planning current tasks;
incentives for managers;
organization of staff training;
control of discipline and results of work performed.
The ideal option is when the benefits of using our teacher database the boss is directly involved in sales. Managers learn best from the positive example of the boss and get motivation from it. Therefore, it is good if the boss takes responsibility for working with difficult or the largest clients. This is the principle of the management of Cisco Systems, one of the most successful companies in the world.
At the same time, focusing on deals should not overshadow the importance of the manager fulfilling his direct duties, or become an obstacle to career growth, both personal and subordinate. Every manager should be a professional in sales, but he should use them more as a tool for training the team (as a coach or expert).
The bonus system for sales department managers should be organized so that their amounts for fulfilling the plan for the department are greater than the percentage of personal sales. For example, for helping managers make deals, a manager can be awarded bonuses for "finishing off", their size can be 30-40% of the financial reward for the deal as a whole. The employee who attracted the client is entitled to the remaining 60-70%. This approach allows everyone to earn:
companies, first of all;
managers;
to the head of the sales department.
It is noteworthy that it is the participation of management in the final negotiations, as well as in the “final squeeze”, that allows the largest deals to be made.
Other types of motivation for sales managers include:
Career growth
Non-material motivation of the head of the sales department is as important as that of his subordinates. Professional growth increases the importance of the employee - colleagues and subordinates begin to respect him even more. If there is an opportunity for career growth, then there will be interest in the highest results.
Career growth as motivation
Therefore, the company should create conditions in which the head of the sales department could improve his professional skills. For this purpose, the business owner can periodically organize training sessions and seminars.