Table of Contents
What is sales behavior management?
Three benefits of sales behavior management
Items required in behavior management
Behavior management tools for use in sales
Three tips for successful sales behavior management
summary
What is sales behavior management?
Subordinates checking the progress of sales with their superiors.
Behavior management in sales is the process by which individual sales representatives manage the actions required to achieve their goals.
In sales behavior management, each required chinese overseas europe phone number list action is quantified for each phase of a sales project. For example, in the lead acquisition phase, the number of appointment calls made is quantified. Based on the results, we objectively evaluate the performance of each member's activities and identify issues. This helps to improve sales activities and encourage improvements for better results.
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Three benefits of sales behavior management
Sales Meeting
This section describes three benefits of sales behavior management.
1. Able to give accurate feedback to members
By quantifying each member's behavior, we can identify the issues they are facing based on objective data. This allows us to understand what specific advice and support we should provide. For example, based on the behavior data, we can understand what was lacking in the members who failed to produce results, and provide practical advice for improvement.
2. Easier to keep track of progress.
Knowing the progress of each individual will help you keep track of the progress of the entire team. In addition, if an action management system is established, it saves time and effort to check each time the action is taken. Sales managers can take immediate action when progress is insufficient, while saving time and effort in management.
3. Sales know-how can be shared.
Another benefit of behavior management is the ability to share sales expertise. Behavioral management efforts in sales include the process of log・ analyzing data on each member's sales activities. Through these efforts, we find best practices and best practices that actually lead to sales. Learning from each other's excellent know-how possessed by salespeople with good sales performance will help members improve their level of performance. This is also expected to raise the level of sales capabilities of the entire organization.
Items required in behavior management
There are six main indicators to look at in managing sales behavior. Each of these items will be explained in detail.
1. Number of calls
The number of calls refers to the number of times an individual sales representative calls a customer. It may also be expressed as the number of calls made. The main purpose of a salesperson calling a customer is to make an appointment. Unless an appointment is made, the call will not lead to a business meeting with the customer. The content of the conversation on the call also provides useful data for behavior management. The better the conversation on the call, the easier it will be to arouse the customer's interest and make an appointment.
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2. Number of appointments
The number of appointments is the number of appointments obtained through calls. It is important to note that the number of calls is not the only quantitative measure, but the quality of the appointments is also important. If the number of orders received is high, it can be said that there is no problem with the quality of the appointments. Conversely, if the number of orders received is low, it can be judged that the quality of appointments needs to be improved. It is also important to keep track of the number of visits as well as the number of appointments. The number of visits refers to the number of times you meet with a customer face-to-face. Along with this, it is a good idea to measure the process from the initial call to the appointment, the number of visits, and the time spent.
3. Business meeting details
The progress of a business meeting is affected by individual abilities, skills, and experience. Therefore, the content of conversations and materials presented may vary from member to member. First, organize the items that need to be confirmed during the business meeting with the customer, and confirm that each member of the team is conducting appropriate interviews. At the same time, manage basic manners and behavior, such as how to write and when to send thank-you e-mails after business meetings.
