Select Several Middle Managers

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You can't compare the best with the weak. The paradox is that comparing the qualities of leaders and less qualified salespeople will give more information about poor performance than about good performance.

The main task at this stage is to find behavioral algorithms that lead to increased sales, and not to find weak employees.

Step 2: Select Several Middle Managers

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Naturally, analyzing the qualities russia email list of employees is also valuable when improving the personnel control system. But in our case, the priority is to find specific forms of behavior that ensure high performance of the department's sales leaders.

Step 3. Comparison and comparison of key skills
At this stage, it is necessary to make the first approximation of the actions that distinguish workers from the two formed groups. It is necessary to determine the observation criteria (reference points) for managers communicating with consumers.

To do this, it is recommended to make a list of techniques that the best employees use. And it is not about their knowledge. Here, first of all, it is the practical skills that are of interest: involvement in dialogue, communication style, information conveyed to the buyer, gestures, facial expressions, etc.

The compiled list will be quite approximate. The description of actions will give a rough idea of ​​the factors influencing sales success. But it will most likely not have any practical application for increasing efficiency.

For example, to use the behavior style "managers ask clients strong questions when communicating", you need to get more detailed information about the conditions under which communication occurs. What is meant by "strong questions"? In what sequence are they asked? How does the potential buyer react?

All this becomes clear in the next step. And also, as a first approximation, a script is formed containing approximate answers.

Step 4. Analysis of some specific examples
At this stage, the behavior of leaders and "average" people in real work with the client is observed. It is necessary to remember that the first approximation can be made theoretically, but at this stage it is strongly recommended to be personally present during the communication. This is easier to do if the dialogue with the buyer takes place over the phone.

Step 4. Analysis of some specific examples

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If the manager's conversation with the client is conducted in person, you should never interfere with the process. Observe the work calmly. To conduct statistical analysis, it is best to be present during several communications of each employee. Then you can try to get answers to the following questions: