2012 sales manager year-end work summary

In the blink of an eye, 2019 has passed. Looking back at 2011, there are many things to sum up. The following is my summary of the year-end work in the past year:

I. Review and analysis of sales performance:
Performance review:
1. Opened nearly 30 new cooperative customers.
2. The sales return from August to December exceeded the previous year's return performance from March to August.
3. The remaining problems of the market are basically solved. The market body has gradually returned to health and has the basis for further expansion and upgrading.
Performance analysis:
1. Positive factors contributing to performance:
1 Adjust marketing ideas, contract market expenses, and lower the threshold for cooperation funds for new customers. Although once ridiculed behind the scenes, "effective is the last word!" My company's thinking is one of the important factors that contribute to performance.
2 Strengthened the process management of the sales staff's work, and the work effectiveness has improved.
3 The “economic incentives” method of increasing the proportion of commissions and developing additional incentives for new customers has formed a positive attitude of “there must be brave glory under the honour” and is also one of the important factors contributing to the performance.
4 For the solution of the remaining problems of the market, according to the “priority and priority” program, adopt the guiding ideology of “adhering to the principle of corporate interests and dealing with effective basis”, so that the solution of the problem is not the benefit of the company.
2. The negative factors exist:
1 The sales staff has insufficient understanding of the company's instructions, the customer positioning is not stable enough, and the customers are not developed in strict accordance with the terminal ideas. Some customers have certain mistakes in their choices!
2 The mentality of the sales staff and the company's salary system have a "quick success" situation. The sales staff only wants to have money to return to the company's account, but there is no more consideration of whether the customer is suitable for the company's cooperative positioning and long-term development.
3 When customers choose the company's products, they are more concerned about discounts and low prices. Therefore, many of them have not paved the way into the terminal stores, or even have no terminal awareness, and directly turn the company's terminal brand into a distribution product with no advantage.
4 Most agents have the concept of “wait”, “depend on” and “make”, but the price of the company's products has dropped to the bottom price, and no more profit has supported the market.
5 company's brand positioning terminal, but the lack of visual advantages in packaging, promotional gifts are not new and rich, and the promotion of product promotion and sales is not big.
6 Temporary lack of brand-driven strategy to enter the market, can not promote the brand's hot sales.
7 Sales personnel can not effectively implement the company's guiding ideas, and have not established a model brand model market.
8 Sales personnel lack uniform marketing training. There is no unity and coordination of ideas, ideas, methods and work execution. They are often good at market development and not good at market maintenance and promotion.

2. Review and analysis of cost inputs:
Cost review:
1. After the marketing policy is adjusted, the market expenses can be controlled, and the company's profitability is stable. From August to December, the profit amount increased from March to August.
2. The fixed risk of personnel expenses is reduced, and the loss of human resources is basically curbed. From March to December, the labor cost is reduced and the surplus value is increased compared with the period from March to August.
Cost analysis:
1. Positive factors:
1 After the company proposed the market cost contracting policy, the cost trap was prevented to the utmost extent, and the cost overrun was controlled.
2 The company adjusted and formulated a new treatment plan for sales personnel. The company's fixed risks were reduced, and the people's competitive awareness and challenges were strengthened.
2. Negative factors:
1 The marketing department has no support for data statistics, and the control of expenses is relatively blind.
2 Market support expenses and personnel expenses reimbursement, etc., the marketing department has the phenomenon of “informed to know, no approval”, and management cannot be strengthened.
3 Individual management concepts are old and conservative, and they cannot actively follow hierarchical management. Therefore, the entire management lacks scientific processes.

