{"id":11826,"date":"2021-03-24T17:43:00","date_gmt":"2021-03-24T15:43:00","guid":{"rendered":"https:\/\/www.minicrm.ro\/blog\/?p=11826"},"modified":"2021-09-22T17:26:36","modified_gmt":"2021-09-22T14:26:36","slug":"5-reguli-pe-care-le-poti-urma-pentru-a-transforma-succesele-mici-i%cc%82n-obiective-mari","status":"publish","type":"post","link":"https:\/\/www.minicrm.ro\/blog\/2021\/03-24\/5-reguli-pe-care-le-poti-urma-pentru-a-transforma-succesele-mici-i%cc%82n-obiective-mari\/","title":{"rendered":"Transform\u0103 succesele mici i\u0302n obiective mari"},"content":{"rendered":"\n

O eroare comun\u0103 a liderilor de v\u00e2nz\u0103ri este c\u0103 \u00ee\u0219i asum\u0103 obiective ambi\u021bioase, f\u0103r\u0103 a se concentra pe micile succese de zi cu zi. Obiectivele ambi\u021bioase sunt importante pentru c\u0103 motiveaz\u0103 \u0219i provoac\u0103 echipa de v\u00e2nz\u0103ri s\u0103 se autodep\u0103\u0219easc\u0103. Iar pentru ace\u0219tia, motiva\u021bia continu\u0103 conteaz\u0103 foarte mult. <\/p>\n\n\n\n

Un om cu foarte mult\u0103 experien\u021b\u0103 \u00een v\u00e2nz\u0103ri ne-a spus la un moment dat: \u201dCa s\u0103 \u00eemi amintesc obiectivul anual, trebuie sa m\u0103 uit \u00een CRM-ul meu. Ca s\u0103 mi-l amintesc cu exactitate pe cel trimestrial, am nevoie s\u0103 m\u0103 g\u00e2ndesc un pic \u00eenainte. \u00cens\u0103 obiectivul meu pe luna asta \u00eel \u0219tiu \u0219i \u00een somn\u201d<\/p><\/blockquote>\n\n\n\n

\u00cen contrast, obiectivele ambi\u021bioase pot deveni \u00eens\u0103 \u0219i foarte demotivante, dac\u0103 posibilitatea \u00eendeplinirii\u00a0lor devine foarte \u00eendep\u0103rtat\u0103.<\/p>\n\n\n\n\n\n\n\n

De aceea obiectivele mici sunt extrem de importante pentru a construi obiective mari<\/strong>, credibile \u0219i motivante pentru echipa ta.<\/p>\n\n\n\n

\"\"<\/a><\/figure>\n\n\n\n

Iat\u0103 c\u00e2teva reguli simple pe care le po\u021bi aplica \u00eempreun\u0103 cu echipa ta astfel \u00eenc\u00e2t s\u0103 te po\u021bi bucura de succesele mici, f\u0103r\u0103 a pierde din vedere obiectivele mari.<\/p>\n\n\n\n

1. Urm\u0103re\u0219te progresul s\u0103pt\u0103m\u00e2nal al echipei \u0219i f\u0103 din asta o prioritate<\/strong><\/h2>\n\n\n\n

Stabile\u0219te o \u00eent\u00e2lnire cu echipa ta \u00een fiecare s\u0103pt\u0103m\u00e2n\u0103, care s\u0103 fie considerat\u0103 \u00eent\u00e2lnirea cu cel mai \u00eenalt grad de importan\u021b\u0103. <\/p>\n\n\n\n

Aceast\u0103 \u00eent\u00e2lnire este desf\u0103\u0219urat\u0103 \u00een fiecare s\u0103pt\u0103m\u00e2n\u0103 la aceea\u0219i or\u0103. Nu lunar, nu bilunar. S\u0103pt\u0103m\u00e2nal. Poate fi luni sau vineri sau \u00een orice alt\u0103 zi care crezi c\u0103 se potrive\u0219te dinamicii activit\u0103\u021bii echipei \u00eens\u0103 este important s\u0103 fie s\u0103pt\u0103m\u00e2nal<\/strong> \u0219i nu mai mult de o or\u0103.<\/p>\n\n\n\n

\u00cen aceast\u0103 \u00eent\u00e2lnire cu toat\u0103 echipa se marcheaz\u0103 progresul (Ce evolu\u021bie pozitiv\u0103 sau negativ\u0103 am avut ca echip\u0103 \u00een aceast\u0103 s\u0103pt\u0103m\u00e2n\u0103?) \u0219i po\u021bi, de asemenea, s\u0103 men\u021bionezi \u0219i o persoan\u0103 din echip\u0103 care a contribuit pozitiv<\/strong> la acest rezultat.<\/p>\n\n\n\n

