Commercial department: structure and management. Commercial director of a large construction company

The commercial director is a key position for any company. He is primarily responsible for customer service and company profits. But there is some confusion about what the responsibilities of a commercial director are. Recruitment consultants for the Ankor company P. Shukhman and E. Evstyukhina talk about this.

In different companies, people in this position actually perform different functions. IN lately The positions of commercial director and sales director are also often confused http://professional-education.ru/director-sales.html. The maximum range of what it can do commercial director, is the management of sales, marketing, purchasing, and logistics services at the same time. Often the position of a commercial director is perceived only as the head of the sales and marketing service, sometimes only as the head of the sales service. Today there is a general understanding that this person manages the company's sales.

Where is a commercial director needed?

There are quite a lot of commercial director vacancies on the labor market. It is very difficult to accurately calculate their number, but we can certainly say that there are more than a hundred of them, constantly open. The specificity of most of these vacancies is that they are open for a very long time. This is due, firstly, to the long process of searching and selecting a candidate, and secondly, to the fact that often, having joined the company, new commercial directors leave after working for less than a year, and sometimes less than three months. This situation, in turn, is explained by the complexity of building relationships with founders.

Such vacancies are mainly open in loosely structured Russian companies. The reason for the long search is that the company has never had a commercial director, but the volume of operations is growing and management using previous methods is proving ineffective. The founders are trying to increase the efficiency of the business by attracting a competent manager from outside.

Sometimes a company has had one commercial director in its entire history, and this is either one of the founders or an employee who has worked since the founding of the company. Now this person moves on to other tasks or gets promoted to general and needs a strong replacement. As a rule, in this case, the founders also count heavily on the specialist’s competence and on new management methods that will significantly increase efficiency.

If we are talking about structured business (primarily Western companies), where moods and personal sympathies are less important than professionalism, then the situation here is fundamentally different: a commercial director is a position whose functionality is clearly defined in the structure of the company’s business processes.

Perhaps only Western companies have clear requirements for education and skills. Russian companies very often ask to find a “wizard”. This is a kind of dream about a know-it-all who will come and alone, with virtually no support, will take the business to high level. In principle, such people exist, but they are usually already owners own business. In such cases, I enter into a process of negotiations with the client, often lengthy, the purpose of which is to identify the portrait of the commercial director needed by the company. It happens that a company does not need the declared “know-it-all”, since in fact it requires solving specific local problems, and after that you can think about more.

Basic requirements for a commercial director

This employee must be able to:

develop and supervise the promotion of the company’s products on the market;
discuss the budget together with the financial or general director;
form and control distribution channels;
create, together with the director of personnel services, a system of material motivation for company employees;
participate in the formation of personnel policies for hiring sales department employees and maintain control over this department;
control sales reporting;
personally conduct particularly complex negotiations with large clients;
sign contracts;
participate in the development pricing policy and discount campaigns;
approve or reject advertising projects, promotion and branding programs.

Note. For Western business, the candidate must:

have an MBA degree,
own English, at least at the level of reading commercial documentation,
have long-term experience in sales management in a Western company (5 years or more).

If a person’s responsibilities include marketing, logistics, or purchasing, then experience in these areas is often required.

Director's portrait

Personal qualities are perhaps the key point when searching for a commercial director. They include management style, delegation of authority, and features of interaction with subordinates. Of course, a commercial director is required to have high communication skills and the ability to manage people. His personality type itself should be determined by the corporate culture of the customer company, if it has been formed, or by the personality type of the founder or founders, if the corporate culture is not expressed in the company. Customers, as a rule, are also interested in general management skills and organizational skills in forecasting, planning, budgeting, etc.

Big salary for chief merchant

The commercial director (sales director) receives one of the most significant remunerations in the company. Average offers start at approximately $5,000 in total monthly income. For last year the maximum I've seen is up to $20,000 in total monthly income in a large Russian company.

Western companies and some Russian ones also offer a social package, which usually includes:

health insurance;
car (or compensation for the use and maintenance of your own car);
nutrition;
mobile phone traffic.

Reliability check

The candidacy of a commercial director must be checked, but each recruiting agency has its own methods. In any case, unfortunately, none of the existing assessment methods provides a 100% guarantee. The only relatively objective assessment is the candidate’s direct work in the employing company, i.e. probation which is typically six months for this position. If for some reason a person does not pass it, then the recruiting agency makes a one-time free guarantee replacement.

What attracts candidates in the first place?

