Case 1: Ms. Wang, 29, works in a fast-moving consumer goods sales company and is now the sales manager. The high salary in higher vocational colleges can be described as spring breeze, but Ms. Wang said that as this manager, she is very timid. In the third year after graduating from junior college, Ms. Wang came to this company and worked as an assistant manager from a clerk. In recent two years, the company's sales performance is poor, and the whole company presents a chaotic situation. In order to save the situation, the boss sent her to the sales department as the sales manager. Now that half a year has passed, the company's performance has not improved, but has declined rapidly. Moreover, Ms. Wang found herself isolated, her subordinates did not support her, and her boss was dissatisfied with her. A month ago, the boss appointed a deputy general manager to be in charge of sales, which was tantamount to leaving Ms. Wang, the sales manager, idle. Ms. Wang thinks that she won't be a sales manager for a few days. The assistant manager has found a new candidate and can't go back by herself. Moreover, the contradiction with the boss made her feel uncomfortable during this time, and she didn't want to continue working in the company. On the other hand, the failure of the manager's career has seriously hit her self-confidence, and with the growth of age, it seems that the position of assistant manager will not last long, which makes her feel confused and crisis. Case 2: Mr. Li, a 36-year-old sales manager of a company, admitted that he was very tired. "I took the post of department manager six years ago, and actually worked in a position for six years without any change. This is very abnormal for an ever-changing IT company. I wonder if the company trusts me too much. Or did my performance make them dissatisfied? " Mr. Li said with a wry smile. "Of course, there are a lot of problems, but the lack of necessary and effective communication with the company's upper level makes me a little disheartened. On the one hand, I question the value of my work, on the other hand, I also question the company's employment system. If a professional is tired of the job he once loved, the problem should come from both the individual and the unit. I don't know how to break through my current situation? " Sales managers have always been the company's "important ministers" and heroes in front of the boss, because the profits and performance of enterprises must be realized through them. Their work is stressful and their responsibilities are heavy. Although many people seem to have the final say, career bottleneck is also a problem that cannot be ignored. What should I do if I have worked in a position for many years and it is difficult to achieve better performance? The road to promotion is long, and there seems to be an insurmountable distance from the middle level to the top of the enterprise. How? How do sales managers break through the bottleneck of career development? Meng's sales department is the key department of the company to realize sales revenue, and all other departments of the company actually directly or indirectly serve or provide support for the sales department. As a sales manager, it is the core position of the company's interests. Generally, it is mainly responsible for sales team building, market development, customer development, customer maintenance and payment collection. It can be said that the successful enterprises in those industries are all due to the outstanding contribution of the sales department. Therefore, the sales manager is often the most concerned and promoted position. However, for some sales managers, there are often some behaviors that bury hidden dangers or even bring self-destruction: some sales managers often sink into daily tedious business work because of the pressure of sales tasks, or spend their time negotiating with customers or talking with subordinates; It's not eating and drinking, it's friendship, it's business trip. Some sales managers call each other brothers and gangs in the construction of sales teams, and mountainism is very obvious. They use the company's resources to train a group of their own partisans or small group teams. The way of "those who follow me prosper, those who oppose me die" is very popular. As soon as the sales manager left, a group of younger brothers followed. Arbitrary use and distribution of company resources during his tenure will cause serious harm to the company market after leaving the company. Some sales managers will suddenly become complacent and indulge in self-satisfaction because of their excellent performance for a period of time, as if the company could not survive without him. Even if there is a sharp decline in sales performance, it is not to calmly analyze subjective and objective factors, but to communicate with colleagues and talk more about the sense of accomplishment of bragging about the courage of the past. Some sales managers sell for the sake of sales, which is particularly serious. They almost completely ignore the cooperation requirements of other departments, especially the cooperation conflict with the marketing department. Besides, there are many financial problems. There is a tendency to rely on the emperor to make the princes, and to be independent. In order to complete the sales task, some sales managers do things in disorder, are not standardized, and are eager for quick success and instant benefit, but they do not necessarily fulfill their promises to customers, and use sweet words to defraud the company's resources and ask the company's management department for support. Some sales managers seriously attacked and vilified competing products in their own enterprises, and later jumped to competing