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Articles by 张思全
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The Camp Is Iron, the Soldiers Flow Like Water: Four Metrics for Managing a Sales Force
For a sales-driven or marketing-driven enterprise, the success of sales force management almost determines the success of the company. All business performance relies on salespeople, who complete the final step of converting the company's services and products into value; without this step, all prior efforts are worthless. The sales force is the corporate army on the front lines, and salespeople are our corporate soldiers. As such, they share the military's characteristic: the camp is iron, but the soldiers flow like water.
张思全Professionalism - Part 4 of Salesperson Skill Training
First, we need to make all salespeople understand: what is a profession? The simplest explanation is: 'live by it, excel at it.' Salespeople use their hard work and various skills to serve consumers and meet their needs, thereby realizing the value created by the enterprise, and in return, they receive compensation. Thus, sales is also a profession. There is no hierarchy among professions, and all professionals are salaried. Before the market economy, there were biases against salespeople, but today sales is recognized as a promising career. Since sales is a profession, it has professional characteristics, and salespeople's behavior must conform to professionalism.
张思全Teamwork: The Third Training Beyond Sales Skills
The Iraq War once again reminds us that fighting alone is weak; to have strong combat effectiveness, teamwork is essential. The Iraqi army, lacking air and naval support, suffered successive defeats, while the U.S. forces, with coordinated land, sea, and air operations, won repeatedly. Similarly, in a company, although salespeople appear to work independently, their success depends on team support. Without a strong team, even the most capable salesperson feels isolated. Individual effort alone may achieve 50% success, but teamwork can achieve 80%.
张思全Starting from the Head: Training Salespeople Beyond Skills
After years of training salespeople in basic skills, the author finds it frustrating that trainees revert to old habits. The key is not just teaching skills but changing their mindset, as attitude determines everything. This article discusses the importance of 'beyond-skills' training, focusing on changing salespeople's attitudes towards sales, the company, and personal conduct.
张思全