Every big company whos main function is the goods' selling, faces the need to create the sales team. The most frequent questions from these companies' managers are: how we create such department, what functions it should have, how many employees and managers it needs for optimal operating?
How we build the plan for sales team creation?
Sales team creation is uneasy task for company nanager. On planning stage the following points must be clearified:
- Main aims of this department are formulated clearly.
- Create the structure for prispective department of products' selling.
- Clearify the system for qualified workers employment.
- Set the budget for this department creation and development.
- Regulation for all main functioning processes.
- Set the clear timing for new department creation.
- Activity of products' selling to prospective buyers must be automatized to the limit through specialized software.
The main aim of your ideal sales department creation planing is to set its main goals.
Usually this department, responsible for amount of regular buyers, faces the following demands:
- all sales agents' work is about the same effectiveness level.
- annual, monthly and weekly sales plans are always implemented and overfulfilled from time to time.
- every agents' work evaluation is simple. It comes from daily reports with information about calls made and client base growth.
- your sales agents work cooperatively together with other departments' employees.
- firm distribution of tasks and duties inside the department guarantees its optimal structure creation.
- uninterracted regular sales flow.
This is just the estimated list of main tasks and goals, showing the example of sales department creation plan to be built by manager.
How many agents and managers do you need?
The amount of sales agents and managers needed for high-grade departmnet operation depends on company's size and goals. If your sales department has 3 levels, you nwill have to hire 3 managers. Each of them will be responsible for work of one's agent team.
There must be a senior agent in each group to be able to cope with controversial issues and make one's subordinates work effectiveness analysis .
Optimal interaction of team members is defined by their working in frame of multi-level principle. It allows prospective client to build the im[ression of company through communication with agents. Meanwhile crossover client service allows to avoid the bargain loss and drastically decreases the risk of possible failures.
The amount of sales agents depends directly on department's structure.
This is the most frequent algorythm of functions distribution:
- Prospective clients search can be done by obne or more experienced employees whose duty is collecting and analysis of information about presented in region and registered onine prospective buyers, also ordered the call back.
- Prospective client «processing» through «cold» and «hot» calls, and sales themselves. On this level the result of work depends on the motivation and employee's wish to gain the goals set.
- 3-level agents mainly work with regular buyer. For this job the most experienced agents are hired, able to maintain the feedback with customers and offer them the repeat deals most beneficial for them.
Experts says, work according described above 3-level system is the most effective and demands no extra expences. Besides, such structure creation needs the least amount of time.
Universal soldiers or specialists?
Very popular opinion is that effective and successfull sales department creation goes with experienced specialists, realized successfull work at competitor companies. It is possible through offering them more comfortable work conditions and attractive compensation kit.
But «celebrity» from other company possibly fail to become successfull seller at new vacancy. That is why it is very important to nurture own leaders among hard-working and purposeful newcomers, not only experienced specialists.
While recruiting in sales department HR-managers fase two major groups of candidats – having technical or economical education. Main advantage of the former ones is the ability to communicate on digits language, providing detailed analysis for company operating and offering optimal solutions of complicated projects to clients.
Agents with economical educaton are good at business processes, they catch the major economical interrelations and are able to see the whole picture of deal thanks to global thiking.
Ususally people with no experience of business negotiations or personal sales but sincerely wish to develop in this direction apply for starting jobs. Mainly after 2-3 years they obtain the needed experience and can be promoted.
How to create a sales team from scratch?
Creation a sales team from scratch – quite uneasy task, demanding form the manager extra expences and certain knowledge, organisational skills. One of the simplest solutions is hiring of marketologists and department heads with sales exprience.
But with right strategy of sales department creation from scratch any manager would hanble it. For the beneficial and effective result it is enough to wish it and to follow the main algorythm provided in this article.