What are the characteristics of a good sales manager?

If you think it is easy to be a successful sales manager, you are wrong. Many sales managers find that it takes great efforts to be an excellent sales manager when they look back on their past experiences. Let's take a look with me. I hope you will be satisfied. Thank you.

seven characteristics of an excellent sales manager

characteristics of an excellent sales manager 1. Being able to cope with changes freely

The biggest challenge for a sales manager is to lead the sales team to adapt to the ever-changing market. The current market is influenced by many factors, which requires the sales manager to calmly face the chaotic situation, enthusiastically embrace the change and constantly adjust to meet the future challenges.

The characteristics of a good sales manager 2. Earn the trust of subordinates

Salespeople will not care much about what the sales manager says, but will judge whether he is trustworthy according to what he has done. Trust means that salespeople will not make other guesses about what you say, and they will trust you very much. Trust doesn't mean what orders you give to team members, but what you do when no one sees you. If you make rules and regulations, you have to take the lead in obeying them.

the characteristics of a good sales manager 3. Give feedback

If the sales manager can't provide objective feedback, a good salesperson may not continue to work hard. No one is pushing behind, or if a small goal is achieved without encouragement, the salesperson will think, "Why am I working so hard?" If the goal of the work is not achieved, or there are no appropriate measures to reward the achievement of the goal, the enthusiasm of the sales staff will decline. Excellent managers will set a clear and achievable goal and often give feedback to sales staff.

The characteristics of excellent sales managers 4. Arousing enthusiasm

Arousing the enthusiasm of sales staff is a prerequisite for creating high performance. Successful sales managers will try their best to arouse the enthusiasm of team members. Sometimes, organizing a creative competition can also keep the sales staff enthusiastic.

the characteristics of an excellent sales manager 5. Being good at participating

A successful sales manager should be good at exposing himself, making customers feel your presence and making team members feel that you are approachable. Don't bury yourself in paperwork, walk around often, see how employees work, and give them some guidance to help them do their work better. Sales managers can also go out and get in touch with customers. Customers feel that they are respected and their loyalty will be higher.

the characteristics of an excellent sales manager 6. Help team members grow

An excellent sales manager will not only provide skills training for team members, but also help them make long-term career plans. Now the customer's demand changes rapidly. In view of this situation, the sales manager can do some sales training, encourage the sales staff to study frequently and understand the customer's situation, so as to provide them with more suitable solutions. Cultivating the business sensitivity of salespeople can help them achieve long-term development.

The characteristics of an excellent sales manager 7. Continuous improvement

A new sales manager may improve his performance quickly, but it is difficult to keep this trend for a long time. Sales managers often pay more attention to whether they have reached the quarterly sales target. In order to achieve this goal, they sometimes make some adjustments to the sales strategy, but these adjustments make long-term performance growth difficult. The ability of an excellent sales manager

1. Self-awareness

The sage Lao Tzu said: He who knows others is wise, and he who knows himself is wise. He who wins is strong, and he who wins is strong. ? For a salesman who pursues success, no matter what state you are in now, no matter what industry you are engaged in now, as long as you can deeply understand yourself and understand your strengths and weaknesses, you will have the possibility of success.

It is difficult to know yourself, but it is undoubtedly an excellent ability to know yourself correctly and profoundly. One of the qualities that many excellent salespeople share is that they clearly know their strengths, what they can do and where they are going.

In this flashy and noisy society, self-cognitive ability enables marketers to calmly analyze the relationship between themselves and the outside world, judge their strengths and weaknesses, and thus clearly identify their position.

If introverts want to communicate successfully, they must be clear about the concept that introversion is not equal to bad personality, let alone an obstacle to successful communication.

All the people in the world have their own personality characteristics that are different from others.

