Застой в отделе продаж | Причины и решения

Sooner or later, any company's sales department enters a stagnation phase. It depends on management's actions how quickly the sales department will emerge from this stagnation and whether it will be able to emerge at all without serious losses. Functionally, sales department employees can be divided into two main parts: "Prospectors" and "Servicers". "Prospectors" are engaged in customer search. They, in turn, consist of two teams. The first team deals with finding potential clients (cold calls, SMS, email). The second team handles active sales (meetings, negotiations, closing deals). "Servicers" are the team that serves the company's existing clients. Very often, all these functions are performed by the same employees. Any process in nature follows the path of least resistance, so salespeople choose the "easier" of the two main functions. As a result, the sales department turns from "selling" to "servicing". And this is the beginning of stagnation. To avoid this, it is necessary to clearly distribute the functions of sales department employees and apply a motivation system to each employee that is linked specifically to their functionality. Conclusion: an effective sales department should consist of three teams, two of which are "prospectors" and one is a "servicing" team.

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Статья: Застой в отделе продаж | Причины и решения star5

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