What is the best way to deal with the problem of customer ownership after a salesperson leaves his job?

How to deal with the problem of customer ownership after sales staff leave their jobs? How to avoid the loss of customers caused by the departure of salesmen? This problem is the main problem faced by many companies. The loss of customers leads to the decline of the company's performance and the corresponding decline in profits. So how to solve this problem to retain customers? The following requirements can effectively prevent customer churn: establish and improve the terminal database. The contents of the terminal customer file in the terminal database include: customer name, specific location, name and contact information of the main person in charge, hobbies of the main person in charge, relevant information of family members, cooperation with the company, etc. In addition, it also includes the variety and quantity of products of the operating company, as well as information on procurement, sales and storage. The business personnel are responsible for the terminal information map and the terminal customer file table in duplicate, one for the company to keep and one for the individual to carry. In addition, the terminal information needs to be kept by special personnel, fully preserved and updated in real time. In this way, no matter how frequently the salesman changes, the customer information will not be lost. Visiting end customers and strengthening emotional contact information is dead and people are alive. Therefore, even with the end customer file, the end customer may not sell the company's products after the salesman leaves his job because of emotional factors. Therefore, dealers should divide end customers into several categories according to the end customer file table. According to the importance of customers, dealers themselves or other reliable personnel will often visit them. Pay more attention to employees at work, whether it is to establish end-customer files or strengthen end-customer communication, in fact, there is only one purpose: to eliminate the hidden dangers caused by the departure of salesmen. What all methods have in common is to control the results through the actual work process, rather than waiting for the burning eyebrows to find a way. If dealers can create a good working environment for sales staff, they should pay more attention to and communicate with employees in their usual work, pay attention to their work, life and psychological changes at any time, and give necessary support and help. Communicating with former employees and being kind to former salesmen are important measures to prevent them from taking away end customers. Many dealers show unfriendly attitude when employees leave their jobs, which is not desirable. When the salesman wants to leave, the dealer should actively communicate with the employees, understand the reasons for leaving, and sincerely put forward good suggestions for the personal development of the employees, telling the employees that if they encounter difficulties in their future work and life, the company can provide help within its power. In addition, when the salesman leaves his job, he will be given a certain subsidy to make him sensible and reasonable. Even if the salesman leaves, he can take care of the boss's kindness to himself and not take away a large number of customers. Even if he goes to other competitors, he will not harm the interests of the original company in his future work. Chang Song marketing system has done a very good job in customer management, greatly reducing the loss caused by the loss of salesmen, and fundamentally reducing the loss of customers and the handling of customer relations. Chang Song Marketing System can synchronize the customer data of salespeople at any time and anywhere, evaluate the performance through whether the customer has completed the transaction, and then reward the salary performance. Customers not recorded in Chang Song marketing system software are not included in sales performance, and more customer communication greatly reduces the loss of customers and greatly improves customer loyalty! Chang Song's consulting point of view: Chang Song's marketing system category-establishing scientific marketing plan, marketing brand, etc. The secret weapon to improve customer loyalty!

Psychological problems of salespeople? Don't do so much useless work. When you are tired, find a happy person to relieve boredom or vent.

What you need when you are decadent is the comfort of your friends, but the most important thing is self-motivation.

Emotional ups and downs are normal, but when you encounter difficulties, remember to think positively and everything will be solved!

Good luck!

How do salespeople handle the relationship between the company and customers? 1. Customer service-make customers feel valued.

2. Improve service quality

3. Handle the relationship with old customers.

4. Strengthen after-sales service

5. Properly handle customer complaints

6. Grow together with customers

In short, it is to make customers feel highly valued without affecting the company's reputation and interests, and at the same time strengthen the relationship between the company and customers, and strive to achieve a win-win situation between the company and customers.

Is it reasonable for salespeople to ask customers for wages and deduct debts? It is unreasonable for salespeople to demand wages and deduct customers' debts. For the employer's arrears of wages, the employee may complain to the local labor inspection department or apply for labor arbitration.