\u00cen aceste \u00eent\u00e2lniri nu se fac clasamente de performan\u021b\u0103 \u00een echip\u0103 \u0219i nici nu se men\u021bioneaz\u0103 persoanele care au avut cele mai slabe rezultate.Chiar dac\u0103 rezultatele echipei sunt slabe, vei putea comunica foarte deschis cu ace\u0219tia despre lucrurile care pot fi f\u0103cute diferit. <\/p>\n\n\n\n

2. Celebreaz\u0103 reu\u0219itele fiec\u0103rui membru \u00eempreun\u0103 cu echipa<\/strong><\/h2>\n\n\n\n

Succesele mici se s\u0103rb\u0103toresc \u00eempreun\u0103 cu echipa. Aprecierile pe care le oferi unui membru al echipei \u00een \u00eent\u00e2lnire tale individuale sunt importante, \u00eens\u0103 nu pot \u00eenlocui recunoa\u0219terea oferit\u0103 \u00een fa\u021ba echipei.<\/p>\n\n\n\n

A\u0219adar, \u021bine cont la fiecare \u00eent\u00e2lnire de echip\u0103 s\u0103 apreciezi m\u0103car o persoan\u0103 care, a contribuit la rezultatele pozitive<\/strong> ale echipei, prin ce a f\u0103cut \u00een s\u0103pt\u0103m\u00e2na respectiv\u0103<\/p>\n\n\n\n

3. Arat\u0103 de ce reu\u0219itele echipei sunt un succes<\/strong><\/h2>\n\n\n\n

Un rezultat va fi un succes dac\u0103 ajut\u0103 la \u00eendeplinirea obiectivului cheie al echipei tale. Se apropie acest rezultat de obiectivul nostru cheie? Atunci \u00eel putem numi succes. Tocmai de aceea obiectivele echipei tale trebuie s\u0103 fie clar definite \u0219i transparent comunicate. <\/p>\n\n\n\n

Asigur\u0103-te c\u0103 to\u021bi oamenii din echip\u0103 \u00een\u021beleg aceste obiective, \u0219i c\u0103 \u00een\u021beleg \u00een ce m\u0103sur\u0103 succesele mici pe care le celebrezi cu echipa sunt importante pentru \u00eendeplinirea obiectivelor voastre .<\/p>\n\n\n\n

4. Pune totul \u00eentr-o form\u0103 vizual\u0103 actualizat\u0103 s\u0103pt\u0103m\u00e2nal <\/strong><\/h2>\n\n\n\n

Cifrele sunt bune, \u00eens\u0103 memoria noastr\u0103 func\u021bioneaz\u0103 mai bine cu imagini. De aceea, este important s\u0103 asociezi succesele echipei tale cu un grafic, o imagine sau un infografic pe care \u00eel vei actualiza s\u0103pt\u0103m\u00e2nal.<\/p>\n\n\n\n

P\u0103streaz\u0103 acea imagine vizibil\u0103 pe toat\u0103 perioada \u00eent\u00e2lnirilor s\u0103pt\u0103m\u00e2nale \u0219i dac\u0103 se poate, adaug\u0103 respectivul grafic \u00een panoul CRM-ului pe care \u00eel folose\u0219ti.<\/p>\n\n\n\n

Astfel, echipa ta va \u0219ti mereu c\u00e2t de bine performeaz\u0103 \u0219i c\u00e2t de mult s-a apropiat de obiectivul ei anual, nu din procente sau din cifre, ci din acea imagine de care \u00ee\u0219i vor aminti imediat atunci c\u00e2nd cineva \u00eei \u00eentreab\u0103 care este situa\u021bia echipei.<\/p>\n\n\n\n

Acum c\u00e2\u021biva ani, un antreprenor, mi-a trimis pe email obiectivele de afaceri ale companiei lui sub forma imaginii unui aisberg segmentat cu linii paralele: v\u00e2rful era marja lui de c\u00e2\u0219tig (inclusiv profitul), nivelul apei era profitabilitatea firmei (c\u00e2\u0219tig sau pierdere), iar ce era sub ap\u0103 erau cheltuielile. <\/p>\n\n\n\n