In order to find the most suitable top manager for your company, formulate the requirements for the position, explain to candidates their future responsibilities and not scare off professionals with unreasonable expectations, you must first of all imagine yourself in the place of the future commercial director and in your imagination live out a typical working day for this manager . Many illusions about how much one person can accomplish in 8 to 10 hours disappear after such an exercise, and a fairly clear description of the position appears.

It is very important that general manager(founder or owner) has clearly defined for himself the following parameters that will be transferred to the commercial director:

the degree of his freedom;
terms of reference;
available resources.

How to determine the functionality of a company's commercial director? What to write in a job description for a commercial director? What are his responsibilities? What is beyond his competence? The answers to these questions may vary from company to company. Eat three main factors influencing the duties and powers of the commercial director:

Company size: the larger the company, the more strategic tasks the commercial director faces;
Clients of a b2b or b2c company, how simpler product and the sales process, the less the commercial director is concerned with specific sales and the more involved in building a system and marketing;
Availability of production- how smaller company creates it herself and the more involved in sales, the greater the functionality of a commercial director.

Of course, there are many more company features that influence functions and responsibilities of a commercial director, such as: participation of a commercial director in the founders, family ties, high leadership qualities and the participation of the head of the commercial unit at the stage of formation of the company, but we will not be able to evaluate all of them. Let us dwell on those functions that are most often prescribed in job descriptions for the commercial director of the company.

Functional responsibilities of the Director for Commercial Affairs:

1. Development of a commercial strategy for the enterprise.

The company's positioning, price segment, long-term and short-term goals, plans and ways to implement sales plans are determined.

2. Organization of interaction between commercial and other units in the company.

All employees are involved in sales in the company. Even the actions of the secretary and specialist will influence the success of sales technical support. The task of the commercial director is to ensure the actions of non-selling departments so that they help, and do not hinder, sellers and sales managers.

3. Determination of sales channels.

Select the most promising channels. Define performance criteria. Protecting your business from having only one channel and constantly developing existing channels is one of the main functions that affects the stability of sales.

4. Formation of an algorithm for the operation of each sales channel.

For a sales channel to be effective, it is necessary to determine the business processes through which sales occur in the channel. Write down these algorithms and consolidate them in the instructions. And the most important thing: make sure that these algorithms work and are not a pile of documentation that interferes with business.

5. Operational control of sales managers.

Even with a perfectly designed strategy, victory depends on the actions of each soldier. A tactical task that determines the success of the entire strategy: how to ensure that outsiders do not interfere with the leaders’ ability to pick stars. And the solution, or rather not the solution to this problem, is the scourge of most companies in Russia.

6. Assessing the performance of the unit and implementing measures to improve results.

It is impossible to build an ideal sales system once and for all. It is important to measure results, innovate, measure again, adjust and do it constantly. Stopping is equivalent to death...

7. Connection to work with key clients.

The famous Pareto rule: 20 percent of customers generate 80 percent of revenue. It is these 20% that the commercial director must personally control; of course, depending on the size of the company, he will control from 1 to 50% of clients.

8. Organization of training for managers.

It is the responsibility of the commercial director to build a training system for new and existing managers. Sometimes personal participation in training managers is necessary.

9. Work with company suppliers.

In a trading organization, this is a sacred duty. In a manufacturing company, the production unit can also handle deliveries, but the commercial director must control this process, since cost is important when selling.

First of all, the commercial director is responsible for all issues related to clients and the main profit of the company. But there is always confusion about job responsibilities of a commercial director.

The point is that in various companies, commercial directors perform different functions. Also, two different positions are very often confused - commercial director and sales director. The maximum segment where a commercial director can work is the simultaneous management of sales, logistics, purchasing and marketing services. It is also often thought that the responsibilities of a commercial director only include managing the sales department.

Where the skills of a commercial director may be required

Today, there are a lot of available vacancies for this position, but the requirements for a commercial director are not small. The whole specificity of vacancies for this position is that they are very open for a long time. From this it follows that the search itself and further selection of candidates takes a very long time. Also, vacancies are very often vacant due to the fact that new commercial directors cannot stay in their place for long (up to a year of work). All this is due to the complexity of building relationships with the founders of the company.

Most often, the vacancy of a commercial director is open in loosely structured companies in Russia. The reason is that such companies have never had commercial directors until now. The volume of operations within the company is increasing in volume and managing the company using the same methods becomes practically ineffective. As a result, the company's owners are trying to increase the company's efficiency level by attracting experienced managers and commercial directors.

