The Research In Mechanism Construction Of Sales Team Based On Personal Ability To Ascend And Sustainable Motivation

The development of enterprises or success of the sales team is largely dependenton the vision and the pattern of team leaders. Business leaders must strive to build akind of positive, united and harmonious corporate culture. This is the basis ofenhancing efficiency of the team. Based on nearly two decades of work experienceand nearly six years of branch management experience，the thesis propose theresearch and implement in construction of high efficient sales team based on personalability to ascend and sustainable incentive. By analyzing how to promote the basicteam culture in practical work, as “respect, trust, happiness, growth, success”, teamcan be established a harmonious and cohesive work environment to develop thedriving force of staff. Employees can meet their own requirements by enhancing theability. Team can be adopted the approach of “Sales of customer-centric "to improvethe team’s ability. And by this way, the Enterprises will obtain long-term development.In this paper, a customer-centric sales processes and methods will be used.Day-to-day work methods and tools will be mentioned to improve the ability ofidentifying problems, analyzing and solving problems of account managers in theprocess of developing key customers. With the theory of “Creating customer valueand customer relationship” from Philip Kotler, Enterprise can provide value chain forcustomers by building enterprise internal/external customer chain. Enterprise canestablish long-term cooperation with key customers through the sales team. Enterpriseshould let Staff gain greater wealth as well as get key customers by the businessmodel of “profit center”. Enterprise combines the non-cash incentive of enhancing thestaff’s ability and cash way when the enterprise gets orders from key customers,which constitute the sustainability of employees’ incentive. On one hand, thecontinuous improvement of corporate human resources qualification will beguaranteed, which lays the foundation for long-term development of enterprise. Onthe other hand, employee engagement and customer satisfaction will be enhanced; theefficiency of enterprise will be improved.