1、1,Sun Tzu and the Art of Sales Leadership 孙子兵法 之 如何领导销售团队，创造非凡业绩,2,Top Sales People Dont Necessary Become Good Sales Managers. Why? 卓越销售员不一定就是优秀的销售经理。为什么？,3,Elements of Effective Sales Leadership销售领导力的主要因素,Duties and Responsibilities of a Sales Manager 销售经理的职责 Formulating Sales Strategies 拟定销售战略 Lea
2、dership Styles 领导风格 Motivation 团队激励 Coaching for Peak Performance 获得高绩效的教练技巧,4,Duties and Responsibilities of a Sales Manager 销售经理的职责,Elements of Effective Sales Leadership销售领导力的主要因素,5,Exactly What Does a Sales Manager Need to Do?,销售经理究竟需要做些什么？,6,Duties and Responsibilities of a Sales Manager 销售经理的义
3、务和责任,Directs and controls others in a business unit 在商务单位指导并支配他人 Practical intelligence 学以致用的能力 Analytic ability 分析能力 Training/ coaching in a structured setting 有系统地给下属培训或辅导 Makes joint calls 一起去拜访客户 Makes formal presentations 做正式的陈述 Takes initiative in a business unit 主动性强 Profit consciousness in a
4、 management role 从管理角度具有盈利意识 Focused on quantitative results 关注于可量化的成效,7,How would you rate yourself as a Sales Leader? 如何评估你的销售领导能力？,Rank the above factors from most to least important to your job 按照你的工作性质，给以上论点按照重要性顺序排列 From a scale of 0-10, how do you rate yourself? 如果以1-10分的标准，1分为最差，10分为最好，您会为自己
5、打几分？ What are some of the challenges to be a better leader? 成为一名优秀领导者的挑战有哪些？ How can you overcome these challenges? 你应该如何应对这些挑战？,8,Elements of Effective Sales Leadership销售领导力的主要因素,Duties and Responsibilities of a Sales Manager 销售经理的职责 Formulating Sales Strategies 拟定销售战略,9,Management by Objectives 目标
6、性管理,What is Strategy? 什么是战略？,10,The 3 Components of Winning Strategies 成功战略的3大组件,The Goal/ Objective 目标 The Resources Needed 所需资源 The Responses from Customers and Competitors 客户及竞争对手的反应,11,胜兵先胜而后求战，败兵先战而后求胜,The victorious army plans for victory before fighting, the vanquished army fights before plan
7、ning for victory,12,业绩 企业之命脉，死生之地，存亡之道，不可不察也。,Sales. .the lifeblood of a company, a matter of “life and death“, survival or extinction. Indeed, something that needs to be studied, applied and re-modified consistently.,13,Formulating Your Strategy 拟定战略,道：企业之愿景也 The Way/ Vision 天：时事大环境也 The Climate 地：
8、市场、区域、客户群体、实地情况也 The Ground 将：销售领导能力也 The Leadership and People 法：方法、技能也 The Methods and Processes,14,道：The Common Vision,Why do we need to realise this vision? 我们为什么需要实现这个愿景 How do we get buy-in for this vision? 我们如何产生共鸣并获得认同？ “Whats in it for us?“ “对我们有什么益处？”,15,16,天：The Climate (Gathering Inputs)
9、,Extenal factors beyond our control 在我们控制范围以外的大环境 Political. Economical.Social .Technological. factors 政治、经济、社会、科技 因素 Look for patterns and anomalies 寻找规律及 反常现象,17,地：The Ground (Gathering Inputs),Extenal factors within our span of influence 在我们影响范围以内的实地情况 Our S.W.O.T. 我方的优势、弱项、契机、威胁 Our adversarys S
10、.W.O.T. 对方的优势、弱项、契机、威胁 Look for patterns and anomalies 寻找规律及 反常现象,18,知己知彼，百战不殆,Know Thyself and Thy Adversary, A Hundred Battles Fought and Not Imperil Any,19,将：The Leadership (Decide),Are the leaders empowered to make the decisions? 领导可有决策权？ Do they have access to the right information? 他们可有获得正确的信息
11、？ Can they make the right deductions? 他们能否做出正确的判断？,20,不知三军之事而同三军之政，则军士惑矣,If a commander does not understand the key issues of the battle AND his own army BUT gives commands, his soldiers will be confused,21,不知三军之权而同三军之任，则军士疑矣,If a commander is given the responsibility but NOT the authority, his sold
