New期刊:领导者的三个核心角色

自媒体 自媒体

(自媒体www.777n.com)

A WORD FROM Author (本文来自www.777n.com)

作者有话说

(原文来自www.777n.com)


Dear SalesExecutive:

列位发卖精英,人人好:


What is the primary job responsibility of a sales leader? Simple. It is to produce profitable revenue for the company.

发卖主管的首要工作职责是什么?简言之, 就是为公司带来可盈利的收入。

The way to do that consistently—and to keep getting better at it—is to build a great sales culture. How do you do that? One place to start is by identifying the essential roles that sales leaders actually must perform.

要达到目的而且络续改善的方式是竖立一个伟大的发卖文化。你会如何做呢?首先是确定发卖向导者实际必需履行的根基脚色。

I believe that the core roles of a sales leader can be boiled down to three. And, what might those be? Glad you asked.

我相信发卖向导者的焦点脚色能够归结为三个。那或者离别是什么?


We are committed to your professional success.
我们致力于您的事业成功。



Duane Sparks杜南•斯巴克斯

Author of Action Selling动作发卖作者


The Three Core Roles of Every Sales Leader.
发卖向导者的三个焦点脚色


Suppose you want to create a great sales culture in your company. And, suppose you want continuous improvement to be a built-in feature of that culture. What is the best way to go about it?

假如您想在公司建立超卓的发卖文化。而且,您进展持续改善使之成为该文化的内设功能。最好的方式是什么?

To begin with, you must treat sales leadership as a process, one with a series of sub-processes. The past few editions of eCoach have been devoted to describing Action Selling’s approach to the sales leadership process. I have shown you the following diagram.

首先,,您必需将发卖向导视为一个流程,一个主流程包含一系列子流程。曩昔的几期的eCoach一向致力于描述Action Selling的发卖向导流程。我已经向您展示过下图:



Now I want to dive into this diagram by describing the “three leadership roles” it outlines. These are the fundamental processes that a sales leader must get right. They provide the framework that must shape and guide every action you take.

如今我想经由描述它概述的“三个向导脚色”来深入研究下这个图表。这些是发卖向导者必需准确把握的根基流程。它们供应了需要模型和指导您接纳的每一项动作的框架。



The 3 Core Roles of Every Sales Leader
每个发卖向导者的3个焦点脚色


1.    PLAN: Planning is the process of figuring out the activities required to achieve a desired goal. Myriad plans might fall into a sales leader’s area of responsibility: business plans, forecasts, annual sales plans, compensation plans, performance plans, meeting plans, training plans, and more. When planning is done effectively, two good things happen. One, the success rate for accomplishing goals improves dramatically. Two, the time and effort needed to achieve each individual goal are reduced.

1、规划:规划是确定实现预期方针所需履历的过程。 


无数的规划或者属于发卖向导者的责任局限:买卖规划,展望,年度发卖规划,薪酬规划,绩效规划,会议规划,培训规划等。当规划有效完成时,会发生两件功德。第一,实现方针的成功率大大提高。第二,削减了实现每个方针所需的时间和精神。

2.    ORGANIZE: Organizing follows the planning function. It involves hiring and retaining people, creating teams, assigning tasks, and delegating authority and responsibility. Organizing provides the framework that defines tasks, deploys resources, and coordinates activities. Your reporting structure, your process for collaboration, and your plan for skill development are all parts of the organizing function. In the “organize” role, you align your goals with the right people and develop the right skill sets within your team.

2、组织:组织遵循规划功能。


它涉及招聘和留住人才,建立团队,分派义务以及委派权力和责任。组织供应了安置义务,布置资源和协调运动的框架。您的申报构造,协作流程和花样斥地规划都是组织功能的一部门。在“组织”脚色中,您能够将您的方针与合适的人员连结一致,并在团队中培育合适的花样。

3.    COACH: Most managers would tell you that they manage people. In reality, they manage processes, projects, information, and problems. Coaching is different from managing. Coaching is something you do with people. It involves the actions you take while communicating with the people you oversee. When coaching is done well, it becomes a competitive weapon for your company. It provides an opportunity to make a difference every time you communicate with someone. It makes you become more intentional about acting as a leader. Coaching must be a continuous activity.

