Positive, positive cycle, energetic

Overall orderly and rhythmic, sometimes hard work, good signings, lots of rewards

Signing contracts per capita nationwide

City/Region Contract Signings per Capita

Phone interview success rate

Monthly/Quarterly: Leads Conversion Rate

Monthly/Quarterly: Visit Frequency Conversion Rate

Monthly/Quarterly: Phone Conversion Rate

Monthly/Quarterly: Proportion of win-back and re-signing

Weekly/Monthly/Quarterly: Superior Sales Manager Intervention Transaction Rate

Monthly/Quarterly: Proportion of superior sales managers’ involvement in total transactions

Monthly/Quarterly: Single customer signing cycle

Monthly/Quarterly: Online cycle

Sales manager-city manager-region-national TOP 20% concentration ratio

Sales Manager-City Manager-Region-National 2/7/1 Comparison and analysis of sales staff output and process

System Theory

Structural adjustment can adjust functions

Information adjustment can adjust functions

Sales performance = number of visits × conversion rate 1.75 × 1.75 = 3.06

This can be achieved by increasing the number of visits (75%) and increasing the conversion rate (increasing the original 75%)

1. Time management is the prerequisite for increasing the number of visits

2. Customer classification is the prerequisite for time management

3. Customer classification is the prerequisite for increasing conversion rate

4. Recording is a means for individuals to reflect on the negotiation process

5. Regular meetings and review are means for the group to reflect on the work process and results.

6. Owners exist in groups, how to do this?

7. Improve operations and help sign contracts

8. Improve operations, contribute to satisfaction and referrals

From this angle, it appears that the contract is signed The essence is to operate quickly and effectively

9. Are all customers MECE and are they all included in the system? How much volume is not in the system?

10. Are sales staff’s material incentives proportional to their efforts? How can they be compensated with spiritual incentives?

11. How well does the sales staff match their capabilities?

12. Are sales staff confident in our company and enthusiastic about their work?

13. Are there enough channels for city managers-sales managers-salespeople to transmit information/confidence and the quality is high enough? how to prove

Step by step to eliminate sales staff whose performance is lower than the target value

Conduct national rankings of past monthly/quarterly sales personnel, and set different assessment cycles for different sales personnel/sales managers/city managers

listen to recording

morning meeting

Late review

training and drills

weekly meeting

Increase the quality and quantity of contract signing; increase the confidence of sales staff and owners, Increase the quality of visits and communication; ease the hesitation of sales staff and owners Reduce disordered communication and avoid black box management

1. Efficient time management

2. Refinement of sales process

3. Clarify sales staff capabilities

4. Standardized number of visits

5. Digitizing customer quality

6. Critical communication process

7. Regular meeting review made tangible

A. Risk: The effectiveness of time management is closely related to the willingness to work

B. Step: Structural adjustment is the fastest functional change (1. Based on the number of sales managers and city managers, open promotion channels for sales staff and make them public; 2. Refinement of the sales process: hierarchical and digitalization of invitations, negotiations, and orders; 3. The owners are classified according to their matching needs with our company: KABC, and the conversion rate is calculated)

C. Value: invitation is 30%, negotiation is 60%, forced order is 10%

D. Ability: Invitation link: more of a customer service aspect, Negotiation link: more of a consultative sales aspect Salespeople who have a large number of calls and a high conversion rate specialize in the invitation process; those who have a low volume of calls and a high closing rate specialize in the negotiation process. Sales managers specialize in order forcing

E. Three questions when forcing an order: 1. Is the owner making money, and how much has the business declined? 2. Which aspects of our company are attractive to owners, and what are the hesitations about our company? 3. Besides our company, which platform or brand do owners prefer to choose? What are its advantages and disadvantages?

