Das Zitat von Michael Jordan ist sicherlich für viele gleich nachvollziehbar, lenkt aber das Augenmerk auf (wie auch immer zu definierendes) Versagen und zu kämpfen, schlicht es einfach zu versuchen. Der Gedanke dahinter für den Vertrieb ist ähnlich, aber doch ein Stück weit anders gelagert: Natürlich geht es im Vertrieb darum, sich etwas zu trauen,„Michael Jordan – neu besucht“ weiterlesen
Schlagwort-Archive:Führungskraft
Zitat am Freitag – neu besucht
Im Jahr 2021 habe ich die Reihe aufgesetzt: „Zitat am Freitag“. Der Gedanke dabei war, zum Ausklang einer jeden Woche einen guten, anregenden Gedanken mit ins Wochenende zu nehmen. Grafik wurde mit Bing/Creator erstellt. Manche Zitate sind humorvoll, andere erschließen sich vielleicht auch erst auf dem zweiten Gedanken. In jedem Fall sollen sie zur inneren„Zitat am Freitag – neu besucht“ weiterlesen
What distinguishes sales management?
If you move away from the level of specific tasks, processes and detailed responsibilities, you come to the overriding question: „What is sales management in a bank or savings bank?“ „Understand sales“ Sales management must understand and know sales in their own organization. This includes the relevant markets, customers and customer types, as well as„What distinguishes sales management?“ weiterlesen
Small and large customers on financing assets with banks
Outside financing behavior and the need for advice on the part of companies depend not only on various parameters but also on the size of the company in question. Smaller businesses … • … perceive recommendations as important – given as well as received Larger companies… But good ideas are always wanted! A customer has„Small and large customers on financing assets with banks“ weiterlesen
Working in the channel of acceptance
Every relationship begins with a first encounter, a first impression. This applies to private as well as business. Sometimes the image of “ice breaking” is used when talking about the first trust-building steps at the beginning of a relationship. To stay in the picture of the ice: at the beginning the ice is still very„Working in the channel of acceptance“ weiterlesen
What is courtesy?
Two important tasks in sales management revolve around commitment. On the one hand, it is about demanding and enforcing a commitment with regard to the planning and, on the other hand, also about organizing binding cooperation between the various sales units, essentially the generalists and the specialists. But what actually is liability and what are„What is courtesy?“ weiterlesen
A fairy tale of successful sales
Isn’t it that the most successful sales rep is the one who „brings home“ the most business? Much is always better than a little. Better a bad deal than no deal at all. Bad deal = “the market is so difficult” vs. no deal at all = “he can’t do it.” But why is it„A fairy tale of successful sales“ weiterlesen
Employees have a right to get steered
When I talk to colleagues about the introduction or further development of sales management, I usually look at rather serious or reserved faces. Then I often hear „But we’re already doing so much!“ or „More pressure doesn’t do anything!“ Accordingly, there seems to be a widespread – incorrect – image of sales management that can„Employees have a right to get steered“ weiterlesen
Food for thought: On restructuring at financial service providers
„We have to get leaner!“ or „We concentrate even more on the customer!“ In this way or similar, necessary changes in the various organizations are moderated on a daily basis. And the reactions of those (possibly) affected follow very quickly: „We already do it!“, „We are not as bad as we are made!“ or „This„Food for thought: On restructuring at financial service providers“ weiterlesen
Customers audit report in sales
The introduced separation of functions between sales (front office) and risk (back office), which was justified with the introduction of the MaK[1], the minimum requirements for the lending business, and is continued today in the MaRisk[2] (BA[3]) (= minimum requirements for risk management (BA)), has generated advantages from the point of view of decision-making behavior„Customers audit report in sales“ weiterlesen
Vertriebsmanagement 