Sales is not maybe business
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www.argo.hr Strana 1
Sales is not maybe business!
Tomislav Bekec
Konferencija Superprodavač 2011.
Hotel Dubrovnik
16.11.2011.
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Pitanje za početak
Danas je 16.11.2011. Prodajna organizacija koju vodite nalazi se na 72.8% godišnjeg plana.
www.argo.hr Strana 2
Hoćete li ostvariti plan do kraja godine?
Ako DA, kako?
Ako NE, koliko će biti ostvarenje plana? Kako ga planirate iduće godine ostvariti?
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Najčešći odgovori
A : “Sigurno! Nema problema! Još ćemo ga i nadmašiti!”
www.argo.hr Strana 3
B : “Vjerojatno. Možda. Tko zna. Znate kakva je situacija, teško je
to reći...”
C : Odgovor managera prodaje koji zna svoj posao...
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Ako su odgovori A ili B...
Ne znamo planirati
www.argo.hr Strana 4
Ne znamo upravljati prodajnom organizacijom
Sales is not maybe business!!!
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Planiranje
www.argo.hr Strana 5
Razina 1 : Rezultati
Razina 2 : Aktivnosti
• Količina
• Smjer
• Efikasnost
Razina 3 : Resursi
• Alati
• Znanja
• Vještine
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Upravljanje
Alati
www.argo.hr Strana 6
Komunikacija
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Alati
www.argo.hr Strana 7
Lista leadova (ne)kvalificiranih
Pipeline
2D segmentacija
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Alati : Lista leadova
www.argo.hr Strana 8
“Prospecting” traženje novih potencijalnih kupaca
Kriteriji klasifikacije
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Alati : Pipeline
Lista svih aktivnih prodajnih prilika
Fokus na aktivnosti i upravljanje njima
Definicija postotaka
www.argo.hr Strana 9
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Alati : Pipeline
Prazan pipeline
Statičan pipeline
Problem u pojedinoj prodajnoj fazi
Analiza propuštenih prodaja
CILJ : upravljanje rezultatom kroz aktivnosti i planiranje istih
www.argo.hr Strana 10
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Alati : 2D Segmentacija
Važnost poznavanja potencijala
Određivanje smjera aktivnosti
Određivanje prodajnog procesa
www.argo.hr Strana 11
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Upravljanje
Alati
www.argo.hr Strana 12
Komunikacija
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Komunikacija
www.argo.hr Strana 13
Planovi
Monitoring & Feedback
Razvoj
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Komunikacija : Planovi
www.argo.hr Strana 14
Izrada : ja/prodavač/zajednički
MBO planiranje ili...
Komuniciram li samo krov ili...
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Komunikacija : Monitoring & Feedback
www.argo.hr Strana 15
Plan bez monitoringa kao da ne postoji!
Praćenje rezultata, ali i aktivnosti
Zajedničke posjete
Alati za monitoring
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Komunikacija : Razvoj
www.argo.hr Strana 16
Imaju li moji ljudi sve potrebne resurse?
Imaju li znanja/vještine za aktivnosti koje ih vode rezultatu?
Glupost je očekivati rezultat od osobe koja nema resurse da ga isproducira!
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Koji bi glasio odgovor voditelja prodaje koji zna posao?
Danas je 16.11.2011. Prodajna organizacija koju vodite nalazi se na 72.8% godišnjeg plana.
www.argo.hr Strana 17
Hoćete li ostvariti plan do kraja godine?
Ako DA, kako?
Ako NE, koliko će biti ostvarenje plana? Kako ga planirate iduće godine ostvariti?
![Page 18: Sales is not maybe business](https://reader036.fdocuments.in/reader036/viewer/2022062514/558aa8abd8b42a5e408b46da/html5/thumbnails/18.jpg)
Koji bi glasio odgovor voditelja prodaje koji zna posao?
1. Koliko mi nedostaje do realizacije plana?
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2. Pipeline : imam li u dovoljno trenutnih prilika za postizanje plana? Što mi treba da zaključimo postojeće? Akcijski plan?
4. Imam li dovoljno kvalificiranih leadova za punjenje pipeline-a? Da li su trajanje prodajnog ciklusa i prosječna narudžba dovoljni za
ostvarenje plana? Kako mi izgleda akcijski plan? 5. Monitoring na tjednoj bazi i odgovarajuće aktivnosti
3. 2D segmentacija : postoji li potencijal kod postojećih klijenata koji bi još mogli iskoristiti? Kojim prodajnim procesom? Akcijski plan?
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www.argo.hr Strana 19
Sales is not maybe
business!
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www.argo.hr Stranica 20
Kontakt podaci
www.argo.hr
Blog : http://paradigma4b.wordpress.com/
LinkedIn profil : http://www.linkedin.com/in/tomislavbekec
Tomislav Bekec
Managing Partner ARGO zagreb d.o.o.