Isingeniso

Ezimweni zanamuhla zokuthengisa ezishintsha ngokushesha, ukuzuza amanani aphezulu okuwina kanye nezimbangi ezisebenza kahle kudinga okungaphezu nje kwamasu okuthengisa okuvamile. Njengoba izimakethe zidinga ukushintshwa kanye nokuziphatha kwabathengi kuguquka, abaholi bezentengiso bayaphoqeleka ukuthi bachaze kabusha izindlela zabo. Lesi sihloko sihlola ukuthi ukwamukela izindlela ezintsha zokuthengisa nezindlela zokuqeqesha zingaguqula kanjani lezi zinselele zibe amathuba okukhula. Ngokusuka kuma-paradigms okuthengisa izixazululo aphelelwe yisikhathi futhi ugxile ekuvumelaneni nokwenza izinqumo, amaqembu athengisa angakwazi ukuvikela impumelelo yawo manje nasesikhathini esizayo. Ake singene sijule kulawa masu okuguqula athembisa ukukhulisa amanani akho okuwina futhi sithuthukise ukusebenza kahle kweqembu.

Okuqukethwe
● Ukuqonda Isimo Samanje Sokuthengisa
● Ukushintsha Okubalulekile Kwabaholi Bezentengiso Banamuhla
● Ukuthuthukisa Ukusebenza Kwethimba Lokuthengisa
● Ukubuyekeza Indlela Yakho Yokuhlanganisa Amapayipi
● Ukubhekana Nokuziphatha Komthengi Endaweni Ye-ACDC
● Ukushintsha usuka ekudayiseni isixazululo ukuya ekunikeni amandla izinqumo
● Ukuqeqeshwa Kokuthengisa Okubalulekile Kokusebenza Okuthuthukisiwe

Ukuqonda Isimo Samanje Sokuthengisa

Lapho sibhekene nezimo zezomnotho ezithuthukayo, indawo yokuthengisa iye yaba inselele kakhulu, okuphoqa ukuthi kuhlolwe kabusha amaqhinga endabuko. Nakhu ukubhekisisa ukuguquguquka kwemakethe okukhona:

1. Ukwehla Kwezilinganiso Zokuwina: Naphezu kobuningi bobuchwepheshe bokuthengisa nezindlela, izilinganiso zokuwina ekuthengisweni azikubonanga ukuthuthuka okukhulu. Lokhu kumiswa kukhombisa isidingo esibalulekile sokushintsha indlela amasu okuthengisa akhiwa futhi asetshenziswe ngayo.
2. Ukuncipha Kwesidingo Semakethe: Ukushintshashintsha kwezomnotho, njengokuthatha umhlalaphansi kwesizukulwane se-Baby Boomer kanye nokwehla kwamazinga okuzalwa, kunomthelela ekwehleni kwesidingo semakethe. Lezi zinguquko zezibalo zenza kudingeke i-pivot yamasu ukuze kugcinwe umfutho wokuthengisa emakethe yezinkontileka.
3. Izinselele Eziqhubekayo: Amaqembu amaningi okuthengisa ayaqhubeka nokuthembela ezindleleni ezingasaniki imiphumela efiselekayo. Lokhu kungaboni ngaso linye phakathi kwesu kanye neqiniso lemakethe kuvame ukuholela ekugejisweni kwezinhloso zokuthengisa namathuba.

Ukushintsha Okubalulekile Kwabaholi Bezentengiso Banamuhla

Ukuze uzulazule endaweni yokuthengisa eyinkimbinkimbi yanamuhla, abaholi kufanele bamukele izinguquko zamasu ezihambisana namaqiniso emakethe yesimanje. Nansi indlela abaholi bezentengiso abangazijwayeza ngayo:

1. Ukulahla Amasu Angasebenzi: Kubalulekile ukuthi abaholi bezentengiso bahlaziye ngokucophelela futhi balahle amasu ahluleke njalo ukuletha imiphumela. Lokhu kubandakanya ukuqhela ngesibindi ezindaweni zokunethezeka kanye nezindlela ezivamile ezingasanikezeli indawo yokuthengisa yamanje.
2. Ukwamukela Izindlela Ze-Agile: Ukuthengisa kwesimanje kudinga ukuguquguquka nokuzivumelanisa nezimo ngokushesha. Abaholi bezentengiselwano kufanele basebenzise izindlela ezisheshayo ezivumela impendulo esheshayo ezinguqukweni zemakethe nokuziphatha kwabathengi, baqinisekise ukuthi amasu okuthengisa anamandla njengemakethe uqobo.
3. Izindlela Ezisha Zobuholi: Ngokugqugquzela isiko lokuqamba izinto ezintsha nokufunda okuqhubekayo, abaholi bezentengiselwano bangakhuthaza amaqembu abo ukuthi ahlole amasu amasha agxile ekuqondeni nasekuphenduleni izidingo zamakhasimende ngempumelelo kakhudlwana.

Ukuthuthukisa Ukusebenza Kwethimba Lokuthengisa

Ukuthuthukisa ukusebenza kahle kwamaqembu okuthengisa kubalulekile ekwandiseni amanani okuwina kanye nokufeza imigomo yokuthengisa. Nawa amanye amasu okuthuthukisa ukusebenza kweqembu:

1. Ukugcizelelwa Ekuqeqesheni Okusebenzayo Kokuthengisa: Izinhlelo zokuqeqesha ezivamile nezihlosiwe zingathuthukisa ngokuphawulekayo amakhono abamele ukuthengisa. Ngokugxila ekusebenzeni ngempumelelo kwezokuthengisa njengomgomo oyinhloko, amaqembu angathuthukisa ikhono lawo lokuvala amadili futhi ahlangabezane nezabelo.
2. Ukuthuthukisa Ubungcweti Bomkhakha: Abaholi bezentengiso kufanele batshale imali ekuqeqesheni amaqembu abo ukuze abe ochwepheshe bezimboni. Lobu buchwepheshe benza abadayisi bakhulume ngokuzethemba ngemikhiqizo nemakethe, bababeke njengabacebisi abathembekile kumakhasimende abo.
3. Izifundo Eziyisibonelo Zamasu Aphumelelayo: Ukuhlanganisa izifundo zezinto ezenzeka ngempela kumaseshini okuqeqesha kunganikeza imininingwane esebenzayo futhi kukhuthaze amaqembu okuthengisa. Ukukhombisa izindaba ezibambekayo zempumelelo kusiza ukukhombisa ukuthi yini esebenzayo emakethe yanamuhla nokuthi yini engasebenzi.

Ukubuyekeza Indlela Yakho Yokumbozwa Kwepayipi

Amasu amapayipi endabuko avamise ukuwa emakethe yanamuhla encintisanayo. Nansi indlela yokucabanga kabusha ukuphathwa kwamapayipi ukuze uthuthukise imiphumela yokuthengisa:

1. Ukweqa Ubuningi: Ukuba nenani elikhulu lamathuba esikhathini esizayo akusho ngempela ukuguqulwa okuyimpumelelo. Abaholi bezentengiselwano kumele bagxile eqophelweni nasekulungeni kwala mathuba kunokuba bagxile kwinani lawo kuphela.
2. Ukukhetha Amathuba Abalulekile: Ukukhetha amathuba afanele ongawalandela kubaluleke kakhulu kunangaphambili. Amathimba okuthengisa kufanele asebenzise imininingwane eqhutshwa idatha ukuze abone ukuthi yimaphi amathuba okungenzeka ukuthi aguqule futhi abele izinsiza zawo ngokufanele.
3. Ukuthuthukisa Amaqhinga Okuguqula: Esikhundleni sokwandisa nje inani lamathuba, abaholi bezentengiso kufanele basebenzise amasu ahloselwe ukukhulisa izinga lokuguqulwa kwamathuba akhona. Lokhu kungase kuhlanganise ukulandelela komuntu siqu okwengeziwe, ukuqeqeshwa kokuthengisa okuthuthukisiwe, noma ukuqondanisa kangcono nezidingo zamakhasimende.

Ikhuluma ngokuziphatha komthengi endaweni ye-ACDC

Ukuzivumelanisa nemvelo ye-Accelerating Constant Disruptive Change (ACDC) kubalulekile ukuze uqonde futhi uphendule ekuziphatheni komthengi omusha. Nakhu ukuthi abaholi bezentengiso bangaqondana kanjani nalezi zinguquko:

1. Ukuqonda Isidingo Sokuqinisekisa: Ezweni elibonakala ngokungaqiniseki, abenzi bezinqumo bafisa ukuqiniseka nokuzethemba ekuthengeni kwabo. Amasu okuthengisa kufanele agxile ekudaleni umuzwa wokuphepha nokwethenjwa, abonise ukuthi imikhiqizo noma amasevisi angahlangabezana kanjani nezidingo zomthengi ngokuthembekile.
2. Ukugcizelela Izinqumo Zesu: Abathengi baya ngokuya bebandakanyeka ezinqumweni ezingavamile, zamasu kunokuthenga okuvamile. Ngakho-ke izindlela zokuthengisa kufanele zishintshele ekusizeni lezi zinqubo zokuthatha izinqumo eziyinkimbinkimbi, zinikeze ulwazi olujulile kanye nokubonisana.
3. Ukwakha ubudlelwano: Endaweni ye-ACDC, ukwakha ubudlelwano besikhathi eside nabathengi kubaluleke kakhulu kunangaphambili. Amaqembu okuthengisa kufanele agxile ekuqondeni nasekulindeleni izidingo zabathengi, anikeze izixazululo eziguqukayo kanye nezinselelo zabo zebhizinisi.

