We are a hardware processing factory in Shenzhen. Mechanical processing projects include stamping, metal mold processing, CNC machining center processing, CNC lathe processing, wire cutting processing, milling machine processing, turning processing and so on. We can process high-precision mechanical parts and hardware fittings. The main customers are local machinery and equipment processors in Japan, the United States and Shenzhen. The factory covers an area of 3000 square meters, with more than 40 employees/kloc-0, which can also be said to be a mixed bag. Recently, some people in the factory reported that several old salesmen in our sales department received orders to manufacture mechanical parts and took them to other people's factories for production, and the salary design scheme of our factory can be said to be very good among peers. I think the reason why they do this is nothing more than money, so I'm going to fire these people. At the same time, I am also reflecting on myself, hoping to have a good way to prevent this from happening again. According to the characteristics of mechanical processing industry, how does Shenzhen Hardware Processing Factory deal with the following problems: 1. How can hardware processing plants in machinery industry effectively curb the phenomenon of salesmen flying orders? 2. How should the hardware processing factory in machinery industry manage the sales team? 3. Does Shenzhen Hardware Processing Factory have a better salary design scheme and management scheme for the sales team? A: In order to manage the sales team well, hardware processing plants and mechanical processing industries must first understand the characteristics of the industry, and then formulate a sound sales management system according to their own characteristics. Hardware processing and mechanical processing are the same as other different industries. Sales management mainly consists of three parts: product management, customer management and sales team management. Whether an enterprise has high-quality products or has formulated the correct sales strategy, whether the final product can be sold smoothly and whether the sales strategy can be implemented correctly depends on the management of the sales team. In sales management, people are the core strength of sales. How to build a sales team that can fight hard and implement effective management is the foundation of being invincible in the fierce market competition. Achieve sales targets by improving the sales performance of the sales team. The foundation of strengthening sales team construction, improving team performance and improving sales performance is to establish an elite sales team. Analysis of the performance distribution of sales representatives in enterprises can be roughly divided into the following three types: from the analysis of sales performance of enterprises, we can see that most of the performance distribution of many enterprises belongs to type I-elite representative (supervisor) type, that is, sales performance is mainly realized by a few sales representatives (or supervisors), and 20% of sales representatives (or supervisors) may realize 80% of the company's sales performance; The second category belongs to normal distribution, which is evenly distributed between performance and sales representatives. Enterprises should "catch at both ends and take the middle belt", strive to increase the proportion of outstanding sales representatives and eliminate sales representatives with poor performance; Type III belongs to the elite team type, which is the ideal state pursued by enterprises, and sales represent everyone's excellent performance. The disadvantage of type I is that some elite sales representatives are difficult to control and easy to take credit for themselves. Once lost, it will cause great losses to the enterprise. We should try our best to share the successful experience of outstanding sales representatives, "clone" more outstanding sales representatives, and improve the "consistency" of sales representatives' ability and performance. Make the enterprise transition from type I to type III. If you want to build an efficient team, you must create a corporate culture that pursues Excellence. Corporate culture and team rise and fall are mutually causal. Team members can learn from each other's strengths, trust each other, support each other, help each other in the same boat, turn resistance into help, and help into synergy. Make effective use of the sales performance review meeting and brainstorm. All sales representatives can collectively consult and brainstorm for a sales representative's customer. So every sales representative is not fighting alone, but there is a team behind every sales representative to support him. He has a think tank to collect the wisdom of the team. The sales management of hardware processing and mechanical parts manufacturing is a group management and a whole. What is needed is that everyone is a sales expert, everyone is a team member and everyone is an elite; Personal heroes are not conducive to the development of factories and enterprises.