F. Node: Refinement of the sales process, trial first and then promotion, and adjust simultaneously with incentives

G. Number of visits: Face-to-face interviews: 1 for the first two visits, 0.5 for the third and fourth visits, 0.2 for the fifth and subsequent visits, and 6 for daily visits; Telemarketing: Telephone calls lasting less than 2 minutes are invalid, phone calls between 2 minutes and 4 minutes are 0.2, calls over 5 minutes are 0.3, and no less than 6 per day. At the same time, 4 interviews are invited and actually achieved, and 10 are added for each less interview. Valid phone number.

H. Based on the matching of hotel needs with our company's plan and the owners' objections, customers are divided into: KABC, and the quantity statistics and next-step follow-up implementation are carried out to form a linkage with the review. High-quality communication confirms that the owner understands the advantages of our company, the characteristics and differences between OTA and other chain brands; in addition, it communicates clearly the owner’s business status (whether it is profitable or not), concerns, options, recognition and resistance to our company, and records it

I. All regular meetings, reviews and customer situations are recorded in written form to facilitate checking and filling in gaps.

Situation: Some sales staff make the best use of their talents and resources, while some sales staff are unable to fish in troubled waters.

Response: Some areas say: The effect is very good; some areas say: It cannot be operated and is not suitable for use.

Current indicator detection - find out the gap from the target - mutual recognition

——Sales managers/city managers/headquarters conduct “universal” and “key point” designs based on basic principles

- Presented in a table, with a cycle of 30-360 days - the city manager supervises the implementation and the sales manager adjusts according to the situation of the day

System first - then restore and design

pin for sale ring Festival

Tube reason ring Festival

Review regularly

Adjust according to the design process again

Healthy, energetic and energetic

Overall relaxed, occasionally tired, dehumidified, good sleep, good skin

Body fat percentage

BMI weight/height

Improve cardiopulmonary function

Improve muscle strength

Improve muscle endurance

Increase flexibility

Daily energy consumption value

daily energy intake

Dangerous moves taboo

heartbeat monitoring

Professional relaxing massage

Output is greater than input Weight loss

1. Fats and simple sugars can be converted into each other under certain circumstances

2. Fat flows throughout the body, dynamic reality/static presentation

3. Exercise the left arm, and the right arm will have the same functional changes

4. Exercising the legs will also change the function of the arms

Surface is physical movement It's essentially a chemical reaction

5. Generally, heart rate for aerobic exercise: (220-age) × 0.55-0.7

6. Generally, maximum exercise heart rate = 220 - age;

7. The upper limit of reasonable exercise load heart rate = maximum exercise heart rate × 0.85 The lower limit of reasonable exercise load heart rate = maximum exercise heart rate × 0.55

8. Increased basal metabolism allows the body to increase energy consumption 24 hours a day

9. Bench press, deadlift, and squat are the three basic movements to increase basal metabolism and consume energy.

10. High blood pressure, diabetes, prone to hypoglycemia, and family history of hereditary diseases are not accepted by the gym.

11. When exercising, focus on standardizing body movements and feeling the strength of your muscles.

12. Do not take cold showers after exercising

13. Do not drink cold drinks during or after exercise

14. Don’t drink a lot of water when exercising

Aerobic exercise

stretch

Adjust diet

Adjust amount

Adjust time

adjust structure

Increase muscle content and reduce fat; increase muscle endurance and increase muscle strength Relieve low back pain; improve certain cardiopulmonary function

1. Aerobic exercise

2. resistance exercise

3. Three points to practice and seven points to eat

4. sufficient sleep

process

diet

Tired: Can’t persist, no effect, not suitable for me

The effect is obvious: it is more comfortable during the day and can be adjusted by yourself.

Current indicator detection - find out the gap from the target - mutual recognition

——The coach conducts “universal” and “key point” designs based on basic principles.

——Presented in a table, with a cycle of 30-360 days—Supervise the implementation and adjust according to the situation of the day

System first - then restore and design

Restore first - then make a plan for the system

System first - then restore and execute

Trainer Date Fitness Goal Distance Difference

Warm-up session Action name Duration Speed ​​Feeling

formal train

Stretching session Action name Duration Feeling

Precautions Action Diet Others

Review regularly

Adjust according to the design process again