Summary of sales team work

Sales refers to the activities of realizing the production achievements of enterprises and serving customers. So how do you summarize the related work of the sales team?

Summary of sales team's work 1 x year, our task was 60,000 yuan, and we actually completed 20,000 yuan, which is still 40,000 yuan short of the task. Because I am responsible for door-to-door work, I still know a lot about customer traffic. There are not many new customers this month, and the purchases of old customers have decreased.

At work, because I have always been cheerful and optimistic, there is nothing wrong with being a doorman. Some customers say that we girls and boys have a particularly good attitude, but our professional ability needs to be improved. My answer is that we really need lifelong learning.

Especially for Chinese medicine, it is a complex and huge system. For us now, interlacing is like a mountain. We have never been engaged in similar work before, and we have only been in charge for a few months. It takes a process to learn many things from scratch, so we are also actively trying to enrich ourselves.

To sum up, the sales in July are as follows:

1. Last month's activities, customers bought a lot at once, and old customers can only start with other products and channels. Generally speaking, there are many related products, but the promotion is limited. At the same time, some products, such as Wenyang Tongluo Drink and Baxian Porridge Cangzhou Store, have a limited variety, which cannot meet the individual needs.

2. Few new customers have been developed, and some are still in the understanding stage. For them, the most important thing now is to cultivate confidence and awareness of products.

3. We lack sales skills and knowledge of Chinese medicine, so we should strengthen our study and guidance.

On April 23rd, when teacher Bian came to Cangzhou to give a lecture, the sales volume was good that day. In addition, due to the good publicity before, more than 3000 sales were completed. Generally speaking, our store still lacks a prestigious personal brand. But "don't make excuses to find a way" is what our store and I personally have always advocated. Maybe my ability is not enough now, so I have been working hard, studying hard, working hard and living hard to make every day full of hope. Milu said, "Attitude is everything". To put it simply, my attitude towards work is to choose what I like and do my best for what I like. During my working time, I don't think work is a burden, so I can put in so much enthusiasm every day to keep my passion and motivation.

X-month work plan

We will usher in a new promotion high point in X. Last time, due to teacher Yu Yang's full preparation and our efforts, we overfulfilled the task. This time, we hope to reach a new level, so each of us is working hard to prepare.

For this month, I hope my work needs to be improved, mainly as follows:

1. 1. Do a good job in the publicity of Mr. Bian's trip to Cangzhou on August 4, explain the instrument testing and the use of Bian Shi, and count the estimated order quantity, which is conducive to better preparing for Bian Shi. I hope it won't be out of stock several times like last time.

2. Strengthen your understanding of Bian Shi, so that you will feel comfortable when you have a customer consultation. At the same time, focus on strengthening the study of comprehensive theoretical knowledge and sales skills.

There are many other products in the old customers' home. They desperately need health, but they are blind. We can make good use of this and do our word-of-mouth publicity and product promotion well.

4. Do a good job in developing and attracting new customers. Although we don't always pay attention to sales, at least we should cultivate it slowly and become our hardcore. At least we won't speak ill of ourselves when others ask. This is a success, and word of mouth is very important.

5. Do a good job in maintaining key customers. When I was at school, there was a 28 rule in customer relationship, which still applies to us now. 80% of sales come from 20% of customers, and 80% of our sales come from 20% of products, just like the innate nature. The last activity mainly depends on treasure. Although the proportion is not completely so, it is probably so. Therefore, we should try our best to maintain big customers and constantly develop new customers, and expand the sales of other products while maintaining existing customers' products.

6. Do the work arranged by the manager, go all out, hope to make persistent efforts, carry forward the spirit of Cangzhou martial arts, persevere and forge ahead. Last time I was a doorman, the manager said I was suitable. In fact, I still hope to try other jobs and I hope I can do it well. So I often speak for others when the lecturer is away. Although I don't want to be a substitute for others forever, at least it's an exercise, because at least you can't do anything when you need it.

All in all, we hope there will be better results this time. And can be recognized by more customers.

Summary of Sales Team Work 2 In a blink of an eye, 20xx years have become history, but we still remember the fierce competition last year. Although the weather is not particularly cold, the recruitment banners flying all over the street are enough to make people realize that the valve industry will be another big market in 20xx, and the competition will be more intense. Marketing directors, sales managers, regional managers, and hundreds of enterprises, large and small, are all vying for talents and markets. Everyone has really felt the cruelty of the market and can only sit still. Summary is to foster strengths and avoid weaknesses in the coming year and have a comprehensive understanding of yourself.

