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6.2 Начало работы: ориентация и тренинг продаж

Длительность ориентации

Ориентация длится от нескольких дней до месяца, в зависимости от сложности продукта и особенностей индустрии. Например, первые две недели новых сотрудников могут быть полностью посвящены обучению. Или же, в первые две недели, часть рабочего дня, сотрудников обучают, а оставшееся время они выполняют работу. Такой вариант является оптимальным для сотрудников отдела продаж, так как они могут обучаться навыкам продаж и сразу применять их на практике.

К тому же, не стоит питать иллюзий относительно потенциала менеджеров по продажам. Менеджер по продажам – профессия, требующая сильной нервной системы, экстраверсии, эмоциональности, способности обучаться и желания достигать результатов во что бы то ни стало. Только такие менеджеры, в конечном итоге, будут вознаграждены за свои усилия. Остальные поработают неделю, месяц и уйдут, так как поймут, что они не тянут нагрузку.

Если проводится тщательное интервью и ассессмент, то отбираются именно те люди, которые обладают необходимыми личностными и профессиональными компетенциями. Однако, даже с ассессментом, нельзя предсказать поведение сотрудника на 100%. Все равно, кто-то не выйдет на работу, кто-то поработает день и уйдет, кто-то не пройдет испытательный срок. Стоит ли две полных недели проводить обучение для сотрудника, который после этого сделает несколько холодных звонков и поймет, что это не для него?

Поэтому, идеальным вариантом для отдела продаж является ситуация, когда сотрудник совмещает обучение и работу. Например, учится технике продаж и делает реальные холодные звонки. Во-первых, менеджер закрепляет полученные навыки и знания на практике. Во-вторых, показывает руководителю, насколько он вообще способен выполнять данную работу. Если человек борется с собой, не может себя пересилить и сделать хоть один холодный звонок, то профессия менеджера по продажам не для него, и дальше вкладываться в обучение данного сотрудника не имеет смысла.

Испытательный срок

Испытательный срок составляет от 1 до 3 месяцев, в зависимости от индустрии. Например, в консультационных продажах B2B продуктов, цикл продаж долгий и может составлять 2 месяца и более. Поэтому, для того, чтобы появились реальные результаты, которые можно измерить, нужно подождать 2-3 месяца. В розничных продажах, напротив – каждый день производится большое количество продаж и результаты можно измерить довольно быстро.

Необходимо определить показатели, согласно которым принимается решение о том, прошел сотрудник испытательный срок или нет. Например, это может быть количество холодных звонков, проведенных встреч и продаж.

Продолжение...

Автор статьи: Дмитрий Семин, президент SeminGroup.

www.semingroup.ru

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