It also happens that during the entire existence of the company, it had only one commercial director, who was one of the founders of the company or an employee who worked from the beginning of the company’s opening, and then was promoted to general director and now a new commercial director is required. In this case, strict requirements will be imposed on the new candidate - management literacy, new methods to achieve the goal.

If we're talking about about structured companies, then in this case the mood or personal sympathies will play a lesser role than the level of professionalism. In this situation, the commercial director is a person who performs clearly defined functions in the structure of the company’s business processes.

Most often, some clear requirements only Western companies have access to education or skills. Regarding Russian companies, then they just want to find a “wizard”. That is, they need a person who will come and personally solve all the problems and raise the company to a new level.

Main responsibilities of a commercial director

The main responsibilities of this position include the following:

The commercial director must organize the management of the logistics of the enterprise, as well as engage in storage, transportation and further marketing of products.
The director must coordinate the development and draft long-term plans logistics and subsequent sales of products.
Manages the development of all regulations and quality standards for manufactured products.
Recommends further development strategies to department managers and financial department specialists. Monitors their quality of work.
Responsible for the timely submission of estimate and financial documents, calculations, reports on the implementation of the set plan.
Monitors financial and economic indicators and spending of funds
Responsible for negotiations on behalf of the company with various counterparties of the company on any business or financial activities
Acts on behalf of the company at auctions, exchanges, advertising campaigns and other events

It is also worth noting (as we said above), in some companies the responsibilities of a commercial director may differ. His responsibilities may also include:

Developing a plan to promote a new product or service
Discussion of the budget and its calculation together with the General Director
Control all distribution channels
Creation of a program for material motivation of enterprise employees
Take part in the creation of a new personnel policy for the company
Monitor sales reporting
Conduct negotiations with clients
Develop new pricing policy methods
Accept final decisions by advertising campaigns

It is worth noting here that if a person applies for this position in a foreign company, he may be required to:

MBA diploma
Have a good command of English
Have at least five years of experience in a leadership position

Functions of a commercial director

As we have already understood, the main tasks of a commercial director are the organization and direction of the activities of all divisions that are located in his segment. It is worth saying that his responsibilities directly depend on the specifics of the company’s industry and the size of the organization.

In the course of his work, the commercial director interacts with various heads of different departments of the company. This list may include: accounting, marketing department, IT, logical service, financial department. Most often, the main functions of this position are joint strategic planning with different departments, formation of marketing, pricing, financial, personnel policies. He is also obliged to control the sale of goods and plan further sales. Its functions include monitoring the competitive environment and the market for goods and services. The commercial director must also expand and control all relationships with suppliers and form the budget for the entire commercial unit.

Personal skills of a commercial director

It’s worth going into more detail here, since personal qualities are one of the key points when selecting a person for this position. The personal qualities of a commercial director should include a special management style, delegation of authority, and skills in interacting with company employees. Naturally, such a position requires a high level of communication skills and the ability to properly manage staff. Any company will be interested in people who have general management skills and the ability to organize forecasting and budgeting.

Despite the above, each company has its own criteria by which the personal qualities of a commercial director are assessed. Everything will directly depend on the current goals of the company and the period of its development. So, it all depends on the life cycle that the organization is currently in. Depending on this, the requirements not only for management positions, but also for all employees of the company change. We will tell you about each life cycle company, and what personal qualities a commercial director should have in each cycle.

Initial stage of development

The person must have successful experience in building business models for companies from scratch. He must be able to form a new experienced team. Among personal qualities during this period, innovation, creativity, rigidity in decisions, and structure will be valued. At this stage, the commercial director must be able to quickly and efficiently make the necessary decisions. Have an objective point of view to combat competitors.

The rise of the company

During this period, sales are growing, there are already ideas for future periods in general market trends and plans for development in organizational terms. In this case, company owners most often need a person with successful experience in structured companies, who has considerable experience in optimizing all business processes. During this period, the director must be able to quickly and competently delegate authority and have a methodical approach to any problems. Already at this stage, thoroughness and consistency in performing work are more valued. It is necessary to deeply study each problem in order to find the most effective and less expensive solution. At this stage, the director must adhere to normative guidelines and be committed to systematically promoting the goal.

How the concept of “commercial director” has evolved.
Job responsibilities and functions of a commercial director.
Which companies do not need a commercial director?
In what cases is it advisable to rename a commercial director to sales director?
At what enterprises can the commercial director be responsible for purchasing?

