Am I a vendor? No, I'm a top expert. | Juuriharja Consulting Group Ltd.
Familiar and to some extent also a distressing situation in many companies is that, when figuring out how existing resources is achieved by additional sales. Many times the discussion moves to how much focus on sales to new customers and how much existing customer expansion. Almost always, at some point the sound gets Chief of Staff, who has read the book customer. It says that the study, you should focus on existing customer relationships. He's right. "Not forgetting the sales to new customers!", Shouts Sales immediately after the other. He is also right.
Sales Director to understand the concern is the fact that his team is working on a naturally existing customers - the word weight naturally. When the account manager contacts the client company's existing decision-makers, it is a sale of a business, in which case the customer is often very nature, on his toes, as he will be to sell. The odd case, the account manager does not even have a very good understanding of the client's situation, because he had no hands in the clay to help the customer. That task is left to an expert. Who is responsible for the sales, then?
In many cases, experts are unused resources, because they do not have sales-oriented way of thinking and systematics, and they lack the vision and activity between the lines to grasp the liideihin. This loss of business or be taken advantage of sales opportunities every day.
At some point, the CEO of the operation as someone comes up with that now must provide sales training experts! In general, the expert has been plunged into an expert, because he was not the motivation for the sale and the fact that now was the x-ten thousand stores! This leads to the fact that when an expert source of knowledge to teach the sales and marketing process, the psychological motivation, and intrinsic motivation to the discovery of forgotten about it. In this case, the development does not occur and give rise to a well-intentioned coaching expert with more resistance.
Intrinsic motivation affect the creation of Daniel H. Pink, according to three things: 1) autonomy (autonomy), 2) the opportunity to aspire apperts foods to the perfection (mastery), and 3) the greater the importance of the connection (purpose). In case of an "expert seller" means the autonomy of their own, the sale of the right to self discovery. The opportunity to aspire to the perfection of your sales approach means the development and processing, so that the expert is satisfied with the process and the outcome. Appropriate access to greater importance apperts foods in turn means that an expert to find a suitable way to be influenced more and more of your company, as well as the customer's success.
The expert finds motivation in our experience, apperts foods the fact that he can become a better expert - not a better seller. When you talk about a complex service package, which we are experts tend to make the work with the customer, so we have found that a good sales and good work of experts, in fact, contain a surprising number of the same things. Changes are needed in only a relatively small everyday practices that are both the customer and the organization's own interest and deepen the trust and inducing. It does not matter, however, can not just jump in without any psychological explanation and discussion of why the expert's role and mode of operation is to be changed, and the insurance that he does not have a baking sale of guns. Expert's internal motivation to wake time should be used so that they continue to experience the importance and trust, even if the role and behavior of the filed.
Well-managed coaching after a win-win. Expert to expand their skills and vision to serve the company's strategic goals. The company gets more leads and expand its customer base. All of this in addition to the client function better apperts foods when it is once again one more pair of eyes thinking of how things could be done better.
The authors Annu Nieminen Erika Heiskanen Hiidenpalo says Hannu On page Harri Pursiainen Jari Salo Jorma Turunen, Jukka Hyttinen Catherine Kaija Erkkilä Kaisa Heiskala Martin Raevaara Sea Vehkaperä Mika Monto Otso Jukarainen Salla Saarinen Sari Kuvaja Tiina Salminen, Tiina Tuurnala apperts foods
Familiar and to some extent also a distressing situation in many companies is that, when figuring out how existing resources is achieved by additional sales. Many times the discussion moves to how much focus on sales to new customers and how much existing customer expansion. Almost always, at some point the sound gets Chief of Staff, who has read the book customer. It says that the study, you should focus on existing customer relationships. He's right. "Not forgetting the sales to new customers!", Shouts Sales immediately after the other. He is also right.
Sales Director to understand the concern is the fact that his team is working on a naturally existing customers - the word weight naturally. When the account manager contacts the client company's existing decision-makers, it is a sale of a business, in which case the customer is often very nature, on his toes, as he will be to sell. The odd case, the account manager does not even have a very good understanding of the client's situation, because he had no hands in the clay to help the customer. That task is left to an expert. Who is responsible for the sales, then?
In many cases, experts are unused resources, because they do not have sales-oriented way of thinking and systematics, and they lack the vision and activity between the lines to grasp the liideihin. This loss of business or be taken advantage of sales opportunities every day.
At some point, the CEO of the operation as someone comes up with that now must provide sales training experts! In general, the expert has been plunged into an expert, because he was not the motivation for the sale and the fact that now was the x-ten thousand stores! This leads to the fact that when an expert source of knowledge to teach the sales and marketing process, the psychological motivation, and intrinsic motivation to the discovery of forgotten about it. In this case, the development does not occur and give rise to a well-intentioned coaching expert with more resistance.
Intrinsic motivation affect the creation of Daniel H. Pink, according to three things: 1) autonomy (autonomy), 2) the opportunity to aspire apperts foods to the perfection (mastery), and 3) the greater the importance of the connection (purpose). In case of an "expert seller" means the autonomy of their own, the sale of the right to self discovery. The opportunity to aspire to the perfection of your sales approach means the development and processing, so that the expert is satisfied with the process and the outcome. Appropriate access to greater importance apperts foods in turn means that an expert to find a suitable way to be influenced more and more of your company, as well as the customer's success.
The expert finds motivation in our experience, apperts foods the fact that he can become a better expert - not a better seller. When you talk about a complex service package, which we are experts tend to make the work with the customer, so we have found that a good sales and good work of experts, in fact, contain a surprising number of the same things. Changes are needed in only a relatively small everyday practices that are both the customer and the organization's own interest and deepen the trust and inducing. It does not matter, however, can not just jump in without any psychological explanation and discussion of why the expert's role and mode of operation is to be changed, and the insurance that he does not have a baking sale of guns. Expert's internal motivation to wake time should be used so that they continue to experience the importance and trust, even if the role and behavior of the filed.
Well-managed coaching after a win-win. Expert to expand their skills and vision to serve the company's strategic goals. The company gets more leads and expand its customer base. All of this in addition to the client function better apperts foods when it is once again one more pair of eyes thinking of how things could be done better.
The authors Annu Nieminen Erika Heiskanen Hiidenpalo says Hannu On page Harri Pursiainen Jari Salo Jorma Turunen, Jukka Hyttinen Catherine Kaija Erkkilä Kaisa Heiskala Martin Raevaara Sea Vehkaperä Mika Monto Otso Jukarainen Salla Saarinen Sari Kuvaja Tiina Salminen, Tiina Tuurnala apperts foods
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