{"id":8430,"date":"2016-12-10T13:58:54","date_gmt":"2016-12-10T08:28:54","guid":{"rendered":"https:\/\/rationalselling.com\/?p=8430"},"modified":"2022-02-21T18:14:17","modified_gmt":"2022-02-21T12:44:17","slug":"global-sales-teams","status":"publish","type":"post","link":"https:\/\/www.rationalselling.com\/de\/global-sales-teams\/","title":{"rendered":"Rocket Your Sales - Tools &amp; Praktiken f\u00fcr Ihre globalen Vertriebsteams!"},"content":{"rendered":"<p class=\"p1\"><span class=\"s1\">Unternehmen sind st\u00e4ndig bestrebt, ihre Vertriebsteams zu verbessern, indem sie die besten Vertriebsmitarbeiter einstellen, die sie finden k\u00f6nnen. Diese Verkaufstalente verf\u00fcgen \u00fcber jahrelange Erfahrung im Verkauf an die schwierigsten Kunden. Das meiste Wissen, das sie haben, stammt aus ihrer Erfahrung. Wie w\u00e4re es, wenn wir ihr angesammeltes Wissen durch einige Tools erg\u00e4nzen k\u00f6nnten, die sie noch effizienter machen w\u00fcrden?\u00a0<\/span><\/p>\n<p class=\"p1\"><span class=\"s1\">Im Folgenden wird versucht, einige dieser Instrumente und Praktiken zu ermitteln und zu erl\u00e4utern, die in Ihrem Unternehmen wirksam eingesetzt werden k\u00f6nnen, um die Leistung Ihrer Vertriebsteams drastisch zu verbessern:<\/span><\/p>\n<p class=\"p1\"><span class=\"s1\"><b>Big Data w\u00fcrde das Spiel ver\u00e4ndern<\/b><\/span><\/p>\n<p class=\"p1\"><span class=\"s1\">Traditionelle L&amp;D-Abteilungen sind nicht mehr einfach der Personalabteilung unterstellt. Sie arbeiten jetzt eng mit den CIOs zusammen und geh\u00f6ren zu den gr\u00f6\u00dften Eink\u00e4ufern von Technologie. Das bedeutet, dass die Teams f\u00fcr die Vertriebsf\u00f6rderung jetzt mit dem Datenwachstum und all den Informationen, mit denen sie \u00fcberflutet werden, Schritt halten m\u00fcssen. Dies wird ihnen dabei helfen, Lernpfade f\u00fcr Vertriebsteams zu bestimmen und pr\u00e4diktive Analysen \u00fcber den Erfolg von Vertriebsteams zu erstellen.<\/span><\/p>\n<p class=\"p1\"><span class=\"s1\"><b>Die Bedeutung der KMU<\/b><\/span><\/p>\n<p class=\"p1\"><span class=\"s1\">Die Vertriebsmitarbeiter eines Unternehmens haben durch Live-Webinare und Telefonkonferenzen, bei denen sie ihren KMUs und sogar dem CEO fast alles fragen k\u00f6nnen, fast in Echtzeit Zugang zum Lernen. Ein solcher Mechanismus, der den Vertriebsteams einen regelm\u00e4\u00dfigen Zugang zu den KMU erm\u00f6glicht, ist das wichtigste und kosteng\u00fcnstigste Instrument, das eingesetzt werden kann. Viele Unternehmen veranstalten auch \"Lunch and Learns\", zu denen sie Experten einladen, damit die Mitarbeiter kontinuierlich lernen k\u00f6nnen.<\/span><\/p>\n<p class=\"p1\"><span class=\"s1\"><b>Einheitliches System des Lernens<\/b><\/span><\/p>\n<p class=\"p1\"><span class=\"s1\">Auch wenn es uns nicht gef\u00e4llt, aber immer mehr Vertriebsprofis und -mitarbeiter nutzen die Internet-Suchmaschinen (Google) f\u00fcr ihre Recherchen! Was bedeutet das? Es bedeutet, dass sie Zugang zu einem System mit hervorragenden Indexierungs- und Suchfunktionen ben\u00f6tigen. Infolgedessen vollzieht sich in den Unternehmen ein gro\u00dfer Wandel. Sie speichern jetzt ihr gesamtes Wissen an einem zentralen Ort. Dies bedeutet nicht das Ende von Lernmanagementsystemen, aber es bedeutet, dass alle Lerninhalte an einem Ort gespeichert werden.<\/span><\/p>\n<p class=\"p1\"><span class=\"s1\"><b>Lernen in Echtzeit<\/b><\/span><\/p>\n<p class=\"p1\"><span class=\"s1\">Wenn Vertriebsmitarbeiter auf Informationen aus dem Portal zugreifen, muss das Meta-Tagging ebenfalls dynamisch sein. Sie m\u00fcssen auch in der Lage sein, Kursmaterial oder Tipps innerhalb von Kursen oder \u00fcber soziale Medienkan\u00e4le wie LinkedIn oder Twitter sofort zu finden. Wenn diese Tipps und Kursmodule durchsuchbar sind, sparen die Vertriebsmitarbeiter Zeit und k\u00f6nnen die gesuchten Informationen schnell finden.