Ziziphi izizathu ezibangelwa ukungalingani kokusebenza? Kuthiwani ngabadlali abaphezulu beentengiso ezibenza bakwazi ukuphumeza iziphumo eziphezulu? Ngaba umntu unokufezekisa ukusebenza kwentsebenzo ekuthengiseni? Ngokuqinisekileyo kukho ezinye izakhono zokuthengisa enoba ubani unokufunda. Umzekelo, kulula ukufundisa indlela yokubuza imibuzo yokucinga.
Ukubuza imibuzo ekhangayo
Imibuzo ebonakalisayo yimibuzo eqala ngokuthi ngubani, yintoni, nini, kuphi, kutheni kwaye njani. Ukuba ubuza imibuzo ecacileyo endaweni yeempendulo ezingaphendulwa ngo-yewe okanye cha, ithemba lidla ngokukwabelana ngolwazi olungakumbi kunye nawe. Oku kwandisa amathuba okufumanisa "iingongoma zentlungu" ekugqibeleni ekukhokelela ekuthengiseni.
Unokufunda indlela yokubuza imibuzo ekhangayo ngokuthatha inxaxheba kumdlalo olula. Kulo mdlalo umdlalo, uza kudlala nomthengisi kwaye ndiza kudlala. Njalo xa undibuza ewe okanye akukho mbuzo, ndiya kuphendula "akukho." Ukutsalwa ngamatye ngeempendulo ze "akukho" izimpendulo ziya kukuphulaphula ye-yes / ayikho umkhwa wokubuza ngokukhawuleza!
Ezinye izakhono zokuthengisa ziyanzima ukufunda. Umzekelo omhle ufundisa abathengisi indlela yokubuza imibuzo kwaye landela umgca kwiimpendulo. Ukucacisa le ngcamango, makhe sisebenzise elinye indima. Kulo mdlalo umdlalo, uya kundibuza imibuzo engqondweni. Ndiza kuphendula iimpendulo eziqulethe "iingongoma zentlungu".
Ukuba uyazibona iingongoma zeentlungu kwaye uzigxininise ngokwaneleyo (ngokubuza imibuzo eyongezelelweyo), ekugqibeleni uyakwazi "ukuthengisa".
Ngaba uyazi ukuba yintoni na amava am naleyomdlalo? Abanye abathengi bafunda indlela 'yokulandela umtya' lula. Abanye bayalwela, kodwa ekugqibeleni bafunda indlela yokwenza. Nangona kunjalo, abanye abayifumananga, nayiphi na into engaba nzima ngayo! Kutheni abanye abantu banokufunda olu buchule, kodwa abanye abakwaziyo?
Ndayilwa nalo mbuzo iminyaka eyi-14. Ndandisoloko ndikholelwa ukuba nabani na oya kuphumelela nantoni na ukuba befuna izinto ezibi kwaye bekulungele ukusebenza kanzima. Nangona kunjalo, amava am "ngokulandela umgca" wendima yendima yandenza ndaqala ukubuza loo nkolelo. Njengoko ndaqhubeka ndifunda kwaye ndiphanda malunga neminyaka, ekugqibeleni ndafumanisa iinqununu ezimbini zolwazi evule amehlo am.
Uthotho oluphambili # 1
Kwincwadi yabo, "Ngoku, Qaphela Amandla Akho," uMarcus Buckingham noDonald Clifton baxele ukuba abaphathi abaphezulu kunye nabaphathi abaqhelekileyo banamathemba ahlukeneyo kubasebenzi babo. Ngokutsho kweBuckingham kunye neClafton, abaphathi abaqhelekileyo bacinga ukuba "umntu ngamnye unokufunda ukukwazi ukwenza into ephantse" ngelixa abaphathi abakhulu becinga ukuba "iitalente zomntu ngamnye zihlala zize zodwa".
Iincwadi ezininzi zokuthengisa kunye neenkqubo zokuqeqesha zibonakala zithatha indawo yokujonga umphathi wesilinganiso. Ngamanye amagama, babonakala becinga ukuba nabani na onokufunda ukuthengisa. Isithembiso sabo esingenakuthetha kukuba konke okufuneka uyenze kukutyhala ixesha elaneleyo, umzamo kunye nemali yokufunda izakhono abazifundisayo. Ukuba ubeka ixesha kunye nomgudu, uza kufunda izakhono kwaye ekugqibeleni uphumelele ekuthengiseni.
