperson and farther away from the boss, "defense" salesman, establish effective monitoring mechanism for the system to manage sales.