Jak motywować siły sprzedaży? cz.II


czwartek 20/08/2009
1336

Skuteczny program motywacyjny

Pamiętajmy, że nie jesteśmy jedyni, którzy wpadli na taki pomysł. Dzisiaj znaczna część producentów już wprowadziła lub właśnie przygotowuje jakieś programy motywacyjne dla sieci dystrybucji. Z cała pewnością wiele sklepów bierze udział w rozmaitych programach motywujących. Ale ich właściciele, czy kierownicy to zabiegani ludzie, którzy poza natłokiem codziennych obowiązków „zaangażują” się w to, co jest dla nich naprawdę atrakcyjne.

Czym jest program motywacyjny?

To długoterminowe, zaplanowane motywowanie odbiorców programu (sprzedawców, pośredników) do zrealizowania założonego celu, poprzez oferowanie im pożądanych korzyści.

Jakie są podstawowe cele programów motywacyjnych?
 Zwiększenie sprzedaży danej marki lub wybranych produktów na całym obszarze dystrybucji lub jedynie w wybranych regionach,
 Utrzymanie określonego poziomu sprzedaży/ zapobieżenie spadkowi, np. unikanie efektu sezonowości sprzedaży,
 Zwiększenie zasięgu sprzedaży, czyli wprowadzenie produktów do nowych sklepów, gdzie nie były jeszcze sprzedawane, często w ujęciu geograficznym,
 Utrzymanie pełnego asortymentu, wówczas, gdy zależy nam, aby sprzedawcy oferowali wszystkie produkty dostępne w danej marce, albo przynajmniej kilka wybranych,
 Utrzymanie oczekiwanego zatowarownia, czyli potoczne zastokowanie magazynu
 Budowanie „top of mind awareness” przez polecanie danej marki ostatecznym konsumentom. Ma to miejsce wtedy, kiedy na pytanie klienta, jaki jest najlepszy proszek do białego, zawsze pada ta sama odpowiedź. I nie dlatego, że sprzedawca jest o tym przekonany doświadczalnie, ale tak po prostu „ma w głowie”. To się nazywa bardzo silna świadomość marki, która w przypadku drobnego handlu detalicznego ma szansę spowodować podobnie silną świadomość u konsumenta. Troszkę jak cudowny „głuchy telefon”. Pamiętajmy jednak, że takie pseudo PR’owe działania mają szansę głównie w przypadku silnych marek, są doskonałym wsparciem dla kampanii ATL, a w przypadku ich braku (np. papierosy, alkohol, leki) mogą z powodzeniem zastąpić klasyczne kampanie reklamowe.

Programy motywacyjne adresowane są zasadniczo do trzech ogniw kanałów dystrybucji – do placówek handlu detalicznego, do hurtowni albo podhurtu, a także do przedstawicieli handlowych producenta. Okazuje się, że atrakcyjny program motywowania własnych przedstawicieli handlowych może zdziałać cuda i zapobiec odejściu najlepszych do konkurencji. Tu jednak rodzi się pytanie, kogo konkretnie powinniśmy motywować? Zasada jest prosta – musimy pamiętać o wszystkich ogniwach w kanale dystrybucji, które mają wpływ na realizację naszego celu. Jeśli zmotywujemy właściciela sklepu i hurtownika, u którego się on zaopatruje, efekt będzie zdecydowanie lepszy, bo synergiczny. Musimy zastanowić się, kto może być nam „pomocny” w osiąganiu zamierzonego celu, czyli innymi słowy, kto decyduje o zakupach w sklepie, o sposobie ekspozycji. Zazwyczaj jest to właściciel albo kierownik. I jeśli ofertę naszego programu skierujemy wyłącznie do sprzedawców, nie liczmy na to, że wiele zdziałają. To nie oni podejmują ważne dla nas decyzje, a co gorsza, pominięty przez nas właściciel naprawdę może zbojkotować nasz program i zabronić swoim pracownikom brania w nim udziału. Ideałem jest, jeśli budżet programu pozwala na nagrodzenie pracy wszystkich – właściciela i podległych mu pracowników. A przy okazji, nie zapominajmy, że nagradzanie tylko pracownika sklepu lub pracownika hurtowni jest dawaniem łapówki i nie ma nic wspólnego z programem motywacyjnym.

Autor: Ewa Sienkowska, Strategic Director – Momentum Worldwide


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