Commercial Director deals with areas of activity related to supply issues, economic and financial activities and sales of the company.

The term “commerce” became fundamental for the people who were the first in Russia to work as commercial directors. After all, many areas of the domestic economy in the 90s were based on resales. Therefore, the entire business was based on commerce - to purchase on more favorable terms and then sell at a higher price. These tasks were assigned to both ordinary shuttle workers and entire companies that today managed to reach millions in turnover.

At that time, many companies did not even have the positions of sales director or purchasing director, and the term “marketing” was known only to a few. The commercial director was assigned a second role after the general director, who was usually a shareholder or owner of the business.

CEO speaks

Ilya Mazin, General Director of Office Premier CJSC, ErichKrause group of companies, Moscow

Often people in the position of commercial director grow into successful owners and managers of enterprises. Such career progression is much less common among financial or administrative directors. Commercial directors in 80% of cases are specialists with experience in sales departments, as managers or executives responsible for VIP areas. Sometimes specialists who leave purchasing departments also become commercial directors.

The commercial director is assigned job responsibilities in several areas of activity simultaneously. Therefore, he has sufficient skills to move to a higher position. Therefore, in the position of commercial director, a person gains quite valuable and important experience, mastering the necessary skills and forming useful connections for future work.

When all business and markets became more civilized, from commercial activities Individual tasks began to be highlighted - including the functions of marketing, purchasing and sales. Therefore, the role of commercial directors in the work of companies has undergone certain changes.

KPI for commercial director: calculation examples

The editors of our magazine used examples to figure out for what indicators and in what amount the commander should be rewarded.

Job responsibilities and functions of the commercial director

The area of responsibility of any commercial directors includes a number of basic functions:

Determines distribution channels for goods and services.
Strategic planning of the company.
Working with suppliers.
Regulating the work of the sales department.
Control of budgeting in all components of the company.
Coordination of company marketing.
Reducing business costs.

Some companies' interpretation of the position of commercial director may differ. Let's look at this issue in more detail using practical examples.

Commercial Director = Head of Sales Department

In this case, on commercial director assigned a minimum set of functions. He will only be responsible for the sales of his company. A more appropriate job title in this situation would not be commercial director, and sales director. To prevent a person from feeling demoted, you can rename a position during a change in leadership in that position.

Expert opinion

Andrey Milyaev, commercial director of the Hosser group of companies, St. Petersburg

In our company, the commercial director will manage two sales departments - complex telecommunications projects and engineering equipment. We are currently engaged in the reorganization and restructuring of our company’s business processes. The purpose of such transformations is to increase the efficiency of our interaction with the market, and internal interaction within the company itself - between departments responsible for logistics, sales and production. It is important that management in the company is ensured from one point - for a unified policy of working with the market. In the future, when business processes have been formed, it is necessary to select workers from the existing sales department employees who will become the heads of these departments.

Commercial Director = Sales Director + Marketing Director

This option corresponds to the position of director of marketing and sales, which has become common in Western practice. The marketing director and commercial director in one person need the ability to perfectly navigate market trends, taking into account the specifics of the work of competing companies, customer preferences and expectations. But managing sales in the market often requires maximum efficiency, which is why marketing itself fades into the background. As a result commercial director may not have enough time for the marketing field. Consequently, there may be a lack of necessary marketing tools, as well as the skills to apply them in practice, a strategic view of the medium-term perspective of market development.

Material motivation of personnel. Advice from the General Director

Commercial Director = Director of Sales + Director of Marketing + Head of Purchasing

The combination of marketing, sales and purchasing in one hand provides a set of important advantages when choosing the most popular product at the moment, also with an understanding of the consumer qualities of the product (quite important when choosing products). This option becomes especially relevant, first of all, for intermediary and trading companies. But it should be used quite carefully if the company does not cooperate with regular suppliers, and therefore it is necessary to regularly analyze the competitive market to find the most suitable conditions procurement In such conditions, the likelihood increases that while striving to fulfill the sales plan, the manager will not have the opportunity to pay due attention to the search optimal options working with your supplier.

Expert opinion

Yulia Koroleva, Commercial Director of CJSC National Distribution Company, Moscow

The basic principle of our organizational structure– efficiency of decision-making, mobility. Therefore, the entire sales block (including purchasing, marketing and sales) is united, and these functions are assigned to the commercial department. The tasks of the commercial director include not only control, but also work with clients, concluding agreements for the supply of goods with major manufacturers, monitoring price trends in your market. This organization of work allows us to have reliable information without distortion. For example, it can be distorted within companies in which these areas of activity are assigned to different departments (inconsistency of actions is possible). Thanks to the organizational principle, our company ensures operational management of its business processes while reducing costs.

