Sales executives play a vital role in the success or failure of enterprises. Believe it or not, the quality of sales executives determines whether enterprises can be in an advantageous position in the competition, especially for small and medium-sized enterprises that focus on sales, and the role of sales executives is even more indispensable.

First, who is suitable to be a sales supervisor?

A good sales executive needs not only passion, but also the ability to work in line with the sales department in charge.

First of all, we must have management ability. As a supervisor, there are at least two definitions of his job nature: one is to manage people, and the other is to manage things. Some sales executives operating under the mechanism of the business department also have to manage money. No matter how to manage people, things and money, it is inseparable from management ability. If you can't manage at most, you are just an excellent salesperson and you will never be an excellent sales supervisor.

Secondly, we must have professional ability. The so-called professional ability refers to the professional level matched with the work, such as the sales supervisor of a veterinary drug enterprise, whose professional ability includes marketing level, sales level, animal husbandry and veterinary related professional knowledge, industry knowledge, drug production technology and so on.

Third, we should have good communication skills. Any manager should have good communication skills. Sales supervisor communicates with superiors, subordinates, colleagues and customers. Communication at any level has a certain influence on the work of sales executives, even a very important influence.

Fourth, cultivate the ability of the lower class. The biggest difference between a sales supervisor and a salesperson is that the former leads a team, and the team directly determines whether the sales supervisor is good or not; The latter is made by himself, and his ability basically determines whether he is excellent or not. Cultivating excellent team members is one of the most important tasks of sales executives.

First of all, manage the construction of sales team. The success or failure of the supervisor is ultimately the success or failure of the team. The success of the team leads to the success of the sales supervisor, and the failure of the team leads to the failure of the sales supervisor. The Excellence of the sales supervisor is necessarily reflected in the Excellence of the team members, so managing the construction of the sales team is the primary task of the sales supervisor.

Third, manage key issues. Although the work of sales supervisor management is complicated, everything has priorities, and no one can cover everything. The key problem of management is to manage those work contents that have a great influence on sales performance, such as key market development, key product promotion, key customer maintenance, and excellent staff training and selection.

Fourth, manage key customers. Whether customers are gods or not, we must admit that customers are very important to an enterprise, especially those key customers who have great influence on sales performance or company development, and must be managed by the sales manager himself.

Fifth, management performance appraisal. Performance appraisal is not the job of human resources department, but the job of supervisor first. The purpose of performance appraisal is to reward the superior and punish the inferior, and promote the healthy development of the team.

Sixth, grasp the weak links. The job content of any supervisor does not go hand in hand. Grasping the key points and weak links is an important work content of the sales supervisor.

3. Where does the sales director come from?

It is not easy for an enterprise to choose an excellent sales supervisor, especially for a newly-started enterprise, it is even more difficult to choose an excellent sales supervisor. Sales executives generally have three sources.

The first is to be promoted from excellent sales staff. This is the first choice for most enterprises. Its advantage is that you can clearly know your sales ability, be familiar with the company's sales team and work characteristics, and quickly enter the role. Its disadvantage is that it may cause dissatisfaction among people at other levels and with similar length of service.

Second, the heads of other departments in the enterprise are transferred to departments. The most common ones, such as marketing department, planning department and technical service department, are department heads who are closely integrated with the sales department and transferred to the department. Its advantage is that it may bring fresh management style from relevant angles, but its disadvantage is that it needs to know the team members again and is slow to get started.

The third is airborne troops. There are generally two types of enterprises that choose airborne troops as sales directors. One is the rapid development of enterprises, the speed of self-cultivation can not keep up with the development speed of enterprises, and enterprises urgently need to introduce higher-level talents from outside.