Single-level system
The most basic scheme. A potential buyer interacts with only one specific manager. All stages of communication (from attracting a client to after-sales service) are under the control of one employee.
Advantages of the model:
Simplicity . No large staff required.
Convenience . The buyer communicates with email lists uk only one seller, who already knows all the nuances of the upcoming transaction.
Independence . This sales model is quite autonomous, i.e. it does not require the intervention of related structural divisions of the company. In addition, control over sales volume is significantly simplified. In case of their reduction, the culprit is already known.
Single-level system
Source: shutterstock.com
Flaws:
Scalability . As the business develops, the number of sales managers increases in the company. All of them, depending on the distribution of responsibilities, have different levels of qualification and work in different conditions.
Security : An employee who has sole possession of all information about a transaction can use this information for his own interests.
Low productivity . Even the most experienced sales manager can work with a limited number of consumers.
Scope of application of this model:
Startups : If the client base has not yet been formed, available workers can be attracted to solve other problems.
Companies selling exclusive products or one-off goods . Usually, such companies have few requests, but each transaction requires an individual approach. Therefore, one manager works with the client, who knows all the details.
If your business has implemented a similar model of sales of goods (services), special attention should be paid to monitoring the workload of managers and the efficiency of their activities at each stage. Loss of clients and a decrease in efficiency indicators serve as a signal to review the development strategy and choose a different system.
Two-tier model
Even from the name it is clear that some of the sales authority is delegated to another specialist. For example, a call center operator.
Two-tier model
Source: shutterstock.com
The implementation of the model allows to relieve sales managers by entrusting the primary processing of consumers to other employees. Many companies even introduce the position of lead manager. His responsibilities include sorting the incoming flow of potential clients into promising and non-targeted ones. After such selection, sales specialists work with warm leads.
Advantages:
Shows effectiveness in companies with large lead traffic . The call center filters out most non-target clients at the processing stage (at the initial interview).
Saving on expenses for expanding the sales department staff . Managers work only with promising consumers.
The model can be used when there is a pronounced seasonal nature . During peak demand, workers may not be able to cope with the flow, and during lulls they have little work.
Expand your customer base and increase repeat sales.
The system works great on long deals . It is implemented in wholesale companies and used by individual dealers.
Flaws:
Additional costs : Increased costs for recruiting, training and monitoring new employees.
It is necessary to develop detailed scripts for working with clients . It is also necessary to improve communication between different structural divisions.
Difficulties arise when hiring specialists , since a sales manager and an account specialist have different needs, and therefore, they need to use a different set of incentives.
This sales model is very important when attracting new clients. But its effectiveness depends on the coordination of the actions of the OP specialist and the account manager.
The peculiarity of the two-level scheme is that all the initial work with the buyer (from attraction to the conclusion of the transaction) is performed by the sales manager. Then another specialist deals with the client, who stimulates a repeat application. With this approach, lead generation improves and the client base develops.
This sales model is organic in business processes with a long work cycle. In other words, even after the deal is closed, interaction with the consumer does not stop.
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Alexander Kuleshov
Alexander Kuleshov
General Director of Sales Generator LLC
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Step-by-step calculation template with fields where you can insert your data
How to make a KPI for a sales manager based on his work results?
Current template for calculating KPI for sales manager
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