4-1專業(yè)化營(yíng)銷團(tuán)隊(duì)的組建運(yùn)作與管理(文件)
【正文】 你將保證銷售人員工作忙碌，完成所需最少預(yù)約數(shù)量以達(dá)到他 /她傭金目標(biāo) will be able to establish a training program where the ratios fall short of the norm, . why does one sales person need to make 100 phone calls in order to book 10 appointments when another can make 20 calls and book 10 appointments,or why does one sales person make 5 sales from 10 appointments whereas another only makes 2 sales? 當(dāng)銷售量低于標(biāo)準(zhǔn)時(shí)你能夠建立培訓(xùn)計(jì)劃，如，為什么一個(gè)銷售人員為了 10個(gè)預(yù)約要打 100個(gè)電話而其他人 才打 20個(gè)電話，或者為什么一個(gè)銷售人員可以在 10個(gè)預(yù)約客戶中銷售 5單而有的銷售人員只銷售 2單？ As stated, activity management 如所述，活動(dòng)管理 requires discipline and this is where most people fail. 需要紀(jì)律而這就是許多人失敗的地方 Activity management 活動(dòng)管理 must be done 必須 every day, 每天做， every week and 每周做和， every month 每月做 The Secret Weapons For Sales Management 銷售管理的秘密武器 Producer Premium is driven by 5 key drivers: 銷售人員的保費(fèi)有 5個(gè)關(guān)鍵的驅(qū)動(dòng)力 ? No. of Sales Unit 銷售單位的數(shù)量 ? No. of producers / Units 銷售人數(shù) /單位數(shù) ? Activity ratio 活動(dòng)比率 ? No. of cases / active producers 活動(dòng)人均件數(shù) ? Premium / case 件均保費(fèi) Premium 保費(fèi) = No. of producers 銷售 人 數(shù) No. of producers 銷售人數(shù) Sales units銷售單位數(shù) A/R活動(dòng)率 x No. of cases 件數(shù) Active producer 有績(jī)效的銷售人數(shù) Premium Case 件均保費(fèi) x x x Producer Development 增員 Recruitment retention 招聘 保留 Productivity 生產(chǎn)力 Skill training development 技巧培訓(xùn) 發(fā)展 Which key driver creates the greatest impact? 哪個(gè)關(guān)鍵驅(qū)動(dòng)力最有影響力 Key driver 1 : Increase the no. of producer 關(guān)鍵 1:增加銷售員的數(shù)量 No. of producers 銷售人員數(shù)量 Activity ratio 活動(dòng)比率 No. of cases / active agent 活動(dòng)人均件數(shù) Premium / case 件均保費(fèi) What is the growth impact? 對(duì)增長(zhǎng)的影響 2023 35% 3 $500 2,000 $12,600,000 2,200 35% 3 $500 2023 $13,860,000 110% Key driver 2 : Increase Premium / case 關(guān)鍵 2:增加件均保費(fèi) 2,000 35% 3 $600 2023 $15,120,000 120% Which key driver creates the greatest impact? 哪個(gè)關(guān)鍵驅(qū)動(dòng)力最有影響力 No. of producer 銷售人數(shù) Activity ratio 活動(dòng)比率 No. of cases / active producer 活動(dòng)人均件數(shù) Premium / case 件均保費(fèi) What is the growth impact? 對(duì)增長(zhǎng)的影響 2023 35% 3 $500 2,000 $12,600,000 Key driver 3 : 1 extra case / month 關(guān)鍵 3:月均件數(shù) 2,000 35% 4 $500 2023 $16,800,000 133% Which key driver creates the greatest impac
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