8 Schritte zum Aufbau und Steuerung einer schlagkräftigen Vertriebsorganisation

VDMA 2010
90 pages

ISBN 978-3-8163-0581-1
Author: Hans Fischer
How a company can compete successfully with a qualified and motivated sales team - A handbook for entrepreneurs and sales managers in small and medium-sized companies.

This book provides you as a manager or owner with the most important rules for recruiting new sales employees who fit into your company and for setting up, paying and managing a sales organization. The rules described have the advantage that they can be implemented immediately and are based on years of recognized experience in the sales sector.

Contents:
1 Searching for and selecting suitable employees
1.1Searching for employees from outside
1.2 Make even more intensive use of the potential within your own ranks
1.3 Recruitment modalities
2 Systematic induction
2.1 The crucial first weeks
2.2 10 steps of systematic training
3 The 5 most important tools for employee management
3.1 Job description
3.2 Payment system
3.3 Reporting system
3.4 Incentive system
3.5 Commitment to further training
4 Be aware of the unpleasant truths about salespeople and sales managers
4.1 Wishful thinking and reality
4.2 What makes the trailblazers stand out?
4.3 This is the result of years of observing top salespeople across all industries
5 The sales leader's ability as a coach is today's competitive advantage
5.1 What matters today?
5.2 Focus primarily on these points during your next customer visit with your employee
5.3 Checklist for a successful sales meeting
6 Achieving better results in the long term with process-oriented leadership
Awakening dormant potential
6.2 Results-oriented sales leadership that only focuses on measurable results no longer fits the times
6.3 How does process-oriented leadership work?
6.4 The recipe for success: continuous improvement in small but quicker steps
6.5 Integrating quality into the management process
6.6 The journey is the reward
6.7 Process-oriented criteria for sales leadership
6.8 Questioning work and organizational processes from time to time
6.9 Recognizing problems and accepting them as a challenge

7 How to form your successful team
7.1 Turn a collection of diverse individuals into a high-performance team
7.2 Get to know the laws of group dynamics
7.3 Analyze the group dynamic strength of each employee
7.4 Ensure a stable group dynamic
7.5 Illusion and reality
8 Work with the action plan
8.1 What is it?
8.2 Implementation