12、iers will doubt his commands,22,将能而君不御者胜,The ruler who does not interfere with capable generals shall win the war,23,法：The Methods and Processes (Implement),How shall we roll out our plans? 我们该如何实施？ Are there feedback mechanisms in place? 实施过程可有反馈机制？ Can we make adjustments as the situation demands
13、it? 我们该如何按照时势作出调整？,24,改变中的环境 The Changing Environment,客户现在跟五年前相比有什么区别？ What are the differences in customers now compared to 5 years ago? 客户五年后跟现在对比又将有什么区别？ What will be some of the differences in customers 5 years from now?,25,凡战者，以正合，以奇胜,In war, use conventional methods to get your army organised,
14、 but use unconventional methods to achieve victory,26,What Do Customers Expect from Sales People? 客户对销售员有什么期望？,Be personally accountable for customers results 为客户的绩效承担个人责任 Understand customers business 了解客户的商务模式 Proactively provide advice for customers 主动为客户提出建议 Suggest the right solutions that solv
15、e customers problems 提出能解决客户困惑的有效方案 Be easily accessible 客户能随时联系上 Be creative in responding to customers needs 能为客户的需求提出有创意的解决方法,Source: HR Chally,27,Blue Ocean vs. Red Ocean Strategy 蓝海 vs. 红海战略,Traditional Circus vs. Cirque du Soleil 一般马戏团 vs. 太阳马戏团 Traditional Bakery vs. Bread Talk 一般面包店 vs. 面包新语
16、 Traditional Computers vs. Dell 一般电脑企业 vs. 戴尔电脑 Ordinary vs. iPods 一般MP3机 vs. iPod Normal Motels/ Hostels vs. Home Inns/ Motel 168 一般招待所 vs. 如家/ 莫泰,28,Elements of Effective Sales Leadership销售领导力的主要因素,Duties and Responsibilities of a Sales Manager 销售经理的职责 Formulating Sales Strategies 拟定销售战略 Leadershi
17、p Styles 领导风格,29,Who Are Some of The Leaders in You Admire 谁是你你最仰慕的领导们,What makes admire them? 你为什么会仰慕他们？,30,How do you measure Leadership Effectiveness?,您将如何衡量领导力的绩效？,31,Sun Tzus 5 Criteria for Leadership 孙子兵法将者5律,智 Intelligence and Wisdom 信 Trust and Respect 仁 Compassion 勇 Courage 严 Discipline and
18、 Control,32,智 Intelligence and Wisdom,Analytical Intelligence 分析能力 Understands trends and numbers 了解趋势与数字 Good at problem solving 善于解决问题 Draws accurate conclusions 达到准确的判断 Practical Intelligence 学以致用的能力 Understands wide-ranging knowledge 学识渊博 Knows where to look for the right information 知道如何找寻信息 Id
19、entifies the right context for the right application 知道在什么场合运用什么方式来解决问题 Creative Intelligence 创造力 Sees new perspectives that others dont 看到他人所看不到的观点 Thinks laterally 侧向思维 Generates innovative solutions 营造创新方案,33,信 Trust and Respect,Trust in the leaders decisions 信任领导的决策 Trust in the leaders intentio
20、ns 信任领导的意图 Authority is given, but respect is earned 权利是加于的，但尊重是赢取的 Lead by example 以身作则,34,仁 Compassion,Understands the needs and aspirations of your team members 了解各个队员的需求及奋斗目标 Makes each sales person the best sales person she canever be 让每一个销售队员成为最优秀的销售员,35,勇 Courage,Making decisions that team me
21、mbers dislike 作出让团队不高兴的决策 Making decisions that management dislikes 作出让管理层不认同的决策 Taking action 付出行动,36,严 Discipline and Control,To discipline others, discipline yourself first 严己宽人 Control is ALSO about catching other doing the RIGHT things 监控也包括“抓”到对方做对事,37,How Good Leaders can Add Value 优秀领导者是如何增加价值的,Getting team members to go the extra mile willingly 让队员自愿地作额外的付出（行千里而不劳者，行于无人之地也） Inspire team members to generate more creative solutions 启发队员，使他们能够更富有创意地解决问题 Motivating team members to take initiative with the appropriate actions 激励队员，使他们能够自主地采取合适的措施与行动,
