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  ARTIKLER » HVORDAN SER FREMTIDENS SÆLGERE UD?   NYHEDER
 
Hvilke kompetencer skal sælgerne have for også i fremtiden at opnå succes? Nutidens kunder er velinformerede og selvbevidste og stiller store krav til deres samarbejdspartnere om rådgivning, sparring og et konkret udbytte af samarbejdet. Der arbejdes med langvarige relationer, partnerskaber.

Dette stiller store krav til både ledelse og sælgere hos leverandøren. For ledelsen gælder det ikke kun om at have de rette strategier på plads, men i høj grad også om at have de rette folk til at føre dem ud i livet.

Sælgerens roller
Fremtidens sælgere findes blandt dem, der er i stand til at forstå kundens behov og formår at yde og synliggøre "added value" for kunderne. Sælgeren skal derfor varetage flere vigtige roller som:

  • Projektleder, fordi samarbejdet med kunderne bliver mere komplekse
  • Ekspert, fordi specialiseret viden der overgår kundernes, er et must
  • Sparringspartner, fordi kunderne kræver rådgivning, der gør en forskel
  • Teamplayer, fordi samarbejdsprocesserne vil involvere funktioner på tværs af virksomheden, så der arbejdes i indkøbsteams og salgsteams

Sælgeren vil, inden for sit "speciale", fungere som problemløser for kunderne. Derfor er det vigtigt, at sælgeren kender og engagerer sig i kundens virksomhed og situation. Tillid, pålidelighed og kvalitet er afgørende.

Den fremtidige sælgerprofil
Bogen "Performance Selling - Successful Salesmen Create Customer Values" giver nogle bud på, hvad der kendetegner den ideelle sælger anno 2005:

1. Uddannelse

  • Længere videregående uddannelse

2. Forretningsspecialist

  • Grundlæggende forståelse for forretningsledelse
  • Forståelse for virksomheders værdikæde
  • Strategisk forståelse
  • Forståelse for sammenhængen mellem virksomhedens handlingsparametre

3. Problemløser

  • Løser struktureret komplekse problemstillinger
  • Identificerer kundernes problemer og udarbejder fordelagtige, kreative og alternative løsninger
  • Bruger og forstår værdien af netværk

4. Personlighed

  • Er dynamisk med et højt præstationsniveau
  • Kan klare et stort arbejdspres
  • Sætter mål og har viljen til at opnå succes
  • Viser "Bløde værdier"
  • Er en udpræget teamplayer

5. Ekspert i salgsprocesser

  • Ekspert i og ansvarlig for specifikke salgsprocesser
  • Resultat- og omkostningsorienteret
  • Følger op på resultater

6. IT

  • Rutineret IT bruger og forstår at drage nytte af fordelene

7. Sprog og kultur

  • Kommunikerer på flere sprog og har forståelse for andre kulturer

Kilde: "Performance Selling - Successful Salesmen Create Customer Values", Mercuri International og Universität St. Gallen, 2002

Fokus og målrettet udvikling

Der er altså brug for nye færdigheder i kontakten til kunderne. Kanonsælgeren afløses af relationsskaberen, den kundeorienterede og målrettede sælger, som godt kan acceptere ikke at få ordren ved det første kundebesøg. Til gengæld skabes der på sigt et stort og vedvarende salg til de respektive kunder.

Denne udvikling sker ikke af sig selv. Det kræver stort fokus i såvel rekrutteringen som i medarbejderudviklingen. Sælgerne skal udvikle deres nye roller gennem nyt fokus, målbevidsthed og en klar identitet. Dette klares ikke på en weekend, men skal være en del af en målrettet forandringsproces, der løbende optimeres og intensiveres. Det kræver en stor investering i tid og udvikling, men der er ingen, der har råd til at lade være.
 



Kilde: Bjarne Hallstroem , d. 4. august 2004
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