How to improve the work efficiency of salesmen on business trips?

At present, a considerable number of enterprises are still in the state of herding sheep. In addition, in the past two years, the economic situation is not good, the turnover of personnel is large, and the boss is in a hurry to go to the hospital. Many airborne executives have gone into battle before they have a thorough understanding of the company and the market. Management and front-line personnel are in an awkward position of being at a loss. The management doesn't know what the front-line salesman did on a business trip, but simply called to communicate, looked at the work plan and summarized the work at the end of the month. The authenticity of the plan? The management took the false information of the market and made a decision that they thought was correct. After the sales policy and products were put on the market, the sales staff complained bitterly, and many products died before they were really sold to the front line. The number of salespeople is not completely proportional to the sales volume. Why do some salesmen have high sales and some salesmen have low sales? Excluding regional differences, the reason is that the working efficiency of salespeople is different, which determines the quality of market performance. Different people do the same market at different times, and such cases abound. How to improve your work efficiency and improve your business level? I remember an old salesman with five years' work experience summed up his work experience like this: the last four years' work is a simple repetition of the first year. A positive work attitude can make people face difficulties bravely and achieve excellent results; However, the negative mentality, like the devil, makes people go to the end step by step. At the end of last year, when I was training assistant managers, I discussed that everyone is selfish, and it is this problem that affects people's work mentality. I once said to my employees: you must understand what you want in your work, so that you can have the passion for work! There is a saying in marriage that the seven-year itch is the same as business. People are lazy. In addition, leaders don't care enough about salesmen, and there is a sharp contradiction between logistics (especially finance) and sales in many companies, and salesmen have no sense of belonging after returning to the company. If a person feels that he will get nothing from this job, how can you make him face this job with a positive attitude? The more employees have a sense of belonging, the higher their loyalty. The top management of the company is more concerned about the sufferings of grassroots employees and relieves the worries of frontline employees. Only in this way can they struggle without worries. Many salesmen's business trip plans are far from the actual business trip. They don't know the market, their work direction is not clear, and their work is not planned. They just meet by feeling and visit customers at random, which is not efficient at all, but the cost is not worthwhile. As a management, it has the responsibility and obligation to guide and supervise the work of sales staff. The management should go deep into the front line and be really familiar with the market and people. What is the real reason for the inefficiency of sales staff? Health care doctors are more important than therapists. The management of the company should be a good health care doctor for the sales staff, help the sales staff to define their work goals and directions, and make detailed business trip plans and time management plans. Saving money equals making money. The management is making predictions to reduce or avoid the above phenomenon. A clear direction of work, supplemented by good working methods and market operation, is half the battle. First of all, we must determine the direction and don't go the wrong way. Secondly, the salesman should do a good job in the implementation plan and strengthen time management. In the process of arranging the trip, the salesman should pay attention to the following points: ① Make preparations in advance and spend time looking for the required information or tools during the work, which will only get twice the result with half the effort and increase the chance of making mistakes. Get everything you need ready in advance and take it with you. (2) Don't spread the visit to too wide an area in the same day, pay special attention to the key points and prioritize. You should be familiar with the traffic conditions of the route, master the departure time, and avoid traveling in traffic jams. (4) For customers who want to visit normally on the same day, make an appointment in advance to ensure that customers have time to receive you, be familiar with the customer's schedule and reduce the waiting time. It is best to inform the time of the next visit at the end of this visit. If your visit surprises the other party, it means that you didn't work as planned at all. ⑤ Increase customer visits and improve visiting skills. To improve your visiting skills, you must be careful, diligent and serious first; Sales skills are not in words, but in your actions. Try not to do or do less things unrelated to work, such as surfing the Internet, drinking and playing cards. All landowners moderate rest to eliminate stress, do a combination of work and rest. Many people have a wrong idea that doing more things and spending more time will cost more. However, when people are exhausted, they are prone to make mistakes. Maybe the next day they will wake up and start over. At this time, if you choose to take a day off, it may be more efficient. Moreover, the plan may not be carried out completely as expected, so it is necessary to leave a blank in the timetable at this time. The efficiency of salespeople in the market depends on one hour before going to bed. Excellent salespeople summarize the work of one day before going to bed and arrange the work plan for the next day. For the day's schedule, first of all, list what you must do, which is your first job today; Then make a list of things that should be done and things that can be done but are not urgent. Then evaluate the time required for each task, and then decide how to allocate time to these tasks. Remember, you should do the most important things at the best time of the day. After the completion of the one-day plan, it can be expanded into a one-week plan to decide the most important and necessary things to do in a week. Make sure that the trip is going as planned every day. Thirdly, the company's top management should have clear rewards and punishments, order banks to ban them and learn to authorize them. The company should strictly abide by the business trip system, supplemented by effective business trip reporting tools, such as work logs, sales reports, etc., and incorporate them into performance appraisal, so that rewards and punishments are clear. If you insist on using various sales forms to improve your business, you can quickly analyze whether the salesman has worked hard by carefully reading various statements. You can handle three days, but you can't handle a week. Excellent salespeople are good at analyzing and summarizing. The management of a company should learn to delegate and delegate appropriately. Liu Zongyuan's two articles "Biography of Planting Trees" and "Biography of Ziren" illustrate how to be an excellent manager. Some management take caution and busyness as important things, copy and publish documents as important tasks, and are arrogant. They do those trivial things themselves, interfere with the work of salesmen, and take pains to do the work of salesmen to boast of their talents, but they lose those important and long-term things. These people just don't know how to manage. The famous British writer Bernard Shaw once said: There are only two things in the world: high efficiency and low efficiency; There are only two kinds of people in the world: efficient people and inefficient people. 2 1 century, opportunities are getting less and less, and we have to rely on efficiency (quick response to the market) and wisdom to make money. Efficiency is the soul of a salesman to do a good job. Facts have proved that an efficient salesman won't stay long, and an efficient company must be a dynamic and fast-growing company.