EPISODE · Aug 10, 2020 · 15 MIN

Vertriebssteuerung

from Verkaufen an Geschäftskunden · host Stephan Heinrich

Methodik im Vertrieb? Fehlanzeige. Das ist die traurige Realität in vielen Unternehmen. Abhilfe wird gesucht, indem die Unternehmensführung dem Vertrieb ein CRM-System aufzwingt, um besser zu kontrollieren. Dadurch wird das Chaos zumeist nicht geringer – nur teurer. Die professionelle Steuerung der Vertriebsarbeit kann jedoch enorme Produktivitätssteigerung bewirken. Dieser Beitrag zeigt, welche Methoden und Werkzeuge wirklich helfen. Wer glaubt, dass Vertriebsleiter den Vertrieb leiten, der glaubt auch, dass Zitronenfalter Zitronen falten. Dieser Spruch bringt es ziemlich gut auf den Punkt: Die Vertriebsarbeit kann nicht von oben durch Befehle gesteuert werden. Sie muss sich von innen durch sinnvolle Methoden und Werkzeuge verbessern. Nur wenn Verkäuferinnen und Verkäufer den Sinn und den Nutzen von veränderter Verhaltensweise erkennen, wird sich die Verbesserung nachhaltig einstellen. stephanheinrich.com/podcast

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Vertriebssteuerung

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