Ukumisela ukuba yeyiphi imodeli yokuthengisa eyenza ingqiqo kwishishini lakho kufana nokuzama ukulinganisa isikali - yonke inguqu oyenzayo kwelinye icala iya kuba nefuthe kwelinye.

Imeko: Uphononongo lwakutsha nje luqaqambise imodeli yokuthengisa eyaziwayo ebangele ngaphezulu kwe-85% yee-reps kwilizwe lonke ifezekise i-quota.

Icala elibi: Uqeqesho olungqongqo kunye nokuzinikela okufunekayo ukwenza imodeli efana naloo msebenzi nako kukhokelele kwireyithi ye-24%.

Nazi izinto ezilungileyo kunye nezibi kwezona modeli zintathu zentengiso ziphumeleleyo kwishishini namhlanje ... uhlobo olusetyenziswa yimibutho ekumgangatho wehlabathi ukophula iinjongo kunye nokugcina ukhuphiswano lwabo:

1. Isicwangciso soqeqesho nophuhliso.Ngaphezulu kwe-75% yeenkampani ezigqwesileyo kwiklasi zithatha abathengisi babo njengomsebenzi oqhubekayo, oku kuthetha ukuba yonke i-rep iyadingeka ukuba ithathe inxaxheba kuhlobo oluthile loqeqesho olusesikweni kunye nophuhliso ngonyaka ngamnye.Uninzi kolo qeqesho (umzekelo, iindibano zocweyo zangaphakathi, iinkomfa, iisemina, njl.njl.) lujoliswe ekuchongeni nasekoyiseni ubuthathaka bommeli ngamnye.

Iinzuzo zoqeqesho nophuhliso lwemodeli yokuthengisa:

• abameli bahlala bephucuka, nto leyo ithetha ukuba inkqubela yesebe ngokubanzi
• abathengisi abatsha ngokubanzi babelwa umcebisi, owenza lula ixesha labo lokunyuka, kwaye ukhuthaze ubumbano phakathi kwamanqanaba.
• I-71% yabathengisi (ngokwe-avareji) bafezekisa i-quota rhoqo, kwaye
• kukho uhlaselo olulungeleleneyo, apho ukhuphiswano olusempilweni kunye nentsebenziswano yeqela iyinto eqhelekileyo.

Ezona mpazamo zimbini zinkulu zoqeqesho nophuhliso lwemodeli zezi:

• ipesenti ephezulu yabameli abaphezulu abashiyayo ngenxa yokuba abaziva ukuba inkampani ixabisa igalelo labo elikhulu, kwaye
• abaphathi bachitha phantse lonke ixesha labo bezama ukugcina intsebenziswano elinganayo kunye nomthengisi ngamnye.

Esi sicwangciso siyavakala kuyo nayiphi na inkampani exabisa abasebenzi bayo, kwaye ikhetha ukukhuthaza ngaphakathi.

2. Isicwangciso se-80/20.Uninzi lwabaphathi baqhelene nombono wokuba i-80% yeentengiso zabo ngokuqinisekileyo ziya kuvela kwi-20% ephezulu yokuthengisa kwabo.Isicwangciso sama-80/20 sisekelwe kubaphathi abachitha phantse lonke ixesha labo beqeqesha loo 20% iphezulu ukugcina ukusebenza kakuhle.

Nazi ezona zilungileyo, ngokophando olwahlukeneyo:

• i-octane ephezulu yokuthengisa apho i-reps engcono kakhulu ihlala ikhuphisana ukuze iphumelele enye kwenye
• isebe elingenangqondo apho abathengisi bayazi ukusebenza okuphantsi akuyi kunyamezelwa, kwaye
• ugxininiso olumxinwa apho abaphathi bayazi ukuba bagxininise kubani ukuze bagcine amanani abo.

Iingxaki ezintathu ezinkulu:

1. ngokomndilili, bangaphantsi kwesiqingatha sabathengisi abafumana isabelo kwinkqubo efana nale
2. I-subpar reps ayifane iphucuke ngokuhamba kwexesha, nto leyo ekhokelela kwizinga elimangalisayo le-38% yenguquko, okuthetha ukuba
3. Abaphathi bakumjikelo oqhubekayo wokugaya, into eyinyani ethintela amandla abo okugxila kwimisebenzi yemifanekiso emikhulu.

Esi sicwangciso siyavakala kwiinkampani ezinkulu ezikwaziyo ukwenza imbuyekezo ephantse ibe yi-40% yentengiso yazo minyaka le, ngaphandle kokuba iqhuba abaxhasi abaphezulu ukuba baqhubeke nokutyhala iziphumo ezingcono.

3. Isicwangciso sokurhoxisa ummiselo.Ulindelo kwindawo yokuthengisa engamiselwanga kukuba utshintsho kwishishini luya kuyalela ukuba loluphi utshintsho olufunekayo.Uninzi lwemibutho yokuthengisa isebenza ngokwefilosofi efanayo.NgokukaMhlalutyi weNtengiso uJerry Colletti, isabelo sihlengahlengiswa minyaka le kwimodeli yokurhoxiswa ngokusekwe koku:

• amanani onyaka ophelileyo
• ukukhula kwenkampani vs. ukukhula kweemarike, kunye
• luphi uhlobo lohlengahlengiso olunethuba elihle lokwandisa inzuzo.

Eyona pro: Abathengisi baziva ngathi inkampani ibeka abasebenzi bayo kuqala, enokuthi inyuse ukunyaniseka nokusebenza.

Eyona nto imbi kakhulu: Izicwangciso zokuphelisa ummiselo zitshintsha qho ngonyaka-inguqu enokuthi ibangele iintloko ezibuhlungu kubaphathi kunye nabameli.

Isixhobo: Ilungiselelwe ukusuka kwi-Intanethi