Ngelishwa, kukho imizekelo emininzi yeencwadi zokuthengisa kunye neekhosi zokuqeqesha ezingavelisi ukuphuculwa okufunayo kwintengiso yokusebenza. Cinga ngabanye abathengisi obaziyo ngabanye. Bangaphi babo bazama ukwenza iinguqu zabo? Kutheni bebenzima?
- Ingaba yimeko yoqoqosho? (Ukuba abanye abathengisi benza amanani abo, ukugxeka uqoqosho ngeke bazuze imfesane.)
- Ingaba ngaba asebenzi kanzima?
- Ngaba ngaba abanalo ulwazi olwaneleyo lwemveliso?
- Ngaba kufuneka basebenze nzima kwizakhono zabo zokuthengisa?
- Ngaba bafuna uqeqesho olubanzi kumphathi wabo?
Kuthiwani ukuba "umphathi omkhulu" yembono yembono? Kuthekani ukuba wonke umntu akanako ukufumana ubuchule kwimpahla? Kuthiwani ukuba impumelelo ekuthengiseni idinga isethi ekhethekileyo yeetalenta?
UKUFUMANA OKUQHELEKILEYO # 2UHerb Greenberg, uHarold Weinstein kunye noPatrick Sweeney babika esi sigqibo encwadini yabo, esithi "Indlela yokuHlala kunye nokuphuhlisa i-Top Top Performer". Emva kokulungelelanisa amakhulu amabini ovavanyo olwenziwe kwiminyaka emininzi kunye nemilinganiselo yokuthengisa yentsebenzo yangempela, bafikelele ezi zigqibo:
Ama-55% abantu abafumana ukuhlala kwabo kwiintengiso kufuneka benze enye into.
kwaye
Olunye u-20% ukuya kuma-25% unokuthatha ukuthengisa, kodwa kufuneka bathengise enye into
Wowu! Zizo ezinye iinkalo ezinokukhathazeka! Zibonisa ukuba ngaphezu kwesigxina sabo bonke abathengi abasayi kuyenza ekuthengiseni. Olunye ikota linethuba elithile lokufeza impumelelo yokuthengisa, kodwa kuphela xa bafumana umsebenzi ofanelekileyo wokuthengisa uhlobo olulungileyo lwemveliso okanye inkonzo.
Ungayibona njani ukuba ngaba abathengisi banetalente ezifunekayo ukuze baphumelele kwiindawo zokuthengisa zenkampani yakho?
Esinye isizathu sokuba iinkampani zihlupheke kwi-80/20 yokusebenza kukuba iinkqubo zabo zokuqesha, ukuqeqeshwa nokulawula abathengisi bancike ngokupheleleyo kwiinkcukacha ezizimeleyo. Emva koko, yintoni eqhubekayo? Ziyimpawu ngokuzimela komntu ngokwazo kunye namava abo. Yintoni eyenzeka ngexesha lo dliwano-ndlebe? Abaphenduliweyo bazama ukupakisha iimpendulo zabo kwimibandela ngendlela eya kwenza ukuba yinto efanelekileyo.
Okwangoku, abadliwano-ndlebe bazenzela izimvo zabo malunga neziqinisekiso zabaviwa belikhundla.
Andiyiphakamisi ukuba ulwazi oluzimeleyo alubalulekanga. Ulwazi oluyingqiqo luyinxalenye esemthethweni kunye neyona nto ibalulekileyo "yabantu". Nangona kunjalo, ukuba izigqibo ezisekelwe kuphela kwiinkcukacha ezizimeleyo zivelisa iziphumo ezingathandekiyo ezingama-80 ekhulwini zexesha, ngaba akunangqiqo ukuqwalasela ukwenza utshintsho?
Enye indlela yokuzisa ulwazi olujoliswe kuyo injongo yokuqesha kunye neenkqubo zokuqeqesha ngokusetyenziswa kweemvavanyo ezizodwa zokuhlola iimveliso. Andibheki kwiimpawu zobuntu okanye zokuziphatha ezifana ne-Myers-Briggs okanye i-DISC. Ezi zixhobo zixhobo zoncedo ekufundeni indlela yokunxibelelana ngokuthe ngcembe nomntu, kwaye unokubonelela ngeengcamango zomntu. Nangona kunjalo, abaphumelelanga ukuqikelela ukuba ngaba umntu uya kuphumelela ekuthengiseni.
