{"id":426,"date":"2012-09-22T00:39:30","date_gmt":"2012-09-21T21:39:30","guid":{"rendered":"http:\/\/aslantozcan.com\/?p=426"},"modified":"2012-09-22T00:39:49","modified_gmt":"2012-09-21T21:39:49","slug":"bir-satis-yoneticisini-nasil-degerlendiririm","status":"publish","type":"post","link":"https:\/\/aslantozcan.com\/?p=426","title":{"rendered":"Bir sat\u0131\u015f y\u00f6neticisini nas\u0131l de\u011ferlendiririm?"},"content":{"rendered":"<p><strong>Bir sat\u0131\u015f y\u00f6neticisini nas\u0131l de\u011ferlendiririm?<\/strong><\/p>\n<p>Kurumsal liderlerin sadece kendi geldikleri i\u015flevsel alandakileri de\u011fil ama ayn\u0131 zamanda i\u015flevsel y\u00f6neticilerinin hepsini de\u011ferlendirebilecek durumda olmas\u0131 gerekir. Bu yeni liderlerin h\u0131zl\u0131 yol almas\u0131n\u0131 sa\u011flamak i\u00e7in her bir i\u015fleve \u00f6zel haz\u0131rlanm\u0131\u015f ve sistematik olarak takip edilmesi gereken en \u00f6nemli \u00f6l\u00e7\u00fcmleri s\u0131ralayan ve hangilerinin sorunun \u015fiddetlendi\u011fini g\u00f6steren basit bir \u015fablon fevkalade i\u015fe yarayabilir. A\u015fa\u011f\u0131da sat\u0131\u015f servisi i\u00e7in \u00f6rnek bir \u015fablon sunulmaktad\u0131r:<!--more--><\/p>\n<p><strong>A-\u00a0\u00a0 <\/strong><strong>\u00c7ekirdek performans \u00f6l\u00e7\u00fcmleri,<\/strong><strong><\/strong><\/p>\n<ul>\n<li>Kendi kilit \u00fcr\u00fcnleri ile rakiplerin kilit \u00fcr\u00fcnlerinin sat\u0131\u015flar\u0131n\u0131 kar\u015f\u0131la\u015ft\u0131rmak<\/li>\n<li>Kilit \u00fcr\u00fcnlerdeki pazar pay\u0131 art\u0131\u015f\u0131<\/li>\n<li>\u0130\u015f plan\u0131 taahh\u00fctlerine uyulma derecesi<\/li>\n<\/ul>\n<p><strong>B-\u00a0\u00a0\u00a0 <\/strong><strong>\u0130nsan y\u00f6netimi \u00f6l\u00e7\u00fcmleri,<\/strong><\/p>\n<ul>\n<li>B\u00f6lge veya il\u00e7e baz\u0131nda eleman a\u00e7\u0131\u011f\u0131 oranlar\u0131<\/li>\n<li>Dahili terfi ve dahili eleman a\u00e7\u0131\u011f\u0131 kapatma kanal\u0131n\u0131n g\u00fcc\u00fc oranlar\u0131<\/li>\n<li>\u00dcz\u00fcc\u00fc eleman kay\u0131plar\u0131 say\u0131s\u0131 ve bu kay\u0131plar\u0131n nedenleri<\/li>\n<li>Yeniden i\u015fe alma ve se\u00e7me ba\u015far\u0131s\u0131<\/li>\n<\/ul>\n<p><strong>C-\u00a0\u00a0\u00a0 <\/strong><strong>M\u00fc\u015fteri \u00f6l\u00e7\u00fcmleri,<\/strong><\/p>\n<ul>\n<li>M\u00fc\u015fteri memnuniyeti ve elden ka\u00e7\u0131rmama oranlan<\/li>\n<li>Sat\u0131n alma \u015fablonlar\u0131n\u0131n anla\u015f\u0131ld\u0131\u011f\u0131n\u0131 g\u00f6sterir kan\u0131tlar<\/li>\n<li>Sat\u0131\u015f elemanlar\u0131n\u0131n m\u00fc\u015fterilerle ortalama kar\u015f\u0131l\u0131kl\u0131 etkile\u015fim s\u00fcresi<\/li>\n<\/ul>\n<p><strong>D-\u00a0\u00a0\u00a0 <\/strong><strong>Tehlike i\u015faretleri,<\/strong><\/p>\n<ul>\n<li>Sat\u0131\u015f kadrosunda s\u0131k\u0131nt\u0131 yaratan \u00fcz\u00fcc\u00fc kay\u0131plar<\/li>\n<li>Sabit ya da azalan sat\u0131\u015flar<\/li>\n<li>Gelece\u011fin sat\u0131\u015f liderlerinin i\u00e7sel olarak geli\u015ftirilmemesi<\/li>\n<li>Yetersiz sonu\u00e7lar\u0131 olan dahili terfiler<\/li>\n<li>\u00dcr\u00fcn avantajlar\u0131n\u0131n ve dezavantajlar\u0131n\u0131n ileti\u015fimini yapamamak<\/li>\n<li>Organizasyonun g\u00fc\u00e7l\u00fc ve zay\u0131f yanlar\u0131n\u0131 do\u011fru d\u00fczg\u00fcn de\u011ferlendirememek<\/li>\n<li>M\u00fc\u015fterilerle etkile\u015fime veya saha \u00e7al\u0131\u015fmalar\u0131na zaman ay\u0131rmamak<\/li>\n<li>Pazarlama ve di\u011fer kilit i\u015flevlerde yard\u0131mla\u015fma becerilerinin olmamas\u0131<\/li>\n<\/ul>\n<p>\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Kaynak: Michael D.Watkins<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Bir sat\u0131\u015f y\u00f6neticisini nas\u0131l de\u011ferlendiririm? Kurumsal liderlerin sadece kendi geldikleri i\u015flevsel alandakileri de\u011fil ama ayn\u0131 zamanda i\u015flevsel y\u00f6neticilerinin hepsini de\u011ferlendirebilecek durumda olmas\u0131 gerekir. Bu yeni liderlerin h\u0131zl\u0131 yol almas\u0131n\u0131 sa\u011flamak i\u00e7in her bir i\u015fleve \u00f6zel haz\u0131rlanm\u0131\u015f ve sistematik olarak takip edilmesi gereken en \u00f6nemli \u00f6l\u00e7\u00fcmleri s\u0131ralayan ve hangilerinin sorunun \u015fiddetlendi\u011fini g\u00f6steren basit bir \u015fablon fevkalade [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[1],"tags":[],"_links":{"self":[{"href":"https:\/\/aslantozcan.com\/index.php?rest_route=\/wp\/v2\/posts\/426"}],"collection":[{"href":"https:\/\/aslantozcan.com\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/aslantozcan.com\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=426"}],"version-history":[{"count":2,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=\/wp\/v2\/posts\/426\/revisions"}],"predecessor-version":[{"id":429,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=\/wp\/v2\/posts\/426\/revisions\/429"}],"wp:attachment":[{"href":"https:\/\/aslantozcan.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=426"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=426"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=426"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}