I. Completion of tasks

The actual sales volume this year is 80 million, including 30 million ball valves, 22 million butterfly valves and 28 million others in the first workshop, which basically achieved the goal set at the beginning of the year.

Compared with last year, the number of conventional ball valves decreased, the eccentric hemisphere increased rapidly, and the forged steel ball valves increased slightly. However, the sales volume of butterfly valves is not ideal (about XX thousand is planned), the sales volume of large-diameter butterfly valves (over DN 2500 million) is very small, and the soft sealing butterfly valves have a slight increase.

Generally speaking, the sales volume is normal, and the main engine factory grows rapidly, but the growth of the company's own products is not ideal, and the growth of the "Shuangda" brand is not ideal.

Second, customers report many problems.

For our production and sales-oriented enterprises, quality and service are our life. If these two aspects are not done well, the development and growth of enterprises is an armchair strategist.

1. Quality status: unstable quality, many returns. For example, the ball valve of Changlong customer and the butterfly valve of Liu Feng customer have quality problems one after another, and customers complain a lot.

2. Not paying enough attention to details, such as large welding scar, uneven surface, incorrect paint color, and handwheel falling off during delivery. Although it is a small problem, it affects the quality of the whole product and gives customers a bad impression.

3, delivery is not timely: inaccurate production cycle planning, improper production scheduling often leads to delay in delivery, but also human factors caused by the owner.

4. Freight: Customers complain a lot about freight, especially old customers, such as Baiqi and Kaiyun, all say that they are more expensive than others. The same goods and the same means of transportation, the price today is different from yesterday.

5. Technical support problems: customers' questions are not answered or ambiguous, which leads to customers' complaints and misunderstanding of the company. Dong, Kaixuan and others have mentioned such problems. It's not a big problem, but it is not in harmony with the company's tenet of "customer first" and "customer is God".

6. Quotation: Because the internal price system of the company is not complete, different customer grades can't be reflected, and old customers and big customers can't appreciate the company's care and preferential treatment.

Third, the problems in sales.

After nearly two years of running-in, the sales department has merged into a lean, United and progressive team. Teamwork and cooperation, smooth communication and harmonious coexistence; Sales staff have mastered certain sales skills and strengthened the idea of serving customers; Proficient in business, everyone can be independent, and be good at summing up problems in work and finding reasonable solutions, especially in Langfang. The cooperation between relevant departments is getting smoother and smoother, and they can understand and support each other. The good aspects need to be carried forward, but there are also many problems.

1, employees' work enthusiasm is not high, and their autonomy is not strong. Talking at work, watching movies and playing games happen from time to time. The reasons are as follows: first, the system supervision is weak; Secondly, salespeople have low salaries and feel that they have done a lot, but compared with other departments, their salaries are low, which leads to psychological imbalance.

2. The awareness of organizational discipline is weak, and the phenomenon of being late for work and leaving early often occurs. This situation exists in all departments of the company, and the company should have a suitable attendance system. When a bad phenomenon occurs, not only the department leaders should take charge, but also the company leaders should come forward to stop it.

3. The concept of delivery personnel: delivery personnel only regard delivery as a simple task, thinking that the goods will leave the factory, and there is no concept of serving customers. In fact, the care in details can make customers feel the service and sincerity of the company, such as the packaging and clear marking of goods, inform customers of the weight and arrival time of goods in time, and reduce the transportation cost for customers as much as possible.

4. The statistical work is not in place, and there are no finished or semi-finished statistical reports. Every time the sales department needs to ask the workshop about the inventory status of goods, it may cause the loss of sales opportunities and waste of manpower, and customers also doubt the efficiency of the company. Finished goods warehouse and semi-finished goods warehouse should provide regular reports to inform the inventory situation, so as to prepare goods in time and inform customers of the specific production cycle.

5, sales, production, procurement and other processes are not well connected, often resulting in delivery delays and mutual responsibility, mutual blame.

6. Poor technical support, lack of tender drawings and sales drawings.

7. The responsibilities of the departments are unclear, and the cost has not been reversed, resulting in the sales staff having no time to actively win customers.

