Ukunquma ukuthi iyiphi imodeli yokuthengisa eyenza umqondo omkhulu ebhizinisini lakho kufana nokuzama ukulinganisa isikali - lonke ushintsho olwenzayo ngakolunye uhlangothi nakanjani lube nomthelela kolunye.

Iphuzu elikhona: Ucwaningo lwakamuva lugqamise imodeli yokuthengisa edumile ephumele ekubeni abangaphezu kuka-85% abamele izwe lonke bazuze isabelo.

Uhlangothi olubi: Ukuqeqeshwa okuqinile nokuzibophezela okudingekayo ukwenza imodeli efana nalowo msebenzi nakho kubangele izinga lenzuzo elingu-24%.

Nazi izinzuzo nezingozi zamamodeli amathathu okuthengisa aphumelela kakhulu ebhizinisini namuhla … uhlobo izinhlangano ezisezingeni lomhlaba ezilusebenzisayo ukuphihliza izinhloso nokugcina umkhawulo wazo wokuncintisana:

1. Uhlelo lokuqeqesha nentuthuko.Izinkampani ezingaphezu kuka-75% ezisezingeni eliphezulu zibheka abathengisi bazo njengomsebenzi oqhubekayo, okusho ukuthi wonke ummeli uyadingeka ukuthi abambe iqhaza ohlotsheni oluthile lokuqeqeshwa nokuthuthukiswa okusemthethweni unyaka ngamunye.Iningi lalokho kuqeqeshwa (isb., izinkundla zokucobelelana ngolwazi zasendlini, izinkomfa, izingqungquthela, njll.) kuhloselwe ukuhlonza kanye nokunqoba ubuthakathaka bomunye nomunye.

Ubuhle bemodeli yokuthengisa yokuqeqesha nokuthuthukisa:

• ama-reps athuthuka njalo, okusho ukuthi inqubekelaphambili yomnyango wonkana
• abathengisi abasha ngokuvamile banikezwa umeluleki, okwenza kube lula isikhathi sabo sokukhuphuka, futhi akhuthaze ubumbano phakathi kwamazinga.
• Ama-71% abathengisi (ngokwesilinganiso) bathola isabelo njalo, futhi
• kukhona ukuhlasela okulinganayo, lapho ukuncintisana okunempilo nokusebenzisana kweqembu kuyinsakavukela.

Izingozi ezimbili ezinkulu zemodeli yokuqeqesha nokuthuthukiswa yilezi:

• iphesenti eliphezulu labamele abaphezulu abashiyayo ngoba benomuzwa wokuthi inkampani iyayazisa iminikelo yabo emikhulu, futhi
• abaphathi bachitha cishe sonke isikhathi sabo bezama ukugcina ubudlelwano obulinganayo nawo wonke umthengisi.

Lolu hlelo lunengqondo kunoma iyiphi inkampani eyazisa abasebenzi bayo, futhi encamela ukukhangisa ngaphakathi.

2. Uhlelo lwe-80/20.Abaphathi abaningi bajwayelene nombono wokuthi u-80% wokuthengisa kwabo nakanjani uzovela ku-20% ephezulu yokuthengisa kwabo.Uhlelo lwe-80/20 lusekelwe phezu kwabaphathi abachitha cishe sonke isikhathi sabo beqeqesha ama-20% aphezulu ukuze balondoloze ukusebenza kahle okuphezulu.

Nazi izinzuzo ezinkulu, ngokusho kocwaningo oluhlukahlukene:

• i-high-octane salesforce lapho ama-reps angcono kakhulu ehlala eqhudelana ukuze adlule omunye komunye
• umnyango ongenangqondo lapho abathengisi bazi ukuthi ukusebenza okuphansi ngeke kubekezelelwe, futhi
• ukugxila okuncane lapho abaphathi bazi ukuthi ubani okumele bagxile kuye ukuze bagcine izinombolo zabo.

Izinkinga ezintathu ezinkulu:

1. ngokwesilinganiso, ngaphansi kwesigamu sabathengisi abazuza isabelo ohlelweni olufana nalolu
2. I-subpar reps ayivamisile ukuba ngcono ngokuhamba kwesikhathi, okuholela emazingeni amangalisayo angama-38%, okusho ukuthi
3. abaphathi basomjikelezo wokuqasha njalo, okuyiqiniso elivimbela ikhono labo lokugxila emisebenzini yezithombe ezinkulu.

Lolu hlelo lunengqondo ezinkampanini ezinkulu ezingakwazi ukwenza inzuzo ecishe ibe ngama-40% emali ethengiswayo minyaka yonke, inqobo nje uma iqhuba abameleli abaphezulu ukuthi baqhubeke nokufuna imiphumela engcono.

3. Uhlelo lokuhoxiswa komthetho.Okulindelekile endaweni yemakethe engagunyaziwe ukuthi amashifu ebhizinisi azosho ukuthi yiziphi izinguquko ezidingekayo.Izinhlangano eziningi zokuthengisa zisebenza ngokuvumelana nefilosofi efanayo.Ngokusho komhlaziyi wezokuthengisa uJerry Colletti, isabelo silungiswa minyaka yonke ngemodeli yokuhoxiswa ngokusekelwe kulokhu:

• izinombolo zonyaka odlule
• ukukhula kwenkampani uma kuqhathaniswa nokukhula kwemakethe, kanye
• yiluphi uhlobo lokulungiswa olunethuba elingcono kakhulu lokukhulisa inzuzo.

Uchwepheshe omkhulu kunawo wonke: Abathengisi banomuzwa wokuthi inkampani ibeka abasebenzi bayo kuqala, okungase kukhulise ukwethembeka nokusebenza.

Ububi obukhulu kakhulu: Izinhlelo ze-Deregulation comp ziyashintsha minyaka yonke - okuguquguqukayo okungase kubangele ikhanda elikhulu kubaphathi nabaphindiseli.

Insiza: Ithathwe ku-inthanethi