products enterprises to attack and vilify the products of their former enterprises, which made the distribution customers confused and indifferent, and introduced low-level competition into their markets. These professional behavior habits make it difficult for many sales managers to get further promotion, even if they are promoted to a higher level of sales management positions, they often suddenly "die". This phenomenon is obvious in many enterprises. Therefore, most of the bottlenecks encountered by sales managers in the above career development are due to their own reasons and deserve serious reflection. Of course, some sales managers do have their own unique opinions and ideas, but after being appointed to middle and senior management positions, their performance is mediocre, even full of mistakes. This is because doing sales is very different from doing marketing management or business management. The company attaches great importance to it, but it is inevitable that it will exceed the requirements of ability or quality, and even ruin his future. So is the career development of sales managers narrow? In fact, there are many directions for the future career development planning of sales managers: promotion to middle and high levels (such as director, vice president, general manager, etc.). ) and enter other functional departments (such as marketing department, customer service department, management department, etc.). ), switch to other occupations (such as consulting, training, headhunting, etc.). ), and start your own business as a boss (such as opening a shop, distribution, production, etc.). ). We can also see and hear many such successful cases around us. How does a sales manager break through the bottleneck of career development? The most important thing is the phrase "study, study and study again". Although many people say that it is the key to establish contacts, cultivate human feelings and expand interpersonal communication, it is true, but there is no way to avoid the dilemma of memorizing for a good opportunity and hating few books when using it. According to your own development plan, make full use of your spare time to recharge yourself, constantly improve your comprehensive skills and literacy, and improve your professional gold content from practicing internal skills, instead of sitting on the mountain and watching the tigers fight, laughing and waiting for death! At present, I only offer some suggestions to those sales managers who expect to make a breakthrough in sales or marketing. Attend the training. Seriously and actively participate in the internal and external training activities organized by the company, without perfunctory and going through the motions. Although the training activities organized by some companies really lack pertinence or applicability, serious learning attitude is one thing, and after-school training feedback is another. You can't put the cart before the horse and be self-righteous. Some sales managers also sign up for social training courses and short-term training courses to improve their shortcomings or improve their talents, which is a positive phenomenon worthy of praise. See for yourself. Make full use of spare time to read related marketing books, magazines, newspapers, website articles, etc. It should be noted that you must selectively read the words that suit you according to your current level, which is the most effective for your growth, and then continue to expand the reading scope and reading volume. For those sales managers who are not professional monks, I personally suggest that we should first establish a systematic marketing thinking framework, read classic marketing books written by famous scholars, and let ourselves have a marketing thinking foundation. Don't study with one hammer in the east and one hammer in the west, but make yourself confused. Qualification examination. Although many of our sales managers insist that "true knowledge comes from hard work" and "sales are made!" Wait, but it is the authoritative qualification certificate that measures and cultivates your true comprehensive level. For example, the qualification of professional managers, business English and so on. According to your own development needs, it is also a kind of training for you to register for study selectively and get the corresponding qualification certificate. Keep studying. For some sales managers with bachelor's degree, postgraduate entrance examination and MBA/EMBA are good choices, which further strengthen the marketing thinking ability and increase the professional gold content. It is also worth encouraging those sales managers with college education to choose self-study exams, evening classes and other forms to improve their academic qualifications. After all, the traditional idea of selling by human feelings and accompanying wine will only make you stay in the stage of Tuba Road, and it is impossible to sublimate into a professional manager in marketing. Write an article. Many sales managers are good at talking, talking, flying high and dancing. But if you listen carefully, it sounds either those things or the word order is chaotic; Writing a report is either superficial and sloppy, or lacks organization and logic. Therefore, it is very important to cultivate the ability of written thinking. Writing an article in meditation is a better way. In addition to exercising thinking ability, it is mainly to sort out one's own work ideas and stimulate one's unique opinions and viewpoints. If a sales manager wants to break through the bottleneck of career development, he must be based on "knowledge, insight and courage". Any mentality of opportunism, intrigue, secretive thinking, quick success, and mercenary will eventually end in failure.