The above problems are only a small part of many problems, which also occur from time to time in the sales process. Although it will not affect the company's fundamentals, it may eventually bring great losses to the company's future development if it is not taken seriously.

Sales Team Work Summary 3 Team is the most popular way of cooperation between organizations and groups. Its essence is communication, division of labor, cooperation and progress, thus forming a team with clear goals and fighting capacity. Due to the continuous integration of various industries in China market, leading group companies have set up sales branches and marketing centers all over the country, and the construction and management of this overseas sales team has become a concern for everyone.

At present, due to the particularity of marketing work and the poor implementation of team building of overseas sales teams, the business work in regional markets still stays at the level of "going it alone", and team cooperation has lost its meaning, and even 1+ 1

An excellent team should have at least three conditions: 1, excellent core; 2. Perfect system; 3. Team culture. Now, share my understanding of "marketing team building and management".

First, the captain > captain

In any case, any organizational model needs to take leadership as the core. The difference between the leader and the led is that the leader can create a good working environment and lead everyone to success. The selection of the core of marketing team leadership is more strict, because the work and leadership style of the core of the team will determine the direction of team building. In addition, in the management of marketing team, many are management that embodies cooperation and coordination, rather than administrative management. Therefore, marketing team leaders need good coordination and management ability, business ability and team building awareness. In practical work, there are many business managers with outstanding performance. They are constantly busy every day, and their performance may come up. But their subordinates don't know how to carry out their work, and even regard completing sales reports as their main job, so that the strength of the team has not been brought into play. When the leader is transferred, it is difficult to find a suitable replacement in the team. In another case, the regional manager is busy with all kinds of headquarters reports and meetings every day, rarely participates in business work, has no good guidance and supervision on the work of subordinates, and has not implemented team building. How should the core of marketing team form a team? I think we can start from the following three aspects:

1, establish the core image and prestige.

Obviously, the regional market leader appointed by the company is the core of the team's leadership. Appointment is based on this person's historical performance and can also be understood as his professional ability. With performance and ability, the next step is to sublimate performance and ability into prestige. Pass on your work experience to your employees, especially those who are new to the business. If your subordinates regard you as a coach, they have no reason not to respect and accept your guidance. It is common for customers to complain about salesmen in sales work, which may be because the work is not done well or because the customers are unreasonable. This is a good time for you to establish your prestige and bear the mistakes that employees can forgive and the complaints from customers. However, in actual work, many regional leaders will blame their subordinates without thinking when receiving customer complaints. This is very wrong. Taking on more responsibilities at work will help you establish your prestige.

2. Create a good communication environment.

The power of communication is beyond doubt. If you have opinions and contradictions, if you don't say them, you will accumulate resentment; If there are problems, they will pass the buck, and there may be bigger problems. These are all manifestations of insufficient communication. I have always believed that there must be a solution to the problem, if everyone has sufficient communication and cooperation. Why are there communication barriers? I think there are the following reasons:

First, lead the core bureaucracy, act arbitrarily and think that you are always right. This situation generally appears in the core of leadership with strong business ability. The specific performance is the name of the team members to the leaders. If there are only five people in the team, what are the names of the leaders, such as "manager" and "director"? The communication of this team is definitely not very smooth. Next, it is better to call each other "leader" and "boss". I have a familiar example here. In order to better communicate with Lenovo employees, Lenovo's boss Yang asked each employee to call him instead of his boss. You can imagine how smooth Lenovo's communication will be. Of course, I don't ask every team to do this. You can decide the name according to your company's corporate culture and work style.

B. Establish a communication platform. There are many regular meetings in general sales work, which can be used for good communication. I suggest that in the sales meeting, we should not only look for market problems, but also give more praise and affirmation. In addition, you can also make an appointment to communicate alone at some time every month. Listen to the thoughts of team members.

C, take part in more group activities. Many foreign companies are doing very well in this respect. On the one hand, it can strengthen employees' sense of belonging, on the other hand, it can deepen mutual understanding. This is also an important part of team culture construction.

3, a reasonable division of labor, from each according to his ability.

