孙子兵法之如何领导销售团队.pptVIP

Sun Tzu and the Art of Sales Leadership孙子兵法 之 如何领导销售团队，创造非凡业绩 Top Sales People Don’t Necessary Become Good Sales Managers. Why? 卓越销售员不一定就是优秀的销售经理。为什么？ Elements of Effective Sales Leadership销售领导力的主要因素 Duties and Responsibilities of a Sales Manager 销售经理的职责 Formulating Sales Strategies 拟定销售战略 Leadership Styles 领导风格 Motivation 团队激励 Coaching for Peak Performance 获得高绩效的教练技巧 Duties and Responsibilities of a Sales Manager 销售经理的职责 Elements of Effective Sales Leadership销售领导力的主要因素 Exactly What Does a Sales Manager Need to Do? 销售经理究竟需要做些什么？ Duties and Responsibilities of a Sales Manager 销售经理的义务和责任 Directs and controls others in a business unit 在商务单位指导并支配他人 Practical intelligence 学以致用的能力 Analytic ability 分析能力 Training/ coaching in a structured setting 有系统地给下属培训或辅导 Makes joint calls 一起去拜访客户 Makes formal presentations 做正式的陈述 Takes initiative in a business unit 主动性强 Profit consciousness in a management role 从管理角度具有盈利意识 Focused on quantitative results 关注于可量化的成效 How would you rate yourself as a Sales Leader? 如何评估你的销售领导能力？ Rank the above factors from most to least important to your job 按照你的工作性质，给以上论点按照重要性顺序排列 From a scale of 0-10, how do you rate yourself? 如果以1-10分的标准，1分为最差，10分为最好，您会为自己打几分？ What are some of the challenges to be a better leader? 成为一名优秀领导者的挑战有哪些？ How can you overcome these challenges? 你应该如何应对这些挑战？ Elements of Effective Sales Leadership销售领导力的主要因素 Duties and Responsibilities of a Sales Manager 销售经理的职责 Formulating Sales Strategies 拟定销售战略 Management by Objectives 目标性管理 What is Strategy? 什么是战略？ The 3 Components of Winning Strategies 成功战略的3大组件 The Goal/ Objective 目标 The Resources Needed 所需资源 The Responses from Customers and Competitors 客户及竞争对手的反应 胜兵先胜而后求战，败兵先战而后求胜 The victorious army plans for victory before fighting, the vanquished army fights before planning for victory 业绩… …企业之命脉，死生之地，存亡之道，不可不察也。 Sales... ...the lifeblood of a company, a matter of life and death, survival or extinction. Indeed, something that needs to be studied, applied and re-modified consi