If introverts want to communicate successfully, they must give full play to their character strengths. Because introverts always explain external things according to the associative meaning attached by themselves in a specific state of mind, they are more accustomed to being immersed in their personal spiritual world. Over time, they gradually develop the characteristics of being calm, practical, like thinking, patient and cautious, strong in self-control, approachable, tenacious and quiet, but sometimes they are sensitive, suspicious, depressed, timid, stubborn, conservative, lazy and slow to act.

many introverted salesmen often fall into a misunderstanding, that is, will? The disadvantages of interpersonal communication? Blame it on introversion, and then exaggerate the negative effects of introversion.

in the psychological research of interpersonal communication, it is shown that among various factors affecting interpersonal relationship, Cheerful? Factors rank 18th in the order of importance, while factors such as sincerity, truthfulness, wisdom, trustworthiness, thoughtfulness, kindness and friendliness rank in the top 1, which play a more important role in the quality of interpersonal relationships. And these important factors in the forefront are not because? Introverted or extroverted? But different. At the same time, the ability of interpersonal communication can be obtained through learning, practice and experience. Whether these abilities are acquired or not will not be because? Introverted or extroverted? But different.

Based on this understanding, he practiced speaking for an hour before going to bed every night, and corrected his shortcomings repeatedly in front of the mirror, sometimes dozens of times in order to clarify a paragraph. The next day, during the trip, I made a speech without writing, and I kept talking to myself. The passengers next to me thought he was sick!

Second, self-motivation

He clearly realized that self-motivation is often a more important quality than eloquence for salespeople: poor eloquence may make you lose a customer, and not knowing how to motivate yourself will lead to the early termination of your marketing career.

Self-motivation is a comprehensive reflection of self-confidence and willpower. As a salesman, the most common encounter will not be the smiling faces and flowers of customers, but endless pressure and challenges. Therefore, for the salesman who pursues success, it is so important to have strong self-motivation ability, and he is no longer afraid of pressure, because without pressure, there will be no brilliant achievements; He is not afraid of setbacks, because the joy of life lies in challenges and overcoming. In marketing career, pressure and frustration are stepping stones to temper the will, while self-motivation is a booster to help salesmen climb the peak of success.

third, active learning

The times are constantly changing and customers are constantly growing. In this era of 1-fold development, nothing remains unchanged except change, and learning is the most effective way for salespeople to understand the outside world and keep up with customers.

learners are not necessarily successful, but successful people are necessarily good at learning. Even a business tycoon like Li Ka-shing, in his seventies, still forces himself to read three books and several magazines every week, so that he can keep abreast of the latest social knowledge. For the rapidly changing salespeople, it is necessary to learn new knowledge and know the latest situation of society, industry and customers.

for excellent salesmen, active learning refers to the ability to quickly acquire the latest knowledge and understand the social development trend; Be able to combine the learned knowledge with practical work, so as to integrate theory with practice.

Fourth, a deep understanding

There are Aum (Awareness Understanding and Mediation) in psychology, which develops your cognition and understanding of emotions through emotional display and exploration of perception.

It cleans up negative emotions such as anger and sadness, opens your heart and brings more joy to your life. It can regain your strength and increase your confidence.

He is no longer the victim of his habitual mechanical reactions. On the contrary, he learns the key to conscious reactions in various scenes. (For example, when a customer annoys him, he won't lose his mind and hurt others or suppress his anger until he can't sleep; When he is sad, he can understand his sadness, and he will not escape and lose himself completely under the control of sadness. )

When he reads books or related articles for sale, he can form a * * * sound with them and enter a higher stage, including meditation, understanding the mystery of interpersonal relationships, understanding the true meaning of life and improving his spiritual realm.

V. Self-reflection

The ancients said:? See the wise Si Qi how, see not wise and introspect also? 、? I save myself three times a day. ? That is to say, seeing the advantages of other salesmen, we must try to make ourselves have the same advantages; When you see the shortcomings of other salesmen, you should reflect on yourself and see if you have similar shortcomings.

Self-reflection is the wiping off of the mirror of the mind and the washing of the spirit, which covers all the contents of our whole life. From our individuals to our human beings, from inner desires to external words and deeds, all are within the scope of reflection.

A person with the ability to reflect is a person who can constantly improve himself. Because, the process of reflection is a process of continuous improvement of one's mind, a process of continuous sublimation of one's mind, and a process of continuous reflection and continuous improvement of the standards we follow. In real life, we solve problems and deal with troubles according to our own understanding; In the process of constant failures and setbacks, we gradually understand where we need to constantly correct and improve.