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Third, the review and analysis of the marketing team's construction:
Team building performance review:
1. The “grazing-style” phenomenon of sales personnel is basically eliminated, and the management of the marketing team is strengthened.
2. In terms of treatment, the basic consumption of “big pot rice phenomenon”, the challenge of salary treatment is enhanced, and the standard is more scientific and reasonable.
3. The execution of the team has been enhanced.
4. The phenomenon of not mentioning the solution is reduced, and the salesperson 's work initiative is enhanced.
5. The sales staff's work initiative has been enhanced and the work effectiveness has improved.
Team building analysis:
1. Analysis of positive factors:
1 Take the management form of daily telephone report and monthly work report, to a certain extent, you can understand what the salesperson is doing? How is it done?
2 Reduce the basic salary of the sales staff, and increase the proportion of the commission with the increase of the amount of the refund, which enhances the work challenge of the sales staff.
3 Through the “reminder” fines and the establishment of personal management quotas, the sales staff feel the seriousness of the company management from the system requirements and psychological impressions, so the execution power is enhanced.
4 Management requires that each salesperson must propose a solution to the problem, thus “forced” the salesperson to first solve the problem when encountering problems. At the same time, it has established the responsibility of the sales staff. When the problem is found, the phenomenon of finding excuses and finding reasons is reduced, and the professional ethics of "solving the problem is the responsibility" is gradually established.
5 In the management practice, the sales staff are constantly given psychological pressure and work crisis, which makes the sales staff's initiative continue to increase. The psychology of “taking peace of mind” is conducive to the improvement of work initiative and work effectiveness.
2. Analysis of negative factors:
1 The company's internal auxiliary management is not in place, and the team management effectiveness is reduced.
2 Some management personnel of the company have a conservative management sense and the effectiveness of team management is reduced.
3 Sales personnel have long been adapted to the management of “loaning”, and have a certain adaptation period from the conceptual, psychological and behavioral perspectives to accept more effective management.
There are some people who have the concept of “old fritters” and have a certain sense of superiority. Therefore, there are ideas for “strong and muddy” for the company to strengthen management.
The 5 people are in a bad position and hope to drill the loopholes managed by the company. Therefore, it is hoped that the loopholes managed by the company will always exist and even increase.
The general reflection of the characteristics of 6 people: the visibility and transparency of managers' management is relatively low. Therefore, there is a certain resistance to the management of increasing visibility.
7 The company's senior management adjustments, the sales personnel who have experienced the accident see the wind and the rudder, the left and right sides, the opportunity to get through the customs, do not follow the company's management, and return to the "lost state."
8 Everyone wants to be a good person, and lacks the management personnel who take the initiative to be a "wicked person". The management principle cannot be adhered to, which is equal to a piece of paper.

4. Review and analysis of internal management operations:
Review of operations:
1. Basically solved the phenomenon of not shipping according to customer orders.
2, the company develops the work clothes, and stipulates the dress time, the company personnel have a more unified image.
3. The clerk's work has a certain division of labor, and the work procedures, methods and responsibilities are gradually clear.
4. Developed and implemented a new administrative management system, gradually standardized the behavior of employees, and the management of attendance and other equal treatment, tending to standardization.
5. The customer profile is basically established.
6. There is a regular meeting on Monday and Saturday, and the work has a positive and clear atmosphere.
Analysis of the negative factors that exist:
1, the department is not very collaborative, they all like to turn around the boss, like to push the boss to the "work front." On the one hand, it cannot form a management level; on the other hand, it promotes the phenomenon of “one-off sign” and keeps the boss in a passive state. Staying at the ideas, concepts, models and behaviors of small companies is the biggest obstacle to the company's scientific management process.
2. The customer management ability is weak, and further capacity needs to be improved and improved.