If wages are not paid in time, there are two ways to ask for wages:

1, workers can go to the local labor bureau to complain about labor inspection; Advantages: The method is simple. Disadvantages: law enforcement in various places may not be very strong;

2. You can apply to the local labor bureau for arbitration and demand payment of wages. If no labor contract is signed, you can also ask for double pay for the unsigned labor contract. If the termination of labor relations is based on unpaid wages, you can also ask for economic compensation. Advantages: In addition to wages, you can also advocate economic compensation and double wages. , and generally can be finally solved; Disadvantages: applying for labor arbitration is a labor lawsuit, which requires more procedures and professional guidance.

Legal basis: provincial wage payment regulations. For example:

Article 13 of the Regulations on Payment of Wages in Guangdong Province, if the employer and the employee terminate or terminate the labor relationship according to law, they shall settle and pay the employee's wages in one lump sum on the date of termination or termination of the labor relationship.

Provisions of Shandong Province on Payment of Wages of Enterprises Article 33 If an enterprise and a laborer dissolve or terminate the labor contract according to law, the enterprise shall pay the laborer the wages due in one lump sum when dissolving or terminating the labor contract.

How can a furniture salesman retain customers the fastest? This requires a lot of experience and skill. You can take a look at the course of Seven Star Times Home Business School, which contains this part. I hope it works for you.

How many salespeople leave their jobs every year without seeing the release of relevant authoritative data? No one has done statistics in this field, and there is no good tool to ensure the accuracy of data statistics. I can only tell you that the turnover rate of sales staff in all units is very high.

The following is for reference only.

Reasons for sales staff leaving their jobs

1. Job seekers blindly enter the industry.

The sales threshold is low, as long as the job seeker can bear hardships and be articulate, the interview will be easy to pass. Therefore, sales work has become the first choice for many fresh graduates and job seekers who are in urgent need of work. After working for a period of time, employees find that their personality can not adapt to the work of sales positions, and they will choose to leave.

2. Employees are eager for success

Many job advertisements publicize the high salary of sales positions, but it does not mean that people need to accumulate contacts and communication skills for a long time. Many people go for "high salary". Once you find it difficult to get a high salary, you will feel cheated and choose to leave.

3. The sales pressure is too great

High pressure and low basic salary are the common characteristics of the sales industry. The high salary of sales is often obtained by a few excellent employees, and the salary of most salespeople, especially those who just entered the sales industry, is still low. "Overwhelmed" is also one of the important reasons for sales turnover.

4. There are many choices.

I don't have to leave my position here, so it is very suitable for sales positions. A high turnover rate means more sales choices. If he is unhappy in this company, he can go to another home. Anyway, he is not worried about not finding a job.

5. Unreasonable system

The rewards and punishments are not clear, and there are many examples of salespeople leaving because they are dissatisfied with the company's incentive system. One is to exercise yourself, and the other is to earn high income. If the system can't link the income difference with the ability level, excellent salespeople will be "unhappy".

6. Problems in management

The contradiction between enterprise leaders and sales teams, the failure of enterprises to handle the relationship between sales and customers, and the failure of management to keep their promises will all lead to the loss of sales staff.

7. Others

Salary and welfare, career development, corporate culture and so on are all important factors of sales job-hopping.

The above are several reasons why salespeople leave their jobs.

In addition, the resigned salespeople can be divided into two categories, one is careless work and unstable performance, and the other is self-motivated and good performance. If it is the first one, HR probably welcomes them to leave; If it is the second, HR has to think about the reasons and take measures.

02

Prevent the loss of sales staff

1. Enhance the sense of belonging of salespeople.

In the communication with sales staff, many HR will find that many of them feel that they don't belong here. What does this mean? Can only say that they have no sense of belonging to the enterprise.

Therefore, enterprises should improve the "confidence index" of sales staff with excellent corporate culture: enhance the affinity of enterprises with good corporate image and team spirit, and eliminate their deviation from enterprises with common values.