Iimvavanyo ezizodwa zokuvavanya ekuthengiseni ukuba ndibhekiselele ekufumaneni ukuba umntu ufunda ngokukhawuleza njani kwaye zilungile kangakanani "ekucingeni".
Ukuqiqa - ngokukodwa ukuqiqa ngomlomo - yiyona nxalenye ebalulekileyo ye talente ngokubuza imibuzo kwaye "landela umgca" kwiimpendulo. Ngaphezu koko, iimvavanyo zokuhlola ezithengisayo kakhulu zichonga amandla omntu okanye ubuthathaka kwiintlobo zezinye iimpawu ezibalulekileyo zokuthengisa. Ezi ziquka oku kulandelayo:
- I-Drive Drive: Ngaba umntu uyavuya ekuboniseni, ekukholiseni, ekuxoxisaneni nasekukhuthazeni abanye? Bangayithandi kangakanani le mi sebenzi?
- Ukuxhatshazwa komzwelo: Kwenzeka njani ukuba umntu ohlawulekayo ngokukhawuleza avela ekugatheni? Ngaba bafunda kumava abo kwaye bahamba ngokukhawuleza? Okanye ngaba banokunciphisa ukuveliswa komkhiqizo?
- Ukuqiqa Iikhono: Ngaba umntu uyabuza imibuzo emihle? Ngaba bayakwazi ukudibanisa iimpendulo baze bathathe iingcezu eziza kunceda ukuqhubela phambili ingxoxo kwisiphumo esifanelekileyo?
- IDrayivu yeeNkonzo: Yeka indlela enobungane kwaye eyamukelekayo ngumntu ngamnye? Ngaba banomdla kangakanani ekwakheni ubudlelwane nasekuncedeni abanye?
- Ukuqinisekiswa: Indlela enokuqiniseka ngayo umntu? Ziyimpumelelo kangakanani ekukholiseni abanye ukuba bathathe inyathelo?
- Isimo sengqondo: Sinjani isimo sengqondo somntu? Ngaba bayibona ingilazi ibe yintsimbi engenanto okanye igcwele isigxina?
- Izakhono zoNxibelelwano: Ukuthetha ngokuchanekileyo, ngokubhaliweyo nangokubhala? Ngaba iinkonzo zabo zicacile kwaye ziyasebenza?
- Ukhuphiswano: Ukhuphiswano lomntu ngamnye? Ukukhuphisana kwabo kubonakala njani?
- Amandla: Unamandla kangakanani umntu? Ngaba bahlale "behamba", okanye ngaba kufuneka baqhutywe kwizenzo?
- Ukuzimela: Kwenzeka njani ukuba umntu amkele isikhokelo kwabanye?
- Umlinganiselo wokuFunda: Umntu onokufunda ngokukhawuleza ulwazi olutsha? Ziziphi iindlela zokufunda ezivelisa kakhulu?
- Ukunyamezela ukuLawula: Uzimisele kangakanani umntu ukwenza imisebenzi yolawulo? Ingqalelo kangakanani ukuba bahlawule iinkcukacha?
- Ngaba ngaba nguHunter okanye uMfama? Ngaba bakhetha ukuphishekela ishishini elitsha, okanye ngaba bakhetha ukulawula ubudlelwane bamakhasimende obukhoyo? Okanye, ngaba bayakwazi ukwenza imisebenzi emibili ngokufanelekileyo?
- Ngaba ngaba bangaphakathi okanye baqhutywa ngaphandle? Abathengisi abashukumisayo bangaphakathi bakwazi ukulawula imisebenzi yabo. Abathengisi abashukumisayo bangaphandle bafuna isikhokelo kunye nenkxaso evela kumphathi wabo ukwenzela ukuba bahlale besebenza ngokufanelekileyo.
- Ziza kuphumelela njani iProspect? Ngaba buhlungu (kwaye ngokuqhubekayo) baya kulandela amatsha amatsha?
- Bazimisele kangakanani ukuthobela iimfuno zoLawulo? Oku kungabandakanya ukuhlaziywa kwamarekhodi kwinkqubo yolawulo lwenxulumano lwabathengi benkampani yakho (CRM) kunye nokubonelela ngexesha elichanekileyo kunye nexesha elichanekileyo lokuhlaziywa kwepayipi.
