Ungaphatha kanjani ngempumelelo ithimba lokuthengisa?

Uma ufuna ukufunda ukuphatha ithimba labadayisi, ufike endaweni efanele. Usuzothola imininingwane engenzeka evela kochwepheshe abaphezulu abake baba khona (futhi bakwenza) ngaphambilini. Ukuphatha ithimba labadayisi kuyinselele impela, kodwa uze uphathe noma ube yingxenye yethimba labadayisi. Masikhulume iqiniso, ukuphatha ithimba labadayisi eliphumelelayo kunzima.

Izifundo engizabelana ngazo ngezansi zivela kubaluleki nabaholi abaningi engibe nenhlanhla yokufunda kubo, kodwa eziklanyelwe indawo yokuthengisa.

Asihambe

1. Basize Bahlale Bahlelekile...Ngaphandle Kwe-CRM

Abathengisi bavame ukuchitha isikhathi sabo esiningi kunkundla yokuphatha ubudlelwano bamakhasimende (noma i-CRM). Lena indawo lapho bangagcina khona umkhondo wawo wonke amanothi nemininingwane ephathelene namadili abasebenza kuwo. Nakuba lokhu kukhuthaza ukuhlala uhlelekile ezingeni lokwenziwayo (iqhinga), akusizi ezingeni eliphezulu (lamasu).

Ukusebenza endimeni entsha yebhizinisi kuthatha isikhathi esikhulu futhi lapho leso sikhathi singabelwa khona siyahlukahluka kakhulu. Uma umbono ungabonisi ihora noma ngaphezulu umhlangano, phuma ngokuthi "Yebo!" Sesilungele ukusayina isivumelwano,” kungaba nomthelela omkhulu endleleni umthengisi ophatha ngayo usuku (nobusuku).

Ukusiza ithimba lethu labadayisi ukuthi lihlale lihlelekile ngaphandle kokucaciswa kwezivumelwano, siqale uhlaka lokuphatha iphrojekthi olushesha kakhulu olubizwa Isikram esiza ekudaleni ukuqondanisa phakathi kweqembu. Nge Isikramu, ama-reps kufanele ahlele ngokunyuka kwamasonto onke ku- “ Sprint "yabelana.

Lokhu kubenza baziphendulele kulo lonke iqembu ngokuqeda imisebenzi ehleliwe, kodwa futhi bahlale bevumelana nezimo ukuze bashintshe.

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Ukulandelela le misebenzi ngaphakathi kwethuluzi lokuphatha iphrojekthi lilonke kudala ukubonakala kwezinga eliphezulu kubaphathi kanye nami ngokwami ​​ngokuthi isivumelwano sinamandla okuvala noma ukuthi isivumelwano esibhaliwe singathunyelwa nini.

2. Yiba nemiphumela

Qasha abantu abazimisele futhi abazimisele. Dala indawo esobala kakhulu egxile ezinkomba zokuthengisa ezibalulekile. Ekugcineni, lapho uhlanganisa abantu abaqhudelana ndawonye endaweni esobala, yonke inhlangano iya phezulu iye kwesokudla. Qiniseka ukuthi ugxile emiphumeleni ukuze abantu bangaphambanisi umsebenzi nokukhiqiza.

3. Thola ukuthi ukuphi nokuthi yini oyidingayo

Ngaphambi kokuthi ufunde ukuphatha ithimba labadayisi, udinga ukulakha. Khomba isigaba abantu abangase babuthelwe kuso, abakhi uma beqhathaniswa nabakhiqizi. Abakhi bathuthuka kusukela ekuqaleni. Baqala lutho. Abakhiqizi bayakhula uma konke sekumi ngomumo. Abantu abaningi abalungile kukho kokubili. Yazi ukuthi ukusiphi isigaba nokuthi udinga uhlobo luni lomthengisi, bese ubuza imibuzo ukuze uhlukanise abakhi kubakhiqizi.

4. Cacisa Imodeli Yakho Yokuthengisa

Kunezinhlobo ezimbili zokuthengisa eziyinhloko ongakhetha kuzo: isiqhingi kanye nomugqa wokuhlanganisa. Ake sibheke ngayinye ngokuningiliziwe:

1. Isiqhingi: lena indlela evamile yokuthengisa lapho umdayisi ngamunye eqenjini enesibopho sazo zonke izici zenqubo yokuthengisa. Bazakhela owabo umkhondo, bashayele ezabo izingcingo, bavale amadili abo, nokunye. Imodeli elula ukuyisebenzisa nokuphatha njengoba zingekho izingxenye eziningi ezihambayo ongazikhathaza ngazo.