The company's philosophy should reflect the employees' thoughts and interests to the maximum extent, and there should be smooth communication channels to understand the employees' mood, mentality and views on the company's work, especially the sales staff.

At the same time, sales staff can learn more about the company's development trend, strategic thinking, development prospects and operating conditions. The more they know, the stronger their sense of identity and the smaller their centrifugal force, which is also an important way to prevent the risk of sales staff turnover.

2. Make long-term and short-term training plans.

When an employee enters a company, he will not only consider whether the salary is fair and reasonable, but also consider whether he will have opportunities for growth and progress in this company.

The growth and development of enterprises and employees are mutually promoting and interdependent. Personal development will promote enterprise development and achieve enterprise goals; The achievement of enterprise goals will also enable individuals to achieve their goals and achieve a higher level of development.

Therefore, enterprises need to formulate targeted, scientific and reasonable long-term and short-term training plans according to different levels, different needs and career development goals of employees, so as to provide employees with opportunities for continuous learning and further study, and make employees feel that working in enterprises is promising and promising.

Let them see their career path from the beginning of entering the enterprise, which is not only a spiritual incentive for them, but also conducive to a sense of job satisfaction, and also let them know their own direction of efforts, so that their development goals are consistent with the expected goals of the enterprise, so that the enterprise can stabilize morale and reduce the turnover rate of sales staff.

3. Improve the salary system and distribution system.

It is an important means for enterprises to attract and retain high-quality salespeople by establishing a competitive new salary system and distribution system and giving first-class salespeople first-class treatment. It should be noted that the remuneration required by the salesperson should include two parts: material remuneration and spiritual remuneration.

First of all, in terms of material remuneration, enterprises should closely link the new remuneration of salespeople with job responsibilities and work performance, reasonably distance themselves from the new remuneration of other employees, implement a differentiated salary system, overcome egalitarianism, and tilt the income distribution to excellent salespeople.

Secondly, the company should also pay attention to the needs of material rewards such as wages, bonuses, allowances, welfare, stock options, and spiritual rewards such as work ability, sense of accomplishment, sense of responsibility and attention.

The important factor that leads to the large-scale turnover of salespeople is often not their dissatisfaction with material treatment, but because they feel that the space they expect and the stage provided by the enterprise are not suitable, and many of their suggestions and ideas are not taken seriously, so they can't display them and have no sense of accomplishment in their work.

Because of the hidden characteristics of spiritual reward, it is often easily ignored by leaders, but psychotherapy is a psychological demand that can be called human instinct and will not disappear because of this neglect.

Therefore, the company must recognize the significance of spiritual reward, create all opportunities and conditions to ensure that salespeople can display their talents, such as allowing them to participate in decision-making, undertaking more important tasks, giving them greater freedom and authority to work, and preventing the loss of salespeople with generous spiritual treatment.

4. Provide good growth and promotion space.

An enterprise that can provide good growth and promotion space for employees will continue to stay in the enterprise even if the salary may not meet the current expectations of employees. Because their own development and achievements can bring greater satisfaction to employees, which is conducive to their future career development.

For example, establish an internal promotion mechanism. By creating a benign competitive atmosphere, enterprises can promote those salespeople who work hard and make certain contributions to the enterprise, which will further stimulate the enthusiasm of the promoted employees, and the enthusiasm of the employees who have not been promoted to work hard will make the enterprises and employees move towards the predetermined goals.

03

Prevent the loss of sales staff

The loss of sales staff sometimes brings great losses to enterprises. They have rich management experience and market development ability. Once lost, it will not only affect the management efficiency of a part or a system, but also take away the information, users and market of the enterprise and seriously weaken the competitiveness of the enterprise.

Therefore, in the usual management, enterprises must do a good job in monitoring sales personnel, pay attention to separating resources from people, and precipitate customer resources to the whole enterprise, not individuals.