Commercial Director = General Director

A similar option is possible when the General Director is not formally ready to transfer his functions as the head of the company, but is not actually involved in operational management. Consequently, his tasks are assigned to his “ right hand" - the first deputy, executive director, and in companies in which priority is given to commercial activities, these functions are assigned to the commercial director. Personally, I am against such a combination of functions. The General Director needs to distribute resources across all areas of activity. And when conflicts arise (for example, between financial and commercial departments), the general director must become an independent arbitrator. When managerial functions are assigned to the commercial director, there is a danger that these processes will be transferred to the benefit of commercial departments.

Expert opinion

Dmitry Grishin, commercial director of the Aqua Star company, Moscow

I work as a commercial director, but in fact I am entrusted with the functions of a general director. Because the owner of our company, with his ambitious plans to conquer new directions (not related to our main field of activity), strives to achieve complete control of the company’s activities, but at the same time retain enough time to work on new projects. Consequently, some problems arise - they take too long to accept important decisions companies.

Through joint efforts we managed to get away from total control (over every penny spent), certain issues were highlighted that could affect the work of the company - functional characteristics equipment, logistics, financial factors related to loans and their repayment. I resolve these issues jointly with our general director. At the same time, all issues remain under the control of the General Director.

Consequently, the company really remains under the control of the CEO, but at the same time he has more free time.

Dmitry Kurov, commercial director of ISG, Moscow

By personal experience I can say that a commercial director can achieve effective work provided that he is “balanced” financial director. Because otherwise, the commercial director's job responsibilities may be largely focused on commerce, thereby missing out on operational efficiency issues.

In most cases, the reason for misunderstanding between the general and commercial director is their solution to problems different levels. I had to work when the general director set the vector of activity that impeded commercial development from the position of commercial director. In reality, what was more important was the company's share price, which was influenced by many factors.

What companies don't need a commercial director?

Companies in which selling services or products is not particularly difficult do not need a commercial director. Basically, these are companies that occupy a position in the market that is close to a monopoly (taking into account their location, the specifics of their products or other factors). The role of the commercial factor is low in companies that offer individual or exclusive developments. Such companies can work in any industry - from the development of highly specialized, professional software to complex engineering products. In this segment higher value allocated to representatives of creative or production department, their role is reduced to display and presentation of developed products. Often salespeople are managed by one of the top managers, so the commercial director is not particularly relevant.

CEO speaks

Ilya Mazin, General Director of the Office Premier holding, ErichKrause group of companies, Moscow

The need for a commercial director arises when a company has to connect 2 factors - obtaining favorable conditions supplies and sales. If one of these functions is absent or decentralized, then there is no need to appoint a commercial director.

Also, very large or very small companies do not need a commercial director. After all, small companies simply cannot afford the costs of managers. As a rule, in this case the commercial director is replaced directly by the owner of the company.

If a company has several founders, then they usually distribute areas of management among themselves. One of them takes upon himself the block of earning money, the second is entrusted with the administrative and economic complex, etc.

In the case of big business, the tasks of a commercial director are often distributed among department heads.

But in the work of medium-sized companies, the commercial director becomes a key figure - a top manager, on whom the profitable part of the business directly depends.

Responsibilities of a commercial director of a trading company, responsibilities of a commercial director of a car dealership, responsibilities of a commercial director construction company, as well as the responsibilities of a commercial director manufacturing enterprise, differ from each other only in some minor and rather specific aspects of activity characteristic of the industry.

In general, the commercial director is a leader whose goal is to create a stable revenue stream. This common goal is realized through personnel management in the context of 5 main functions: activity planning, motivation, organization, control and training.

Job responsibilities of a commercial sales director: 3 steps in planning

A commercial director can be as sophisticated as he likes in management matters. However, if he does not take into account the psychological side of planning, then beautiful plans will remain on paper. Therefore, you can use this algorithm.

1. Get into the numbers

Indeed, from the very beginning, you need to plan the activities of your employees in such a way that you understand what actions and in what quantities each employee must perform daily in order to achieve the monthly financial profit goal. These indicators can be calculated by decomposing the planned profit.

