\nO discu\u0163ie la ZF Live cu Adrian Cioroianu de la compania de training pentru v\u00e2nz\u0103tori ACKnowledge, cu o experien\u0163\u0103 de 20 de ani \u00een v\u00e2nz\u0103ri, zece ca v\u00e2nz\u0103tor, zece ca trainer:<\/p>\n
\nCum este noua genera\u0163ie de agen\u0163i de v\u00e2nzare?<\/strong> \u201eDin p\u0103cate este jale, nu au motiva\u0163ie, nu le este foame, nu mai exist\u0103 l\u0103comie, \u00een sensul pozitiv al cuv\u00e2ntului, nu prea vor s\u0103 alerge, sunt mul\u0163umi\u0163i cu ceea ce ob\u0163in \u00een momentul de fa\u0163\u0103 \u015fi nu sunt dispu\u015fi s\u0103 trag\u0103 mai mult\u201d, spune el.<\/p>\n \nCum a fost \u00een genera\u0163ia ta?<\/strong> \u201e\u00cen perioada 2000-2010 toat\u0103 lumea era disperat\u0103 s\u0103 fac\u0103 bani, to\u0163i voiau s\u0103 vin\u0103 la trainingurile pe care le oferea gratis compania, acum trebuie s\u0103 tragi de ei s\u0103 vin\u0103 la cursuri\u201d, a ad\u0103ugat el.<\/p>\n \nCare a fost cel mai mare bonus pe care l-ai luat?<\/strong> \u201eA fost un bonus trimestrial, \u00een 2004, de 35.000 de euro, net, eram disperat s\u0103 fac bani, ca de altfel to\u0163i colegii din genera\u0163ia mea.\u201d<\/p>\n \nPe l\u00e2ng\u0103 \u201ecalitatea\u201d agen\u0163ilor de v\u00e2nz\u0103ri \u015fi lipsa dorin\u0163ei lor de a face bani c\u00e2t mai mul\u0163i, este \u015fi problema managerilor care conduc echipele de v\u00e2nz\u0103ri, acei manageri care trebuie s\u0103 \u00eemping\u0103 agen\u0163ii de la spate \u015fi s\u0103-i determine s\u0103 ob\u0163in\u0103 rezultate, men\u0163ioneaz\u0103 el.<\/p>\n \nDac\u0103 acum 10 sau 20 de ani salariul mediu era undeva la 400-500 de euro, acum salariile sunt duble sau triple, dar pia\u0163a este mai dificil\u0103, pentru c\u0103 este mai a\u015fezat\u0103, iar o companie are cam 70% din clien\u0163i stabili, iar posibilit\u0103\u0163ile de cre\u015ftere sunt mult mai reduse. Dar \u015fi \u00een acest context se pot face performan\u0163e, \u00eens\u0103 pentru asta trebuie s\u0103-\u0163i dore\u015fti \u015fi s\u0103 crezi \u00een targeturi, \u015ftiind c\u0103 la cap\u0103tul \u00eencheierii unui contract exist\u0103 un bonus.<\/p>\n \nF\u0103r\u0103 motiva\u0163ia bonusului care s\u0103 dep\u0103\u015feasc\u0103 nivelul salarial, este mult mai greu pentru agen\u0163ii de v\u00e2nzare.<\/p>\n \nCalitatea educa\u0163ional\u0103 \u015fi, p\u00e2n\u0103 la urm\u0103, calitatea noilor genera\u0163ii scade treptat, iar companiile se trezesc \u00een fa\u0163a unei situa\u0163ii \u00een care mai \u00eent\u00e2i trebuie s\u0103 investeasc\u0103 \u00eentr-o educa\u0163ie general\u0103 \u015fi apoi \u00een cursuri specifice. Peste toate acestea se interpune \u015fi tendin\u0163a din pia\u0163\u0103, unde b\u0103ie\u0163ii pleac\u0103 mai t\u00e2rziu de acas\u0103, st\u00e2nd mai mult \u00een lini\u015ftea casei p\u0103rinte\u015fti, ceea ce \u00eei face s\u0103 nu mai fie at\u00e2t de lupt\u0103tori s\u0103 reu\u015feasc\u0103. Av\u00e2nd aceast\u0103 plas\u0103 de siguran\u0163\u0103, se mul\u0163umesc cu pu\u0163in \u015fi nu mai vor s\u0103 trag\u0103, fiind multumi\u0163i cu ceea ce au, men\u0163ioneaz\u0103 Adrian Cioroianu. Dac\u0103 o companie nu are v\u00e2nz\u0103tori buni, este pu\u0163in probabil s\u0103 reu\u015feasc\u0103 s\u0103 creasc\u0103 mai mult dec\u00e2t pia\u0163a. De foarte multe ori, diferen\u0163a dintre plus \u015fi minus pentru o companie este dat\u0103 de echipele de v\u00e2nzare.