2. Umugqa wokuhlanganisa: Indlela yokuhlanganisa isabalalisa amalungelo okuthengisa phakathi kwamaqembu amane ahlukene. Kukhona ithimba lokwakha eliyinhloko, abamele ukuthuthukiswa kokuthengisa, abaphathi bama-akhawunti, nabahlanganyeli bempumelelo yamakhasimende. Iqembu ngalinye lisebenzisana namathemba namakhasimende ezigabeni ezihlukene zohambo lomthengi.

Womabili amamodeli achazwe ngenhla angasebenza ngempumelelo. Leyo oyikhethela inhlangano yakho incike kakhulu esigabeni ibhizinisi lakho elikuso. Isibonelo, indlela yesiqhingi ngokuvamile isebenza kangcono ekuqaleni, kodwa indlela yomugqa wokuhlanganisa ngokuvamile ilungele amabhrendi amisiwe.

5. Nikeza Izindima Ezicacile Nezibopho

Wonke umuntu eqenjini lakho kufanele azi kahle ukuthi iyini indima yakhe. Uma bengakwenzi, ngeke ulindele ukuthi bafinyelele imigomo engaguquki. Iqhinga liwukwaba izibopho ngokuhambisana namakhono omuntu siqu. Kulula kakhulu uma ibhizinisi lakho lisebenzisa imodeli yokuthengisa ewuchungechunge, echazwe ngenhla.

Isibonelo, ungaphatha isisebenzi esiyi-dynamite uma kuziwa ekukhiqizeni imikhondo, kodwa sibhidlika njengekhukhi ngaso sonke isikhathi lapho kufanele bakhulume nomuntu okungenzeka ukuthi abe yiklayenti. Lo muntu kufanele amenywe ukuthi ajoyine ithimba lesizukulwane esiholayo futhi avunyelwe ukuthi agxile kulokho akwenza kahle kakhulu.

Yenza okusemandleni akho ukwabela labo abanethuba elihle lokuyiqeda imisebenzi nezibopho.

6. Phatha okulindelwe ngokufanele

Ufuna ukugqugquzela iqembu lakho futhi wenze konke ongakwenza ukuze ulisekele. Ngicabanga ukuthi wonke umuntu uyazi ukuthi ukusebenza ngokweqile kubukeka kanjani, kodwa bambalwa abachaze ukuthi ukusebenza kancane kubukeka kanjani. Ingabe unethezekile ngomthengisi osebenza ngokungaguquki ku-90% wesabelo noma lowo ongase abe ku-150% ngenyanga eyodwa futhi abe ngaphansi kakhulu kwelandelayo?

7. Beka ibha phezulu

Uma imigomo yokuthengisa iphezulu (kodwa ifinyeleleka), kukhona okufanele ukuphishekela futhi iqembu lakho kufanele likholwe ukuthi noma yini ingenzeka. Uma nje ufinyelela 70% wenhloso yokuvelela, wenza kangcono kunokufinyelela 100% wegoli elimaphakathi, inqobo nje uma kukhona i-nirvana ehlangene mayelana nokuthi yini eyakhiwayo ebhebhezela impumelelo yakho.

8. Gxila Ekuqeqesheni I-akhawunti

Shumeka ukufunda okuqhubekayo kusiko; ukugcizelela nokutshala imali ekuqeqesheni nasekuthuthukisweni kochwepheshe. Noma iyiphi inhlangano ephumelelayo yokuthengisa kufanele ibe ne-cadence eqinile yokuqeqeshwa ehlala ithuthukisa izisekelo zolwazi lomkhiqizo, ubuhlakani bokuncintisana, ukucwaninga, ukuphathwa kwamathuba, ukuhlela indawo, nokuxhumana kochwepheshe.

9. Sebenzisa isilinganiso sevolumu/inani

Abantu bakho ababaluleke kakhulu (obathandayo) kufanele bachithe isikhathi ezintweni ezincane kakhulu (kodwa ezibaluleke kakhulu) — njengokwakha ubudlelwano, ukuthola ukudluliselwa, kanye nokuthola ubambiswano. Abantu bakho bevelu ephansi badinga ukugxila emisebenzini enevolumu ephezulu, njengokuphendula umkhondo ube umkhondo. Lokhu kuyiqiniso futhi kumathemba. Funa amathemba amancane, kodwa angcono.