Fifth, the main problems:
1. Sales management has no data:
A formal annual work summary report should be used to speak, but... real sales management must contain two parts: 1) management of sales returns ; 2) management of sales expenses. Thus become a real business. Management requires data support, which is equivalent to the need to have a telescope to help the bullseye. Every time you shoot a gun, you should check the results so that you can adjust it to the highest possible target accuracy. The current sales management of the company is equivalent to releasing the gun with closed eyes. Only knowing where the target is. As for the result of each shot, it can only be judged by experience to adjust the shooting position. So the target's hit rate can be imagined! Therefore, I believe that the correct management should be every half a month, the financial department should provide detailed information to the sales department to help the judgment and adjustment of sales management to achieve the highest management effectiveness!
2, management no level:
The company's employees often hang a word "I want to ask the boss...". The original intention is that the boss is the ultimate decision maker! But I think that if the boss spends money to hire us, there should be at least three purposes: first, to create surplus value for the company; second, to solve problems for the company; third, to help the boss break down and take responsibility. Therefore, employees should take the initiative to help the boss analyze the problem, solve the problem, and hide the boss behind the scenes. Otherwise, it is the boss who is good at making evil people! - For example, if a customer wants to apply for a support, if the company gives support, the customer will think that "the boss is good"! If the company does not give support for other reasons, the customer will naturally think that "the boss is too fine"! Correctly, I believe that the boss is always a "good guy" and always maintains the positive image of the boss.
As a company manager, it is the person responsible for judging and handling general problems, and is doing things for the boss. If big things and small things are left to the boss to judge and deal with, it is equal to the boss is doing things! Since the boss is doing things himself, please ask more clerk, and you need so many managers, bosses! In addition, the boss "a sign" is absolutely correct! ——The correct premise is that managers at all levels have the responsibility to help the boss judge and ensure that every one of the bosses is signed correctly!
Moreover, the management of the company is analyzed from a management perspective. "a management model" has always emphasized the level and span of management. The flattening of management is suitable for small organizations. When the organization continues to grow, it is difficult for people's energy and ability to directly adapt to the ever-expanding management and face. If you can, the emperors do not need to set up so many departments, so many ministers! It is equivalent to, if the company's major events are handled by the boss, I believe that the boss is not enough for 48 hours a day! The boss hires the manager is equivalent to raising a group of "leisure people" who do not do things with money. The boss is not doing business as a business, but is doing a "philanthropy"!
I have always been that the management of the company should be an automated production line, and the boss is just the automation operator who masters the switch. Of course, the "production line" must be truly automated, and the quality requirements for each "component" are relatively high. I think that as an operator, the most worrying thing is the quality of the "parts"! ——Because of the unstable quality of the “parts”, on the one hand, the operator’s psychological pressure and vigilance will increase and become more tired. In the second aspect, the operator will often play the role of “mechanical maintenance worker” who replaces the “parts”; in the third aspect, it is difficult to achieve the “expected quality” of the “product” produced; in the fourth aspect, if the quality is unstable, it is “important component”. ", it is possible to destroy the entire "production line"!
3. Management has no process:
The production of shampoo requires the basic process of ingredient-stirring-filling. In the case of a certain amount of ingredients, the process of mixing determines the quality of the shampoo! The same is true for management. The intermediate management process directly affects the results of management. If you save the intermediate process and put the ingredients directly into the shampoo bottle, it will be equivalent to turning the raw materials into garbage. At most, it can only be regarded as a semi-finished shampoo. It does not achieve the expected results, or the quality of the results is not the best!
Of course, the above is an analysis from the results. If you analyze from the process, there will be some things that everyone is doing, and some things are not done! Some people are too busy to do so, and some people are idle and idle! For example, if a file is faxed, the clerk does not know who to deal with or who to deal with first. The only way to tell who to whom to give it! As a result, almost all are handled by the boss!

Six, improve management recommendations:
No matter what kind of viewpoint, no matter what kind of management, no matter what kind of people to build and implement management, we must fundamentally solve the three major problems of the company:
1. The problem of poor execution:
No matter what kind of management, no execution or execution is not in place, it is not a piece of paper, it will not achieve the expected effect, and it will always be the same!
2. The problem that responsibility is not linked to authority and interests:
Have the right to have money but no responsibility, anyone can mess around! Get out of the problem and pat the butt to leave! If you work, anyone can go, but the boss can't go, so the problem left behind can only be the boss's own responsibility! Moreover, if any employee does not have to be responsible for the benefits he enjoys, he will be "proletarian thinking", and maybe one day he can "kill the rich and help the poor"!
3, the problem of doing things has no end:
There is such a sentence in "Super Success": the winner will never give up, the giver will never succeed! How can you succeed if you do things without beginning or end?

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