営業マン

テレワークで営業マネージャーが部下を育成するためのメリット

テレワーク(リモートワーク)が当たり前になってきました。

これまでは「顧客とは会って話す」が前提でしたが、zoomやGoogle meetを使っての営業が浸透してきました。

私は営業マネージャーとして部下がいますが、リモートワークになって部下育成にメリットしか感じていません。

部下を成長させるためには、顧客とどのように接しているか? を知ることが最も重要です。

いくら事前準備をしっかりしていても、その準備内容を対顧客で活かせていないかもしれないからです。

コロナ前は、部下の営業に同行するのは、とにかく時間がかかりました。顧客のところに行くのに、アポの一時間前に会社をでて、一時間面談して、一時間かけて会社に帰る・・・合計三時間はかかっていました。

電車の中で部下とゆっくり話せる時間も有意義なのですが、あまりにも時間がかかるので、同行はあまりできなかったのです。

ですが、リモートでの営業は、かかる時間は面談の一時間のみです。zoomなら、40分がタイムリミットなので、話の核心にすぐに入れます。営業が終わってzoomをお客さんが切った後、私と部下の二人がzoomに残り、すぐにフィードバックを返すこともできます!

ウェブ面談でいいと思ったのが、いままでの動向だと、部下の隣に座るので部下の表情をみることができませんでした。ところがウェブ面談だと、顧客と話していたり資料を説明している部下の表情を真正面から見ることができるのです。

表情は営業において大事です。特に、お客様がいい反応をしてくれた時など、若い部下などはいい反応に逆にあせってしまい、チャンスを逃してしまいます。そういった表情を真正面からみることは、フィードバックに本当に役立ちます。(ちょっと嫌がられてますがw)

ツールの話ですが、お客様と長く話す必要がある場合は、時間制限のない(2020/9/30まで)Google meetを使います。

ウェブ面談だとちょっと味気ない…と感じる、マネージャーもいるでしょう。味気ない気がするのは、私もたしかです。

お客様に味気ないと思われてしまわないためには、ウェブ面談後に手紙を書きましょう。(お客様が出社していないとだめですが) 手書きの手紙は今も昔も、気持ちが伝わり、嬉しいものです。味気ないなんてことはなくなります。

テレワーク営業の成功の秘訣と顧客に合わせた最適なリモートツールコロナによって広まったテレワーク営業。 こんなに素晴らしいものはありません! 売上を伸ばせる要素しかありません。 私は営業管...
コロナ禍でも結果を出す営業マンの思考と行動コロナ禍で営業マンの成績に大きな差ができています。 売れる営業マンはなにを考えて、どんな営業活動をやっているのか? ベンチャ...
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