<\/span><\/p>\n<p class=\"p1\"><span class=\"s1\">Vertriebsmitarbeiter brauchen Informationen sofort und in Echtzeit. Das bedeutet, dass sie die Informationen per E-Mail oder direkt in ihrem Computer erhalten m\u00fcssen. <a href=\"https:\/\/salesforce.com\/\"><span class=\"s2\">salesforce.com<\/span><\/a><\/span><\/p>\n<p class=\"p1\"><span class=\"s1\"><b>LMS sind manchmal zu allt\u00e4glich!<\/b><\/span><\/p>\n<p class=\"p1\"><span class=\"s1\">Die Benutzeroberfl\u00e4chen der meisten LMS sind nicht besonders anspruchsvoll. Die Leute wollen das Amazon-Erlebnis. Aber die Benutzererfahrung mit typischen LMS entspricht nicht diesen Erwartungen. Die Suchfunktionen m\u00fcssen hervorragend sein, und die Vertriebsmitarbeiter m\u00fcssen in der Lage sein, auf einfache Weise und bei Bedarf Tipps zu erhalten. Online-Lernen wird auch immer mobiler. Tablets ersetzen PCs, und die Menschen wollen mit ihren Smartphones auf ihre Lerninhalte zugreifen k\u00f6nnen.<\/span><\/p>\n<p class=\"p1\"><span class=\"s1\"><b>Gamification<\/b><\/span><\/p>\n<p class=\"p1\"><span class=\"s1\">Gamification erm\u00f6glicht es Unternehmen, die Leistung von Vertriebsmitarbeitern und die Auswirkungen auf die Abteilung zu analysieren. Sie erm\u00f6glicht es auch externen Anbietern, ein Unternehmen mit einem anderen zu vergleichen. Das bedeutet, dass Vertriebsmitarbeiter denjenigen folgen wollen, die ihnen wertvolle Tipps, Tricks und Taktiken vermitteln. Die Unternehmen beginnen auch, Bewertungs- und Beurteilungssysteme f\u00fcr ihren Lehrplan zu erstellen.\u00a0<\/span><\/p>\n<p class=\"p1\"><span class=\"s1\"><b>Lernen in kleinen H\u00e4ppchen<\/b><\/span><\/p>\n<p class=\"p1\"><span class=\"s1\">Die heutige Generation braucht das Lernen in mundgerechten H\u00e4ppchen. Das bedeutet, dass sie nicht mehr als zwei bis 10 Minuten am St\u00fcck lernen will. Die neue Generation m\u00f6chte in der Lage sein, ein Video abzurufen, das ihr alle ben\u00f6tigten Informationen in drei Minuten vermittelt. Das Lernen muss auch zeitlich gestaffelt sein. Nach einer von einem Ausbilder geleiteten Sitzung oder nach dem Erlernen eines Konzepts m\u00fcssen Sie den Lernenden mit einer Tr\u00f6pfchenkampagne unterst\u00fctzen, um das Gelernte zu festigen.<\/span><\/p>\n<p class=\"p1\"><span class=\"s1\">Als Vertriebsprofi und Berater in der Schulungs- und Personalbeschaffungsbranche habe ich diese Prozesse effektiv eingesetzt, um die Vertriebseffizienz und die Ums\u00e4tze zu verbessern. Die oben genannten Ansichten sind jedoch nicht die einzigen Werkzeuge, die Sie verwenden k\u00f6nnen! Ich bin mir sicher, dass andere erfahrene Vertriebsprofis dieser Liste aus ihren vielf\u00e4ltigen Erfahrungen noch mehr hinzuf\u00fcgen k\u00f6nnen! Ich w\u00fcrde mich freuen, wenn andere Experten ihre Meinung in den Kommentaren kundtun w\u00fcrden.<\/span><\/p>\n<p><span class=\"s1\">\u00a0<\/span><\/p>","protected":false},"excerpt":{"rendered":"<p>Unternehmen sind st\u00e4ndig bestrebt, ihre Vertriebsteams zu verbessern, indem sie die besten Vertriebsmitarbeiter einstellen, die sie finden k\u00f6nnen. Diese Verkaufstalente verf\u00fcgen \u00fcber jahrelange Erfahrung im Verkauf an die schwierigsten Kunden. Das meiste Wissen, das sie haben, stammt aus ihrer Erfahrung. ... <\/p>","protected":false},"author":8,"featured_media":8391,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"pmpro_default_level":"","footnotes":""},"categories":[6],"tags":[21703,21704,21701,21700,21684,21689,21690],"class_list":["post-8430","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-globalsalesteam","tag-sales","tag-leadership","tag-content-strategy","tag-corporate-training","tag-rational-selling","tag-rational-selling-and-sourcing","pmpro-has-access"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.2 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Rocket Your Sales -Tools &amp; Practices for your Global Sales Teams! - Rational Selling &amp; Sourcing<\/title>\n<meta name=\"description\" content=\"Organisations constantly strive to better their sales teams by hiring the best sales people they can find. 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