Urma s\u0103 descop\u0103r c\u00e2teva luni mai t\u00e2rziu aceea\u0219i imagine \u0219i \u00een sala de \u0219edin\u021be unde aveau loc \u00eent\u00e2lnirile de management lunare: un aisberg segmentat de linii paralele. Iar directorii de departamente vorbeau to\u021bi \u00een termeni de \u201dluna asta ne-am mai scufundat un pic\u201d sau \u201dluna viitoare trebuie s\u0103 mai ie\u0219im deasupra apei\u201d.<\/p>\n\n\n\n

5. Reaminte\u0219te obiectivele succesului din s\u0103pt\u0103m\u00e2na urm\u0103toare<\/strong><\/h2>\n\n\n\n

\u00cen fiecare s\u0103pt\u0103m\u00e2n\u0103 define\u0219te condi\u021biile de succes pentru s\u0103pt\u0103m\u00e2na urm\u0103toare. Succesele mici (\u00een mod special succesele mici!) nu pot fi inventate. Ele trebuie urm\u0103rite \u0219i ob\u021binute.<\/p>\n\n\n\n

De aceea, este rolul t\u0103u ca lider s\u0103 stabile\u0219ti condi\u021biile urm\u0103torului succes mic odat\u0103 cu fiecare \u00eent\u00e2lnire s\u0103pt\u0103m\u00e2nal\u0103.<\/p>\n\n\n\n

\u201dSuccesul echipei noastre din aceast\u0103 s\u0103pt\u0103m\u00e2n\u0103 a fost c\u0103 am avut cu 50% mai multe lead-uri dec\u00e2t s\u0103pt\u0103m\u00e2na trecut\u0103. Cele mai multe eforturi pentru ob\u021binerea acestui rezultat le-au f\u0103cut, a\u0219a cum am discutat azi, cei din marketing \u0219i colegul nostru X care a avut ideea campaniei care a generat aceste lead-uri. \u0218i de\u0219i suntem \u00eenc\u0103 \u00een urma obiectivului nostru cheie de a genera v\u00e2nz\u0103ri lunare de X euro, acest succes ne poate apropia de \u00eendeplinirea acestui obiectiv. Dac\u0103 \u00een s\u0103pt\u0103m\u00e2na care urmeaz\u0103 putem s\u0103 concretiz\u0103m 10% din lead-urile ob\u021binute s\u0103pt\u0103m\u00e2na asta, atunci cred c\u0103 acest lucru poate fi considerat un succes. Sunte\u021bi de acord cu mine? S\u0103 mergem pe obiectivul acesta s\u0103pt\u0103m\u00e2na viitoare?\u201d<\/p>\n\n\n\n

Fiecare nou\u0103 condi\u021bie de succes trebuie s\u0103 devin\u0103 public\u0103 \u0219i accesibil\u0103 \u00eentregii echipe fie prin email, fie \u00een CRM.<\/p>\n\n\n\n

***<\/p>\n\n\n\n

Bucur\u0103-te a\u0219adar \u00eempreun\u0103 cu echipa ta de fiecare succes, oric\u00e2t de mic ar fi, care te apropie mai mult de obiectivul t\u0103u cheie! Pentru c\u0103, dac\u0103 te apropie mai mult de obiectivul t\u0103u, atunci nici nu poate fi \u201dmic\u201d ci doar \u201dsucces\u201d :)<\/p>\n","protected":false},"excerpt":{"rendered":"

La rezultatele mari ajungi doar dac\u0103 \u0219tii s\u0103 motivezi echipa s\u0103 \u00eendeplineasc\u0103 repetat obiectivele mici. Afl\u0103 cum succesele mici te pot duce la rezultate mari cu echipa ta.<\/p>\n","protected":false},"author":71,"featured_media":11994,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"gallery","meta":{"footnotes":""},"categories":[28,24],"tags":[438,447,444],"class_list":["post-11826","post","type-post","status-publish","format-gallery","has-post-thumbnail","hentry","category-management-sfaturi-afaceri-mici","category-sfaturi-crestere-vanzari-crm","tag-crm-vanzari","tag-echipa","tag-management-echipa","post_format-post-format-gallery"],"yoast_head":"\nTransform\u0103 succesele mici i\u0302n obiective mari<\/title>\n<meta name=\"description\" content=\"Ce reguli simple po\u021bi aplica \u00eempreun\u0103 cu echipa ta astfel \u00eenc\u00e2t s\u0103 te po\u021bi bucura de succesele mici, f\u0103r\u0103 a pierde din vedere obiectivele mari.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, 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