10. Cabanga ukuthi asikho isisombululo esilingana nawe

Unabantu abaningi abahlukahlukene abakusebenzelayo. Iqhaza lakho elokuba umeluleki nomsizi. Ufuna ukuvikela iqembu lakho kwezepolitiki noma ekuziphatheni okubi kokuthengisa, kwenze kube lula ukuthi ligxile emsebenzini owenzayo, futhi liphumelele kakhulu. Abantu abahlukene badinga ukuphathwa ngendlela ehlukile - thola ukuthi yini ekhuthaza ngamunye wabo bese ucindezela lezo zinkinobho ukuze uthuthukise abathengisi abangcono bebonke.

11. Setha i-CRM yokuthengisa

Ngeshwa, abathengisi abaningi bachitha kuphela U-35% wesikhathi sabo sokuthengisa. Okusho ukuthi ithimba lakho labadayisi cishe lichitha izingxenye ezimbili kwezintathu zesikhathi salo emisebenzini engahlobene ngokuqondile nokuthengisa imikhiqizo nokwandisa imali engenayo.

I-CRM yokuthengisa enhle ingasiza iqembu lakho ukuthi libuyise ingxenye ebalulekile yosuku lwalo, ikakhulukazi uma utshala imali kokukodwa okunamandla okuzenzakalela. Kwesinye isikhathi ukuphatha ithimba lezokuthengisa kwehla nje ekunikezeni ama-reps akho amathuluzi abawadingayo ukuze baphumelele.

12. Thola amamethrikhi omsebenzi kanye nezinkomba zokusebenza (KPIs)

Izinto eziningi ebhizinisini zingaphezu kwamandla ethu. Isibonelo, asinqumi ukuthambekela okukhulu okulandelayo noma lapho kwenzeka izinhlekelele zemvelo. Uma senza kanjalo, izitayela cishe bezingeke zishintshe futhi iziphepho bezingeke zibe khona. Amamethrikhi omsebenzi wokuthengisa akala izinto esingakwazi ukuzilawula.

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Ezimweni eziningi, sinquma ukuthi zingaki amakholi abandayo esizowenza ngosuku, izikhathi ezingaki lapho sizimisele ukulandelela ngemikhondo, njalo njalo. Lapho ulawula abamele abadayisi, kubalulekile ukucabangela lezi zinombolo.

Landelela amamethrikhi omsebenzi wokuthengisa njengenombolo yokuhola edaliwe, inombolo yamakholi enziwe, nemihlangano ehlelelwe i-reps yakho ngayinye, kanye ama-KPI ajwayelekile.

13. Khuthaza Ithimba Lakho

Ikhomishini iphesenti lendali, enikezwa umdayisi ovale isivumelwano. Isibonelo, imali ye 25 $ izokhokhwa kumthengisi isikhathi ngasinye lapho ethengisa inani lomkhiqizo $500 nge-5% ikhomishini.

Ngakolunye uhlangothi, isikhuthazo yinoma yimuphi umvuzo onikezwa umthengisi ofinyelela izinga elinqunywe kusengaphambili lokuphumelela. Ama-incentives asetshenziselwa ukugqugquzela abathengisi.

Uma uhola ithimba labadayisi, ingxenye yomsebenzi wakho ukubakhuthaza ukuthi basebenze kanzima ngangokunokwenzeka. Yingakho izikhuthazi zinamandla. Khetha uhlelo lokukhuthaza iqembu lakho elizolijabulisa futhi libakhuthaze ukuthi bahambe ibanga elide.

14. Sungula imigudu yokuxhumana

Ukuxhumana kuyisihluthulelo sokuphatha ngempumelelo ithimba labadayisi. Uma ungakwazi ukuxhumana nabameleli bakho, noma okubi nakakhulu, uma bengakwazi ukuxhumana nawe, ibhizinisi lakho ngeke livale amadili amaningi ngendlela ebelingavala ngayo. Qiniseka ukuthi ithimba lakho lineziteshi eziningi zokuxhumana nawe, kunoma iyiphi idivayisi, ngisho noma lihambele imihlangano yokuthengisa endaweni.