Ukushintsha ukusuka ekuthengisweni kwesixazululo ukuya ekunikweni amandla kwesinqumo

Isimo sezokuthengisa sesishintshile, okwenza kudingeke ukuthi kusukwe esixazululweni esake saduma sokuthengisa siye ekuvumela ukuthi wenze izinqumo ezingcono phakathi kwabathengi. Nansi indlela lolu shintsho olungaphathwa ngayo ngempumelelo:

1. Ukubona Ukuphela Kwenkathi Yesixazululo: Ngemva kwamashumi eminyaka okugxilwe kuwo, ukukhanga kokuthengiswa kwezixazululo kuye kwancipha njengoba abathengi baya ngokuya bebona umehluko omncane phakathi kwezixazululo ezincintisanayo. Amaqembu okuthengisa adinga ukuphendukela ekuqondeni nasekuxazululeni izinselele ezithile zebhizinisi nezinjongo zamakhasimende awo.
2. Ukukhuthaza Ukwenziwa Kwezinqumo Okunolwazi: Ukugxila okusha kufanele kube ekuhlomiseni abathengi ngolwazi nemininingwane edingekayo ukuze benze izinqumo ezinolwazi. Lokhu kuhlanganisa ukuhlinzeka ngolwazi olucacile, olufanele kanye nokukhombisa ukuthi ukukhetha kuhambisana kanjani nezinhloso zazo zamasu.
3. Indlela Yokubonisana: Ochwepheshe bezokuthengisa kufanele bashintshele endimeni yokubonisana, lapho beqondisa abathengi ngenqubo yokuthatha izinqumo kunokumane baphushe umkhiqizo noma isevisi. Le ndlela yakha ukwethembana okujulile futhi ibeka abathengisi njengabacebisi ababalulekile.

Ukuqeqeshwa Okubalulekile Kwezokuthengisa Zokusebenza Okuthuthukisiwe

Ukuze aphumelele ngempela endaweni yanamuhla yokuncintisana, amaqembu athengisayo kufanele athole ukuqeqeshwa okudlula izisekelo zokuthengisa. Nansi indlela yokusebenzisa amasu okuqeqesha asebenzayo:

1. Ukuthuthukisa 'Okunye-Up' Sales Reps: Umqondo 'One-Up' ukuthengisa reps kuhilela ukulungiselela abathengisi ukuthi babe nolwazi futhi igunya emkhakheni wabo, ukuze bakwazi ukuhola amaklayenti ngokuzethemba ukwenza izinqumo ezingcono kakhulu. Lokhu kudinga ukufunda okuqhubekayo kanye nokuphatha kahle amathrendi nezinselelo zemboni.
2. Ukubeka Kubaluleke Kakhulu Ukuphumelela Kokuthengisa: Ukugxila ekuqeqesheni ngempumelelo yokuthengisa kungathuthukisa kakhulu amanani okuwina. Ukuqeqeshwa kufanele kube ngamasu futhi kwenziwe ngendlela efanele, ukubhekana nobuthakathaka obuthile enqubweni yokuthengisa futhi kuqinise amandla okuthuthukisa ukusebenza kahle.
3. Ukuhlola Izindlela Ezintsha: Njengoba imakethe ishintsha njalo, kubalulekile ukuze ukuqeqeshwa kokuthengisa kufake phakathi ukuhlola nokwamukelwa kwezindlela ezintsha zokuthengisa ezintsha. Lezi kufanele zakhelwe ukubhekana nezinselele eziyingqayizivele zendawo yokuthengisa yamanje.

Ngokutshala imali kula masu okuqeqesha ahlosiwe, abaholi bezentengiselwano bangaqinisekisa ukuthi amaqembu abo awahlonyiselwe ukuhlangabezana nezidingo zanamuhla kuphela kodwa futhi akulungele kahle ukuzivumelanisa nezinselele zesikhathi esizayo.

Isiphetho

Sengiphetha, ukuguqula amasu okuthengisa ukuze avumelane nezinselele zesimanje kuhilela ukuguquguquka okuphelele kukho kokubili indlela yokucabanga kanye nendlela. Kusukela ekubuyekezeni amasu okuhamba phambili kuya ekuthuthukiseni amandla okwenza izinqumo kanye nokutshala imali ekuqeqesheni ukuthengisa okuphumelelayo, isici ngasinye sidlala indima ebalulekile ekwakheni amandla okuthengisa aphumelelayo, avumelana nezimo. Njengoba imakethe iqhubeka nokuthuthuka, kufanele kanjalo namasu asetshenziswa yilabo abafisa ukuhola endaweni yokuncintisana yokuthengisa.