3、锻练:大多数司理会敷陈你他们治理的是人。 


实际上,他们治理的应是流程、项目、信息和问题。锻练与治理分歧。锻练是你与人之间的事情。它涉及您在与您监视的人沟通时接纳的动作。当锻练做得好时,它就成了贵公司的竞争兵器。每次与或人交流时,它都有机会施展感化。它会让你变得更有意识地饰演向导者的脚色。锻练必需是一项持续的运动。

Most managers would tell you that they manage people.
大多数司理会敷陈你他们治理的是人。

And, how, exactly, do you perform these three roles at a master’s level? Look back at the graphic: The “how” is what those Nine Acts of Leadership are all about. We’ll have more to say about them in the next edition.

并且,你事实若何在向导者的水平上完成这三个脚色?回首一下图形:这些“九种向导行为”的悉数内容是“若何做”。我们将鄙人一期中更多地来谈论。


Action Selling in Action
动作发卖 实践案例


Only a great sales culture can generate consistently great performance. A truly great sales culture is one in which excellent performance just keeps on getting better.

只有卓越的发卖文化才能发生持之以恒的卓越绩效,一个真正伟大的发卖文化是精良的示意,是使之络续变得更好的一种。

Only great sales leaders can create a great sales culture. When you are able to perform the three core roles of sales leadership at a master’s level—and you never stop working the process—that is a recipe for continuous improvement. And, when you are continuously improving upon greatness, your sales culture becomes unbeatable.

只有精良的发卖向导才能缔造出精巧的发卖文化。当您可以在主管级别位置上执行发卖向导的三个焦点脚色时(您永远不要停下来)这是持续改善的窍门。并且,当您络续提高本身的品质时,您的发卖文化将变得无与伦比。



* For information about how to make sales training pay huge dividends, contact us at 0755-88265430,88261982.


有关若何使发卖培训获得丰厚回报,迎接致电我们:
0755-88265430,88261982。


微旌旗:actionselling


❶ 近期公开课 : 7月25-26日 深圳
❷ 科特勒学院专注企业营销发卖培训
❸ 长按右侧二维码,接见学院微网站

  点“阅读原文”,在线报名
自媒体微信号:777n扫描二维码关注公众号
爱八卦,爱爆料。
小编推荐
  1. NO.1 神奇的魔法蛋糕,1次能吃到3种口感,用料做法都简洁

    魔法蛋糕是一款很神奇的蛋糕,经由烘焙后会在一个蛋糕里主动分层,呈现出三种分歧状况,,让你一次吃到3种口感,用料做法都很简洁,赶紧试一

  2. NO.2 淘宝20块钱的帆布包也太悦目了吧!一口气买十个!

    哈喽美宝宝们晚上好 你们可爱的鸡宝宝又来啦! 不知道人人平时最常背的包包是哪个 鸡是无论剁手几多个包包 最常背的必然是 帆布包 ! 帆布包真

  3. NO.3 经典人力成本核算剖析

    每到做人力成本的预算时,都邑让HR小伙伴头大。因为这项工作需要财务、买卖多部门配合协作完成:算产值、奖金,展望昔时的营业收入和需要投入

  4. NO.4 一位教师妈妈的心声:家长别把负能量传给孩子,请相信先生的

    比来, “家庭教育” 这一话题引起了人人的普遍商议。同伙圈撒布的各类段子和文章,让“焦虑”成了家长的集体画像。焦虑的背后其实是无处安放

  5. NO.5 男生有生理回响和爱你没紧要,就像你妈打你,不讲事理...

    相信好多宝宝跟男票在一路的时候 都邑发现一个神奇的生理现象 那就是:发现男票 丁丁勃起 通俗点讲就是: 硬了 (为了协调文明旁观,接下来喵

  6. NO.6 5款超等火爆的手撕面包,好吃不腻,口感松软,看一遍就能学会

    为防走失、错过出色,请实时 添加星标 哦! 一个专注0根蒂免费学烘焙的平台 微旌旗: bake360 今天分享几款超好吃的手撕面包给人人,无需繁琐的整

  7. NO.7 其实,不到500块的连衣裙就够美了!

    本年的炎天来得太突如其来了吧!一波升温搞得人措手不及。不分南北,北京上海上周末都要破30度了?! Reformation 2019春夏 Kate Dress Urban Outfitters 2

  8. NO.8 紧要通知:如今成就569分以下的高中生,必然要看这篇文章,影

    高考仅剩2个月,你是否还在 学校 刷 题 、讲题、测验中 无限 轮回…… 这种进修方式下,成就一向没有提拔? 前次测验做错的题,此次依旧会做错

Copyright2018.亲亲自媒体资讯站,让大家及时掌握各行各业第一手资讯新闻!