<\/p>\n \nImediat dup\u0103 ce au intrat pe pia\u0163a rom\u00e2neasc\u0103, \u00een special dup\u0103 anul 2000, multina\u0163ionalele au investit foarte mult \u00een \u015fcoli de v\u00e2nz\u0103ri pentru angaja\u0163i, iar rezultatele s-au v\u0103zut. Adrian Cioroianu \u00ee\u015fi aminte\u015fte de \u015fcoala de v\u00e2nzare de la Telekom sau de la Orange sau \u015fcolile de v\u00e2nzare din farma \u015fi asigur\u0103ri. \u00cen ultimii ani, multina\u0163ionalele au l\u0103sat-o mai moale cu trainingurile de v\u00e2nzare pentru angaja\u0163i, mai ales c\u0103, odat\u0103 ce ai o pozi\u0163ie de top, veniturile se fac de la sine. Adrian Cioroianu remarc\u0103 o prezen\u0163\u0103 tot mai mare acum a companiilor rom\u00e2ne\u015fti care investesc \u00een traininguri de v\u00e2nz\u0103ri pentru angaja\u0163i, \u00een \u00eencercarea de a ob\u0163ine rezultate, \u00een special pe termen scurt. De multe ori, companiile nu mai au r\u0103bdare \u015fi se a\u015fteapt\u0103 ca oamenii s\u0103 performeze imediat, ceea ce, de multe ori, nu se \u00eent\u00e2mpl\u0103, men\u0163ioneaz\u0103 el.<\/p>\n \nPentru a fi un v\u00e2nz\u0103tor bun, trebuie s\u0103 ai anumite calit\u0103\u0163i, pe care nu le are toat\u0103 lumea, \u00eencep\u00e2nd de la tupeu, curaj \u015fi termin\u00e2nd cu dorin\u0163a de a face bani. Bine\u00een\u0163eles c\u0103 toat\u0103 lumea ar vrea s\u0103 fac\u0103 \u015fi s\u0103 c\u00e2\u015ftige bani, dar mul\u0163i renun\u0163\u0103 c\u00e2nd dau de greu, c\u00e2nd \u00eenregistreaz\u0103 primul e\u015fec, c\u00e2nd v\u0103d c\u0103 zilele \u015fi s\u0103pt\u0103m\u00e2nile trec f\u0103r\u0103 s\u0103 \u00eencheie un contract care s\u0103 le aduc\u0103 un bonus.<\/p>\n \nAdrian Cioroianu spune c\u0103 americanii sunt cei mai buni v\u00e2nz\u0103tori \u015fi au cele mai bune \u015fcoli de v\u00e2nzare din lume. Din contactul cu ei, pe c\u00e2nd lucra la Dell, Cioroianu spune c\u0103 ei respir\u0103 v\u00e2nz\u0103ri de diminea\u0163a \u015fi p\u00e2n\u0103 seara, nu se g\u00e2ndesc dec\u00e2t cum s\u0103 v\u00e2nd\u0103 mai mult, cum s\u0103 fac\u0103 business \u015fi, \u00een final, cum s\u0103-\u015fi ia bonusul.<\/p>\n \nAcesta este idealul, pentru c\u0103 p\u00e2n\u0103 la urm\u0103, ca trainer, lucrezi cu materialul clientului. Din p\u0103cate noua genera\u0163ie este cum este \u015fi nu po\u0163i ob\u0163ine rezultate excep\u0163ionale peste noapte.<\/p>\n \n(<\/strong>cristian.hostiuc@zf.ro)<\/strong><\/p>\n","protected":false},"excerpt":{"rendered":" O discu\u0163ie la ZF Live cu Adrian Cioroianu de la compania de training pentru v\u00e2nz\u0103tori ACKnowledge, cu o experien\u0163\u0103 de 20 de ani \u00een v\u00e2nz\u0103ri, zece ca v\u00e2nz\u0103tor, zece ca trainer: Cum este noua genera\u0163ie de agen\u0163i de v\u00e2nzare? \u201eDin p\u0103cate este jale, nu au motiva\u0163ie, nu le este foame, nu mai exist\u0103 l\u0103comie, \u00een […]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[511,7218,512],"tags":[49924,36312,49923,192,178,7236,17444,13343],"class_list":["post-197950","post","type-post","status-publish","format-standard","hentry","category-afaceri","category-resurse-umane","category-revista-bm","tag-acknowledge","tag-adrian-cioroianu","tag-agenti-de-vanzari","tag-angajati","tag-cristian-hostiuc","tag-editorial","tag-motivare","tag-scoli"],"_links":{"self":[{"href":"https:\/\/bm.dev.synology.me\/index.php?rest_route=\/wp\/v2\/posts\/197950","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/bm.dev.synology.me\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/bm.dev.synology.me\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/bm.dev.synology.me\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/bm.dev.synology.me\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=197950"}],"version-history":[{"count":1,"href":"https:\/\/bm.dev.synology.me\/index.php?rest_route=\/wp\/v2\/posts\/197950\/revisions"}],"predecessor-version":[{"id":197954,"href":"https:\/\/bm.dev.synology.me\/index.php?rest_route=\/wp\/v2\/posts\/197950\/revisions\/197954"}],"wp:attachment":[{"href":"https:\/\/bm.dev.synology.me\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=197950"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/bm.dev.synology.me\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=197950"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/bm.dev.synology.me\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=197950"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}