A person who has the ability to reflect must be a person who can set strict demands on himself. He always looks for his own shortcomings and tries to correct them; He can always listen to others' opinions with an open mind, draw nutrition from others' criticisms and make himself more perfect; He is not afraid of self-criticism and self-denial, because he knows that the purpose of self-denial is to make himself reach a higher level. Therefore, behind the self-denial, he actually has full confidence and believes that he can make himself better. If we can reflect deeply on ourselves every day, we will have more wisdom than others, that is, wisdom from the inside out. And the average person has only one kind of wisdom, that is, wisdom from the outside to the inside. Three abilities that an excellent sales manager must possess

The ability to integrate resources

The ability to integrate resources mentioned here includes the following contents:

1. The ability to integrate enterprise resources. That is, I know how to reasonably win the company's support for myself and the region according to the sales targets set by the company, such as human resources support, training support, policy support and other support such as logistics and research and development. In order to achieve the above goals, sales managers need to do the following work well: 1. According to the principle of equality of responsibilities and rights, by constantly refreshing their sales targets, they will strive for greater backstage support from their superiors and companies. Second, get along well with production, supply, marketing, finance and other relevant departments to ensure that all the support work of the enterprise can be timely and in place, which is also to prevent your business from being at a critical time? Drop the chain? The premise. Third, maintain a two-way, interactive and benign communication relationship with superiors and various departments, which can be regular or unsolicited. By establishing an internal communication mechanism, you can win more and wider support.

2. Ability to integrate market resources. Can fully mobilize and allocate various resources in the market according to the expectations of enterprises for their own goals, rather than simply for enterprises? Wait for it. Want it? Do the market, so as to win the trust and value of enterprises and let customers treat themselves? Steering? The market is full of confidence and actively supports it. First, let the market generate its own resources. That is, resources are not enterprises? Autologous? Out, and must be provided by the market. Through high price, high promotion and product differentiation, we can reasonably realize the goal of taking resources from the market and using them in the market. Second, leverage the power to make full use of customer resources. Can rely on the unique market operation mode, increase the market operation space, attract customers to come up with resources to do the market, so that everyone has money to pay, no money to contribute, no money and no strength, and wisdom. In this way, we can balance vertically and horizontally and better control the market.

Only when the sales manager has the ability to integrate resources as mentioned above can he better establish his prestige and constantly enhance his professionalism and professionalism in operating the market, so as to please customers, become a popular enterprise and better achieve his sales goals.

the ability to motivate subordinates

among management teams, the most outstanding ability as a sales manager is the ability to motivate subordinates. ? Incentives are uninterrupted, and subordinates will become Jackie Chan? Through scientific, reasonable and flexible incentive measures, sales managers can achieve management and incentive effects that cannot be achieved by other means.

1. praise more and criticize less. Everyone has an inner desire to be praised and affirmed, but he sincerely resists and rejects criticism and punishment. Therefore, knowing this, as a sales manager, in the process of managing the team, we must learn to praise more and criticize less, and pay attention to the skills and methods of praise and criticism. First, praise should be in public. The more grand, the better. If there is a boss or business leader present, the effect will be better. Praise is important? Loud? Let people all over the world hear it as much as possible. Second, criticize behind closed doors. Contrary to praise, criticism should try to avoid public places. For those who have made mistakes and really need criticism to correct them, they can call the parties to the office and criticize them behind closed doors. So as to maintain the self-esteem of subordinates to the greatest extent, so that subordinates will not lose face and confidence in themselves. Third, change criticism into praise. That is, the way of affirming first and then pointing out defects and expectations makes subordinates feel ashamed in understanding, so as to achieve the effect of not criticizing, better than criticizing, and inspire subordinates in silence.

2. Be good at tree typicality. The power of example is infinite. In motivating subordinates, sales managers should be good at encouraging the advanced and urging the backward by setting up a typical way of group < P > teams. The model here is two-sided. One is a positive model, which should be publicized with great fanfare so that others can learn. First, if it is not done well, it is also necessary to introduce the failure case.