Updating and implementing the corporate sales book

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Creating a CCP is a long and painstaking process that requires the participation of many people. However, this is not a job that can be completed once and for all - it continues along with the life of the company. The corporate sales book is constantly changing and expanding: irrelevant techniques are removed from it, but new methods of interaction with clients are introduced.

A distinction is made between planned and unscheduled updating of the control and monitoring system.

Training in working with a corporate buy weight loss leads sales book

The head of the sales department determines a certain period during which, in his opinion, enough information and events have accumulated that require adjustments to the sales book. The specific period largely depends on the specifics of the business, the scale of the company and can range from one month to a quarter or half a year. Based on the results of the elapsed time, managers gain new experience, discover new techniques for communicating with customers, which must be recorded in the sales book.

The need for an unscheduled update arises when there are global changes in the company's activities that need to be taken into account in the future work of the sales department. For example, the product line has been replenished with new items, or prices for certain types of goods have been revised, or a new loyalty program is being introduced, etc.

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Of course, managers will learn about these changes at meetings, through announcements in corporate chats, and via email distribution. However, any innovation will require adjustments to the scripts, templates, and modules reflected in the KKP, so an unscheduled update of the contents of this document is unavoidable.

So, the corporate sales book has been created, persons responsible for maintaining it in an up-to-date state have been appointed, and secure access to it has been provided to the company's employees. All that remains is a small matter: to turn this electronic document into a mandatory element of the daily work of sales managers. This will require organizing a training session, during which information about the importance of using the sales book will be conveyed to all employees.

To make sure that everyone has familiarized themselves with the KKP materials, the head of the sales department organizes testing of subordinates. Particular attention is paid to analyzing typical situations, working through objections, and knowing the basic techniques of effective communication with customers. To motivate employees, it is worth constantly reminding them that their diligence in mastering the book's materials determines sales growth, and, consequently, an increase in their personal income and the company's profit.