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Introduction: The management of sales personnel has long been a common topic and a persistent challenge for company managers. Due to the high degree of freedom in sales work, issues such as lack of effort, laziness, and deception among sales staff are not uncommon. Companies have employed various management tools, from daily work reports, phone check-ins, market supervision, and mobile positioning, to corporate philosophy building and humanized management with career planning, yet the results have been unsatisfactory.
With the rapid development of smart communication technology, especially the emergence of WeChat, people's lives have undergone tremendous changes. Through WeChat, people chat, socialize, learn, communicate, transact, and pay, and WeChat has become deeply embedded in daily life. Advanced technology is inevitably applied to solve problems in life and work, and WeChat is no exception.
Recently, a client I served managed their sales team through the WeChat platform, which proved simple, easy, and highly effective. This management method does not increase management costs and is very suitable for small and medium-sized sales teams. I now summarize it here to share with you.
Establish WeChat groups at different levels for real-time management of sales personnel
First, establish WeChat groups at various levels: company sales supervisor group, circulation channel sales group, hotel channel sales group, supermarket channel sales group, and promotion staff group, requiring relevant personnel to join. Sales managers join all sales management groups, department supervisors join the supervisor group and the WeChat groups of their responsible channels, and sales and promotion staff join their respective department groups.
Second, visits: Sales personnel conduct customer visits according to work arrangements. For each customer visited, they take photos of the customer's storefront and product displays and upload them to the WeChat group.
Third, feedback: Problems encountered during visits and market information are promptly reported in the WeChat group.
Fourth, comments and guidance: Sales managers and supervisors promptly comment and provide guidance based on the photos and feedback sent by sales personnel.
Effects of WeChat sales management
▌1. Attendance effect: Real-time management of sales personnel. Sales personnel visit customers in designated areas at specified times and upload photos to the WeChat group, allowing supervisors to immediately know their presence in the market. Thus, even if salespeople do not report to the company, supervisors can instantly understand their work itinerary and status.
▌2. Timely standardization of terminal product displays: Sales personnel upload photos of terminal product displays to the WeChat group. According to company display standards, sales personnel generally organize displays as required, making terminal display management more on-site and vivid. Additionally, during sales meetings, managers and supervisors comment on the terminal displays sent by sales personnel.
▌3. Timely understanding of competitor information: Promptly learn about competitors' displays, promotions, sales, and main price points, and provide timely guidance to sales personnel to formulate countermeasures.
▌4. Timely attention to key customers: Sales supervisors or managers pay real-time attention to key customers. During customer visits, they use WeChat video or calls to strengthen customer relationships and promptly listen to customer opinions.
▌5. Greatly reduce market supervision work: Through WeChat management, immediate follow-up and correction of product entry, display, and terminal visualization become simpler and more transparent.
For promotion staff, WeChat management is equally suitable. Promotion staff send photos of product displays at work start, during work, and at work end to confirm their presence; sales personnel can check on them by calling the supermarket or hotel supervisors or managers at the site.
Note: This plan is suitable for small and medium-sized sales teams, ideally with fewer than 15 people. Compared to traditional management methods, it features lower management costs, vivid management effects, and significantly improved visit efficiency. However, for large teams requiring comprehensive management of orders, inventory, and precise personnel positioning, its accuracy is somewhat lacking.
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