- Ngaba baya kuba yiLungu leLungu elihle? Ngaba baya kusebenza ngokubambisana namanye amalungu eqela lokuthengisa, kunye namanye amasebe?
Iimvavanyo ezizodwa zokuvavanya iimveliso zingabanceda njani abathengi abakhoyo abakhathalelayo?
Banganceda ngeendlela ezimbini. Okokuqala, banako ukuchonga ukuba ngabaphi abathengi kufuneka babe kwivenkile. Ukuba umntu akanalo iitalente eziyimpumelelo kwimisebenzi yokuthengisa yenkampani yakho, kunokubakho ezinye iindima kwintlangano yakho apho iitalente zabo neemfuno zabo zingasetyenziselwa ukuzuza. Ukuba akukho zikhundla ezinjalo zikhona, into enomsebenzi ongayenzayo kukuba uhambe.
Unokubamba njani umntu ukuba abe nomusa? Ngenxa yokuba akukho mnandi ukulwa nomsebenzi ongeyilungelelaniso. Ukuba ubelana ngeziphumo zokuvavanywa kwezi vavanyo kunye nabo bantu, banokufumana ulwazi malunga neetalente zabo ezinamandla. Kungekudala banokufudukela kwiindima ezihambelanayo neetalente zabo neemfuno zabo, ngokukhawuleza baya kuvuna izibonelelo zokuphucula umkhiqizo, ukukhuthazwa kunye nokwaneliseka komsebenzi.
Indlela yesibini le mivavanyo yovavanyo ingabancedisa abathengisi abanzima ngokuzichaza iimfuno zabo ezizodwa zoqeqesho. Ukuba ufumanisa iimfuno zoqeqesho ngamnye zomthengisi, kwaye unikeza uqeqesho olujoliswe ekujonganeni nale mfuno, unokuphucula ngokuphawulekayo ukusebenza kwabo. Nasi umzekelo:
Abathengisi ababini bezithembekileyo, iBhete noBill, basebenzela inkampani efanayo. IBhete ibuthakathaka kwi-Sales Drive, eyenza ukuba akwenqabe ukucela imiyalelo. Umthetho uYilwayo unobuthathaka kwiToughness Emotional, okwenza ukuba abe neengxaki zokuchaswa nokunciphisa ukuphumelela kwakhe. Ukuba iBeth noBill bahamba ngekhosi efanelekileyo yokuqeqeshwa kwezakhono, ukuphuculwa kobuninzi kwimveliso yokuthengisa kufuneka balindele ukuyibona?
Impendulo encinane okanye ayikho. Ngoba? Ngenxa yokuba iBheteli kunye noBill bafuna iimfuno zoqeqesho ezahlukeneyo ezingayi kujongiswa noqeqesho lwezakhono ezisisiseko.
UBhete uza kuncedwa kakhulu ngokuya kwiklasi yokuqeqesha. Ufuna kwakhona ukuqeqesha ukuze amncede ukuba aqaphele ukuba ukungaphumeleli ukucela iilayali ukuchasa abathengi bakhe izixazululo ezibalulekileyo kwiingxaki zezoqoqosho.
UBhili ufuneka ufunde ukuba ungathatywanga uqobo. Kwakhona unokuncedwa ngokuya kwiklasi efundisa ukucinga okulungileyo kunye nezinye iindlela zokukhuthaza.
Ngelishwa, ngaphandle kokuba aba bathengisi ababini baqaphela izidingo zabo ezizodwa zoqeqesho, kwaye banikwe uqeqesho olujoliswe ekujonganeni nabo, akukho sizathu esikhulu sokulindela ukusebenza kwabo ukuphucula.
Isiphelo
Iinkampani ezininzi zilwa ne "80/20" ukungafani kokusebenza kwimibutho yabo yokuthengisa. Ezi zintlupheko zidla ngokubakho ngokuxhomekeke ngakumbi kwiinkcukacha ezizimeleyo xa kuthengisa i-salesperson nokuqeshisa izigqibo. Isisombululo esicetywayo kukuba kufakwe ulwazi olujoliswe kwiinjongo eziqokelelwe kwiimvavanyo ezizodwa zokuvavanya ukuthengisa kwinkqubo "yabantu". Olu tshintsho luyakunceda iinkampani zonyusa inani labadlali abaphezulu kumaqela athengisayo kunye nokuphucula ukusebenza kwamalungu eqela lokuthengisa.