Specifically, enterprises should avoid establishing single-line contact between sales staff and customers, but establish multi-channel contact between enterprises and customers. All business information mastered by business backbones should have multiple backups, and the company should do a good job in protecting property rights for the core technologies of enterprises.

In addition, once there is a serious loss of sales staff, measures should be taken to remedy it quickly, such as modifying the human resource management system, recruiting the needed personnel quickly through internal recruitment or external recruitment, and at the same time doing a good job in stabilizing the morale of the army, maintaining the image of the enterprise and maintaining the confidence of employees in the enterprise, turning "bad things" into "good things", enhancing the cohesion and centripetal force of the enterprise and improving the competitiveness of the enterprise. In this way, you can keep your people and your heart.

If the company has a large-scale sales turnover, HR should do several things:

Talk to the person who left the company alone, find out what the problem is, and screen the sources of information received.

Adding money is the most useless way. In the sales team, they must all understand that performance is the last word. The increase should be added to the performance commission or team bonus, not to the basic salary.

If the company's sales team is divided into small teams, talk to the person in charge of the small team.

What should I do if the salesperson leaves his job and steals a lot of customer resources from the company through contact information? Did the employee sign a confidentiality contract or a non-competition agreement during his tenure? If not, there is basically no constraint.

Customer relationship information is difficult to define, unlike trade secrets and technical secrets, which have certain traceability; Even if you resort to the law, it is difficult to help the results positively.

It is suggested to have a heart-to-heart talk with employees so that everyone can get together and leave; Let him leave a customer file for the company; You can also ask him to take a new successor to the original customer for a run as a handover. It's no use getting angry at this time. It better be kind.

Of course, if the superior manager or successor of the salesperson can't save these customers, should we reflect on whether there are some loopholes in the company's marketing management, or whether the salesperson is really excellent? In a well-managed company, the salesman is a running soldier, and customers value the company's brand, products and policies, not necessarily the salesman himself.

How can a salesperson accurately judge that prospective customer Wang Dong just bought a washing machine, and then you sold it to him? Although he has purchasing power and decision-making power, he has no demand and is naturally not the person you are looking for. Only those who meet the above three conditions are the prospective customers we are looking for. However, in practice, we will encounter the following situations, and we should take specific countermeasures according to the specific situation. Among them: M+A+N: is an ideal sales target. M+A+n: Using skilled sales techniques, there is hope of success. M+a+N: You can contact, but try to find people with A. M+A+N: You can contact, and you need to investigate their credit status and business situation and provide financing. M+A+n: You can contact, and you should observe and cultivate for a long time to make it meet the other two conditions. M+a+N: You can contact, and you should observe and cultivate for a long time to make it meet the other two conditions. M+a+n: You can contact, and you should observe and cultivate for a long time to make it meet the other two conditions. M+a+n: Not a customer. Contact should be stopped. It can be seen that potential customers sometimes lack certain conditions (such as purchasing power or purchasing decision-making power). ), but they can still develop. As long as you use the right strategy, you can become a new customer. To be a successful salesman, you must build a solid foundation of potential customers. In order to keep this foundation stable, you must constantly and effectively find potential customers.

