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6.1 Начало работы: ориентация и тренинг продаж

Когда интервью и ассессмент успешно пройдены, кандидат получает долгожданное предложение о работе. И вот, свежеиспеченный сотрудник открывает дверь компании, заходит, и ... ничего не происходит. Вообще никто не обращает на него внимание, никто его не ждет, рабочее место не подготовлено. Затем сотруднику показывают его рабочее место и покидают, без каких-либо инструкций какую работу он должен выполнять и как ее выполнять. Какое впечатление сложится у сотрудника о компании? Долго ли данный сотрудник останется в ней работать?

Для того, чтобы сотрудник быстро вошел в курс своих должностных обязанностей, узнал о ценностях компании и познакомился с коллегами и руководителями, организуется ориентация. О том, что из себя представляет программа ориентации для отдела продаж, вы можете узнать из этой статьи.

Программа ориентации

Когда менеджеры по продажам выходят на работу, необходимо организовать им ориентацию и первичный тренинг. Руководитель отдела, или же специально назначенные менторы, должны ввести новых сотрудников в курс дела. Что должны знать и уметь сотрудники, для того, чтобы начать эффективно работать?

  • корпоративная культура компании. Стоит ознакомить новых сотрудников с историей компании, ее миссией и нормами поведения. Все это позволит сотруднику быстрее войти в коллектив и понять, что происходит в компании. Например, в одних компаниях ценится вежливость и уважительное отношение к коллегам и подчиненным, а в других приемлемы, скажем так, более агрессивные способы коммуникации. То же самое касается и многих других норм;
  • знание продуктов/услуг. При осуществлении консультационных продаж, недостаточно разбираться в продуктах/услугах, предлагающихся на вашем рынке. Нужно детально знать особенности продуктов/услуг именно вашей компании;
  • навык составления КП и работы с документами. Менеджера нужно научить готовить коммерческое предложение, счет, договор, акт выполненных работ и другие документы, необходимые для продаж в вашей индустрии.
  • навыки проведения холодных звонков, навыки продаж. На данном этапе, очень важно провести тренинги по продажам и по холодным звонкам. Во-первых, это позволит сотрудникам узнать или повторить этапы продаж. А повторение, как известно, мать учения. Как пройти секретаря при телефонном звонке? Как разговаривать с лицом, принимающим решение? Какой должен быть результат звонка? Как продавать на встрече?

Во-вторых, тренинг – это отличная возможность отработать навыки и применить на практике знания. Информация об этапах продаж – это декларативное знание. Для того, чтобы в полной мере использовать эти знания и навыки в процессе продаж, необходимо отработать их до автоматизма. При отработке навыков, знания и навыки уходят на подсознательный уровень, человек начинает использовать их спонтанно – это называется процедуризацией знания.

В-третьих, сотрудники поймут, что компания вкладывается в их развитие, заинтересована в их успехе и заботится об их благополучии. Это повышает лояльность к организаци, снижает вероятность преждевременного ухода из организации. К тому же, профессиональное развитие является важным мотиватором для многих сотрудников, особенно в возрасте до 30 лет.

В-четвертых, тренинг, проведенный мастерами продаж – это всегда сильный заряд позитивной энергии. Сотрудники выходят с тренинга замотивированными на великие свершения, на большое количество крупных сделок. У них убираются ограничения и ненужные мысли. Существует только намерение – продавать, доказать себе, чего я стою как продавец и полностью реализовать свой потенциал.

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