There is a popular saying in the marketing field; Only excellent teams, no excellent individuals. And my understanding is: in an excellent team, everyone is excellent. After more than 20 years of market economy, many industries have entered the era of relative brand consumption, that is to say, marketing work is mainly intensive in the terminal market-diligence. In terms of big marketing planning, there are working instructions from the marketing director of the company headquarters. This is also a sign that marketing has entered the era of "system model" from the era of "marketing hero". In this case, the daily work of the team leader is to plan, guide and supervise the sales tasks in the regional market. But it is not easy to give full play to the potential of each member of the team and reflect it to the height of teamwork. Generally speaking, regional subdivision management and classification are two popular modes of division of labor at present. But this does not give full play to personal characteristics. The best way is "vertical and horizontal division of labor", that is, on the basis of regional subdivision and classification, cross-regional and cross-category cooperation is carried out according to personal business expertise. For example, on-site promotional activities, customer training, sales data collation and so on. This requires the team leader to understand the strengths of the players, coordinate the work of the players, and give full play to their respective talents.

Second, the system construction and implementation

Without rules, there would be no Fiona Fang. The construction of the system can standardize the work of the team and form * * * work objectives. The formulation of the system needs the discussion of the team, not the decision of the team leader. It's inside.

Including: daily attendance system, meeting system, various accounting systems and incentive system. And is executable. I understand that there is such a marketing center, and its daily work requires going to the office at 8: 30 every morning (winter). The basis for the formulation is that the company headquarters requires getting up at 7: 00 in the morning and reading at 7: 30. I think it is difficult and unnecessary to achieve this. You know, marketing work is between manual labor and mental labor. Don't say business trip, even if there is a business dinner the night before, this working time can't be guaranteed. It is conceivable what the implementation result of this system is. I'm not saying it's a mistake to go to work at 8: 30 in the morning, but that this system can be implemented.

Here I explain the purpose and content of various systems: 1, attendance system, the purpose is to ensure working hours. The content includes office attendance and business attendance. 2. The meeting system aims to discuss and solve problems in work and provide a learning platform. The content is weekly meeting, monthly meeting and company meeting. 3, accounting system, the purpose is to supervise and track the work. The contents are work plans, work diaries and other accounts related to sales work. 4, incentive system, the purpose is to maintain the enthusiasm of the team. There are positive incentives and negative incentives in the content. Positive incentives generally include: the praise and affirmation of the company's top management; Economic reward; Promotion of incentives and public tourism.

Third, team culture construction.

As the saying goes, attitude determines the success of life, and team culture, like "attitude" in this life, determines whether team effectiveness is1+1> 2。 Team culture is a positive and easy-to-communicate and learn mental state on the premise of recognizing the company's corporate culture and development strategy. The external expression of team culture is that the team has the same work goal, the development of collective activities and the implementation of learning system. * * * The same work goal means that all members of the team are willing to contribute their talents to the team in order to achieve good results.

It is understandable that many sales managers may forget to carry out group activities. The headquarters is very demanding of giving you a high salary. But this collective activity is an important part of team culture construction, and we can't ignore it. In fact, it is not difficult to carry out this group activity. It is not too much to ask for a football game or a basketball game after each regular meeting. Or running in the morning is also good. However, many tour leaders would rather drink stomach bleeding with the merchants than organize a group activity. Learning is also an important part of team culture construction, * * * has learning and * * * has progress. Learn the company's sales policy, new product knowledge, learn from each other's strengths. Only a learning team can get good grades. Because the attitude of learning reflects the mental outlook of the team, it is the guarantee of team work skills and the need of communication.

Fourth, individuals and teams make progress together.

Soldiers who don't want to be generals are not good soldiers. Salespeople are businessmen, and it is undeniable that salary increase or promotion is one of the driving forces of work. An excellent team should provide a platform for members' personal development. Reasonable personnel flow is very necessary. On the other hand, there is a strong demand for attitude in business work. After working in one place for a long time, changing the work area is also a good way to rekindle your passion. If there are outstanding talents in your team, the team should give him an incentive assessment. At this time, the leader of the team

You should recommend talents to the company and give training guidance. An excellent team should make progress with the team. In team work, individuals should combine their career planning with team performance.

To sum up, the construction of marketing team needs a leader with both business ability and team building awareness. The work style of team leaders will determine the development of the team. Here I mainly emphasize the team's work communication level and the construction of team culture. No matter what job you are engaged in, the pleasure in your work is the most important. It can make people exert their potential to the greatest extent, which is a win-win result for both companies and individuals.