How do salespeople deepen their relationship with customers? Sales is a process of influencing and being influenced, and it is also a process of establishing and deepening relationships with customers. In sales practice, salespeople will try to establish a better relationship with customers, but in fact, different salespeople and different sales behaviors bring different customer relationships. There was once an example in which the sales staff of different companies developed a big customer at the same time, and each used many means, but in the end only the sales staff of one company won the heart of the boss of another company. When people in other companies are looking for various relationships to communicate with customers, invite them to dinner or think about giving gifts, the salesman asks someone to send flowers to his room in advance when the boss is on a business trip to Beijing, and asks someone to buy tickets for the drama he likes, so that the boss is impressed with him and finally reaches a cooperation. Therefore, how to deepen the customer relationship with customers requires salespeople to change their ideas and try to win the hearts of customers. To put it bluntly, whoever can grasp human nature will win people's hearts. How do salespeople deepen their relationship with customers? To sum up, there are the following methods, which are also the level of building relationships with customers: 1. Invite customers to drink, eat or give gifts to build a relationship: this is a shallow relationship. Because drinking and eating are normal behaviors, you can invite them, and so can your opponent. Finally, it doesn't make much difference to see who invites more advanced and who throws more. Moreover, if you always do this, it will easily lead to "bad habits" for customers, and customers will easily run away. In the communication with sales staff, it is often heard that the company gives them less communication fees, which makes it difficult for them to invite customers to dinner, thus making it difficult to establish relationships. This is actually a narrow sense of relationship marketing, which regards eating and drinking as relationship marketing. And better salespeople often adopt the following generalized relationship marketing methods. 2. Find the similarity with customers' preferences to establish a relationship: In interpersonal psychology, the "similarity principle" means that if a person wants to establish a better relationship with another person, he can find the "similarity" with the other person to establish a relationship. This similarity principle includes: (1) communicate with customers on the same frequency in the way they like; (2) Similar to customers' hobbies, and deepen the relationship from the common hobby experience, forming circle hobbies and culture; (3) similar to the customer's behavior literacy and values (this is explained in the fifth part). In order to establish a relationship with the boss of an enterprise, a salesperson once observed the boss attentively near the company, tried to get close to the security guard after work, and learned about the boss's hobbies and other information. When he learned that his boss likes to play billiards, he paid attention to the time and place where he played billiards, then went to that billiards club and gradually became friends with his boss, thus successfully introducing the relationship. Another example is buying tickets for plays for customers. There are many similar successful examples. As long as you can find the preferences of the customers you want to develop, you will find the "attack point". 3. Build relationships with emotions: It is very effective to impress customers with emotions, especially to find unexpected or moving points for customers. The key is to find "emotional points" that impress customers. These emotional points may include: (1) sending blessings and greetings to customers on important anniversaries or important days. The more unexpected the moment, the better the effect. Salespeople must remember the five most important days of customers; At the same time, we should keep abreast of changes in customer-related information. (2) Find customers' preferences, and send their favorite gifts or important people to customers. The more unexpected the gift, the better the effect. However, when giving gifts, we must really understand the preferences and even values of customers. Once, a salesman gave a very literary gift with Buddhist color to a client's father. I didn't expect the client's father to believe in Christianity, and the result can be imagined. There are also customers who are rabbits, and as a result, the salesperson gave the eagle a gift. (3) In the most urgent or important moment, provide help or send blessings to customers. (4) Visit customers frequently, help them do things outside of work, and leave a solid impression on them. 4. Form a mutually beneficial relationship with customers: this mutually beneficial relationship is not to give kickbacks, but to help customers achieve their work goals, sales performance or related interests. For example, a salesman in charge of the cluster market often introduces customers to businesses, and then introduces them to relevant businesses to buy when someone around him needs them, as if he had become a salesman of customers. Over time, no one can take away your customers. 5. Fit customer values: become friends with customers in the spiritual world. This is a high-level customer relationship stage. At this time, the relationship with customers becomes teachers and friends. In this way, customers will be willing to do things for you. At this point, it should be remembered that the more high-level and high-end customers, the higher their psychological needs at this point. Therefore, when contacting such customers, we should try our best to import from this aspect. To do this, it doesn't mean that salespeople should also become high-level people, but should master the basic principles of communication with such customers, that is, ask more questions, be a listener, respond positively (such customers may have few listeners, like the topics he talks about, and rarely communicate with most people), and do things similar to what customers like. Slowly, you will become a customer who likes to communicate.

Sales management issues, non-salespeople, introduce customers to the company, who is responsible for customer follow-up. How to distribute the commission? Non-salespeople introduce the company to customers. Usually the follow-up personnel are tracked by the sales manager or the person in charge of sales. Commission distribution can score non-sales personnel and follow-up personnel according to a certain proportion according to the order quantity and order value.