First, set the projected profit figure based on internal and external factors. Then find the revenue by the percentage of profit in it. After this, using the average check, you can easily calculate the number of transactions that need to be closed in the planned period. The total determines the number of leads that need to be processed in order to reach the planned number of transactions. After this, intermediate conversion between stages will allow us to find the daily number of actions that managers must perform at each of them.

2. Take care of managers

Correct calculation by the decomposition method does not mean at all that even with a sufficient number of sellers, the plan will be fulfilled. Therefore, you need to understand the psychological mood of the staff and, perhaps, correct it.

People tend to have their head in the clouds. And this is exactly what can disrupt any plans. Therefore, you should talk to each employee and find out whether he has fallen into one of the two most common traps: “living in the past” or “living in the future.” Both will have a detrimental effect on sales. You can diagnose the condition of a subordinate using the following markers.

Markers of “life in the past”

“People are no longer as interested in the service/product”
“My income was higher before”
“It’s no longer so easy to sell”

Markers of “life in the future”

“The low season is about to end...”
“They’ll install CRM for us...”
“Here they will give me an assistant...”

3. Engage in employee goals.

Employees should have a tangible personal goal in mind. Your job is to identify it and show how it can be achieved simply by doing your job.

1. Identify the goal. Usually the list of everyday “standards” includes: buy an apartment, visit the Maldives / Bahamas / Seychelles (underline as appropriate), buy a car, save for children’s education, pay off debts, etc. If, despite all your efforts, you continue to observe a dull look and a certain lethargy on the seller’s face, then it is better to replace him altogether.

2. Making the goal achievable. At this stage, a tool for specifying and assessing goals such as SMART helps a lot. He passes the goal through criteria filters that will not allow you to stray from the intended path:

Specific (specification of the goal),
Measurable (indicators by which it will be clear that a person is moving in the right direction),
Achievable (achievability as a result of actions taken),
Relevant (relevance of the goal),
Timebound (deadline by which the goal will be achieved).

3. Once a specific goal has been set, you should increase the overall level of proactivity of the seller by talking with him about what he would like to achieve in 3, 5, 10 years.

4. And finally, do not “let go” of the employee for more than a day. Constantly remind him of what he wants to get. The use of “new” marker phrases is very suitable for this. The marker phrase is the keywords from the goal formulated by the manager: “apartment”, “Maldives”, “car”, etc.

Job responsibilities of a commercial director: 3 levels of motivation

It should be taken into account that staff motivation should be worked out by the commercial director at 3 levels.

The first level is “I”. This is the basic level - material motivation, the size of which depends on the performance of the subordinate. It is built on the principle of “complex” income for the seller: fixed salary (up to 30-40%) + soft salary for meeting indicators (10-20%) + bonuses (50-70%). Well, and, of course, don’t forget about marker phrases: “car!”, “apartment!”, “Maldives!”

The second level is “You”. Here, employees are motivated non-materially, by involving them in contests, competitions, or vice versa, team work and corporate events. As a result, the team becomes more and more united and friendly.

The third level is “Business”. So, it will not be possible to immediately explain to employees why they should perceive the goals of the company in which they work as their own. We will have to develop a whole range of measures to promote corporate culture and ethical behavior with clients. Advanced training, encouragement of the most “cultured”, and a clear model of career growth are integral elements of this complex.

Functional responsibilities of a commercial director: 3 ways of organization

To keep employees on their toes, hold meetings. If you think this management tool is a waste of time, then you simply don't know how to use it.

First, prepare an agenda.

Secondly, require sellers to publicly indicate their plans for the month/week/day.

Third, record their promises.

Fourth, send these promises as a general mailing to all employees.

Fifth, check with everyone about the results at the next meeting.

There are 3 types of meetings. And each has its own functionality.

Big weekly meeting
Daily planning meeting
Five-minute meetings with separate groups of employees

What are the responsibilities of a commercial director: 4 types of control

The commercial director must organize a continuous process of training and professional development for salespeople. Just hire someone or lecture about general principles Sales is a pointless activity. You won't get any results. All efforts in the field of managerial education must be targeted and focused. How to do this?

1. Create a skill model - a document that describes a set of specific skills that are needed to make transactions specifically in your field.

2. Record and listen to calls. Thus, a database of cases is accumulated for working out typical objections and mistakes.

3. Organize a quality control service that will evaluate the skills of sellers using development sheets ( technological maps), collect them into development folders, and then analyze clients’ performance using the “Traffic Light” system.

We looked at 5 basic responsibilities of a commercial director. Use the proposed algorithms and fill them with your own specifics.