銷售團(tuán)隊(duì)管理策略

1、【團(tuán)隊(duì)管理策略】團(tuán)隊(duì)管理對(duì)于銷售經(jīng)理來說是一個(gè)不陌生的話題，似于對(duì)于在實(shí)際操作中的種種現(xiàn)象及處理手法都有各自的心得，不同行業(yè)，不同產(chǎn)品，不同公司背景下的細(xì)微變化都會(huì)給實(shí)際管理實(shí)務(wù)帶來動(dòng)態(tài)影響。如何從紛繁頭絮中整理出一套切實(shí)可行的管理脈絡(luò)？對(duì)于一位成熟的團(tuán)隊(duì)管理者來說尤為重要，也只有真正意義上的掌握才可以談得上具備平臺(tái)移植性。時(shí)期分別展開詮釋！以下就銷售團(tuán)隊(duì)通常會(huì)經(jīng)歷的四個(gè)一、【團(tuán)隊(duì)成立期指揮式管理】...................

2、..................................................................................................................1團(tuán)隊(duì)成立期的成員行為特征.............................................................................................

3、..................................1針對(duì)團(tuán)隊(duì)成立期的指揮式管理...........................................................................................................................1A.教會(huì)團(tuán)隊(duì)成員具體的銷售方法與配套資源的使用.........................

4、..........................................................1B.分配詳細(xì)的銷售工作任務(wù)與考核指標(biāo).......................................................................................................2C.多做監(jiān)督，發(fā)現(xiàn)問題及時(shí)糾正........................

5、...........................................................................................2D.建立積極正面的團(tuán)隊(duì)氛圍...................................................................................................................

6、........2二、【團(tuán)隊(duì)振蕩期教練式管理】.................................................................................................................................3團(tuán)隊(duì)振蕩期組員行為特征........................................................

7、...........................................................................31.兩極分化，有人歡喜有人愁.......................................................................................................................32.士氣低迷，團(tuán)隊(duì)精

8、神遭受嚴(yán)重打擊...........................................................................................................33.抱怨增多，沖突加劇..............................................................................................

9、.....................................34.開始出現(xiàn)離職現(xiàn)象.......................................................................................................................................3針對(duì)團(tuán)隊(duì)振蕩期的教練式管理.......................

10、....................................................................................................31.與團(tuán)隊(duì)成員一起發(fā)現(xiàn)問題并商討解決方案...............................................................................................32.建

11、立嚴(yán)謹(jǐn)?shù)墓ぷ饕?guī)范（首先管理者要以身作則）...................................................................................33.安撫人心，樹立正氣.........................................................................................................

12、..........................34.激勵(lì)大家，鼓舞士氣...................................................................................................................................35.因人而異重新設(shè)定個(gè)人銷售目標(biāo)..................................

13、.............................................................................36.清理不合適的團(tuán)隊(duì)人員...............................................................................................................................3三、

14、【團(tuán)隊(duì)成熟期支持式管理】.....................................................................................................................................4團(tuán)隊(duì)高效期時(shí)組員的行為特征.............................................................

15、..............................................................5A.個(gè)人綜合素質(zhì)提升到一個(gè)新的高度...........................................................................................................5B.團(tuán)隊(duì)成員不斷向新的銷售目標(biāo)自發(fā)的發(fā)起挑戰(zhàn)..........

16、.............................................................................5C.團(tuán)隊(duì)成員有源自內(nèi)心的使命感，為團(tuán)隊(duì)感到自豪...................................................................................5D.希望有更大空間的發(fā)展（晉升）...................

17、............................................................................................5團(tuán)隊(duì)高效期的授權(quán)式管理....................................................................................................................

18、...............5A.由團(tuán)隊(duì)成員分享領(lǐng)導(dǎo)權(quán)力來管理團(tuán)隊(duì).......................................................................................................5B.更新工作流程和銷售方法.....................................................................

19、......................................................5C.監(jiān)督次數(shù)大大減少，不過仍然關(guān)注重點(diǎn)內(nèi)容...........................................................................................5D.給予適當(dāng)?shù)陌l(fā)展空間給組員......................................

20、.................................................................................5五、【團(tuán)隊(duì)不同時(shí)期特征橫向?qū)Ρ取?.........................................................................................................................