Shanghai Zhilang Marketing: How to solve the problem of repeatedly hitting and running orders?

Gong Yongjun, general manager of Shanghai Zhilang Marketing, emphasized at the Summit on Transformation, Upgrading and Increased Profitability of Traditional Enterprises that wherever there are sales in traditional enterprises, there are endless orders and orders. This makes the bosses of traditional enterprises, especially small and medium-sized enterprises, miserable and not only lose money. The sales volume has been reduced and the cost has been increased, causing the customer resources, the basis of the company's survival, to continue to decline. How to solve it? 1
What is a bumped order
The so-called bumped order refers to a customer who has been contacted by a salesperson who fails to follow up in a timely manner or fails to dispel the customer's questions. The salesperson communicates and closes the transaction, causing disputes between two salesmen or even multiple salesmen over the ownership of the order, which affects the harmony of the team.
The so-called running order refers to the salesperson reaching some kind of agreement with the customer to transfer the business to other companies to sell other companies' products in order to obtain more profits.
In order to prevent the phenomenon of bumping orders and running away from orders, business owners have exhausted all their tricks but they are still unable to guard against it.
2
Why do you keep trying to hit and run orders
Gong Yongjun, general manager of Zhilang Marketing, believes
The salesperson feels that he can’t make money with you. That is, the company's salary system lacks motivation. The salary setting of most companies is based on separate commissions based on contracts, which often makes salespeople only focus on the personal interests of a single contract. If a single contract is lower than that of the same industry, it will also cause salespeople to run away from orders. At the same time, uncompetitive remuneration and lack of motivation among salesmen will also induce the phenomenon of order grabbing.
.Customer maintenance only depends on the individual salesperson. If the customer's maintenance relies on long-term communication with only one salesperson, over time the relationship between the customer and the salesperson will exceed the relationship between the customer and the company. If the salesperson makes a request to run an order, the customer will readily accept and cooperate.
.The company's logistics services cannot keep up. For example, the logistics speed is slow and cannot meet the needs of customers. At this time, the customer will consider your competitors, and the salesperson will have to help him introduce other suppliers in order to maintain the customer relationship, resulting in the loss of customer resources.
.The enterprise lacks strict control. This phenomenon is especially common in small and medium-sized enterprises. Since there is no strict management system and information collection system, all the customer information of the enterprise is only in the hands of the salesperson. Even if there is a phenomenon of running orders, the enterprise cannot detect it in time. When the salesperson has mastered enough information, Even if you change jobs, there is nothing you can do about the information. Instead, you will create competitors for yourself.
.The salesperson’s own quality is not high. Such salespeople have a lot of out-of-order phenomenon and it is almost uncontrollable. Therefore, if you fail to strictly check and screen when recruiting salesmen, this phenomenon will also occur.
3. How to prevent the occurrence of the phenomenon of bumping orders and running away orders?
In this regard, Gong Yongjun, general manager of Zhilang Marketing, believes that
everything is based on the system as the basis for control and decision-making. Regarding the phenomenon of bumping orders and running away from orders, companies must first have a strict and reasonable system and everything must follow the rules of the game. Salesmen will also be wary when they play with the hidden rules, and even if problems arise, there will be a basis for ruling. At the same time, enterprises must have strict confidentiality mechanisms and bear corresponding legal responsibilities if they violate the terms.
Establish a salary incentive system. For example, Gong Yongjun, general manager of Zhilang Marketing, established a floating salary incentive system for the cooperative enterprise Youxingshark (the main product is panel glue and polyurethane glue). The reward terms were increased and a new performance award was added to the original single commission system. A cashback award was added. The over-standard award and the cost-saving award even use the equity incentive policy to motivate employees to work voluntarily and earn more without any upper limit. Not only has it eliminated the phenomenon of running orders, it has even doubled sales and sharply reduced costs.
Cut the chain of transactions and refine the division of labor. Operations from customer transaction to order placement and customer maintenance are a large and systematic project. The traditional division of labor is handled by salesmen alone. It is easy to run out of orders when others are not clear about the situation. Therefore, companies should A clear division of labor and a detailed division of labor will form an operating mechanism for efficient cooperation among various departments, which can effectively control the occurrence of order-running phenomena.
Improve service speed. As long as all departments cooperate tacitly and efficiently to complete tasks, front-line salesmen will feel the support of the team and give them confidence. This phenomenon of running orders will naturally be greatly reduced.