{"id":53522,"date":"2020-05-26T16:12:35","date_gmt":"2020-05-26T15:12:35","guid":{"rendered":"http:\/\/www.salesstep.com\/?p=53522"},"modified":"2020-09-02T10:52:58","modified_gmt":"2020-09-02T09:52:58","slug":"the-3-distinguishing-mindset-attributes-for-salespeople-in-times-of-crisis","status":"publish","type":"post","link":"https:\/\/www.salesstep.com\/de\/the-3-distinguishing-mindset-attributes-for-salespeople-in-times-of-crisis\/","title":{"rendered":"Die 3 unterscheidenden Mindset-Attribute f\u00fcr Verk\u00e4ufer in Krisenzeiten"},"content":{"rendered":"
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Jeder Verk\u00e4ufer wird erkennen, wenn sein Vorgesetzter beginnt, Druck auszu\u00fcben, wenn er seine Verkaufsziele nicht erreicht. Im SalesStep-Artikel \"Paradox des klassischen Vertriebsleiters\" haben wir dieses Verhalten untersucht. Dar\u00fcber hinaus wird angesichts der aktuellen Krise mehr Druck auf die Vertriebsmitarbeiter ausge\u00fcbt, um Gesch\u00e4fte zu sichern und verbleibende Chancen im Verkaufstrichter zu schlie\u00dfen.<\/p>\n\n

Im September 2019 f\u00fchrte SalesStep eine Forschungsstudie zu den unterschiedlichen Motivationstrieben von 474 Verk\u00e4ufern durch. Mit dieser Studie fanden wir ein interessantes Paradoxon des Verhaltens von Vertriebsleitern, insbesondere unter Stress. Doch nur ein halbes Jahr sp\u00e4ter ist dies in der Corona-Krise Realit\u00e4t geworden.<\/p>\n\n

Befund 1: <\/strong>Vertriebsleiter haben eine nat\u00fcrliche Reaktion, um mehr Druck (Rot = Power) auf ihre Vertriebsmitarbeiter auszu\u00fcben, wenn sie ihre Umsatzziele nicht erreichen (Orange = Ergebnisse). Dies geschieht, wenn ihr prim\u00e4rer Motivationstrieb f\u00fcr Ergebnisse nicht angesprochen wird.<\/p>\n

Befund 2:<\/strong> Die gr\u00f6\u00dfte Allergie der Verk\u00e4ufer ist \"Power\", genauer gesagt Power und Entschlossenheit, die ihnen die meiste Zeit von ihrem Vorgesetzten aufgezwungen wird. H\u00e4ufiger beobachtet als aufdringlicher Mikromanager, der die Kontrolle erlangen und Ergebnisse wiederherstellen m\u00f6chte.<\/span><\/p>\n\n

Dieses klassische Paradox erkennen wir leicht und viele von uns haben Erfahrung mit einem aufdringlichen Manager in Krisenzeiten. Dies f\u00fchrt uns zu der Schl\u00fcsselfrage von heute: Was sollten wir tun, wenn wir wissen, dass die Durchsetzung von mehr Power kontraproduktiv ist?<\/p>\n\n

Die Antwort auf diese Frage ist zweifach:<\/p>\n\n

    \n
  1. Was sind die herausragendsten Vertriebskompetenzen, um \"Corona-Resistenz\" zu verstehen?<\/li>\n
  2. Wie sieht \"gut\" aus Sicht des Vertriebs (Leadership) aus?<\/li>\n<\/ol>\n\n

    Um diese Fragen zu beantworten, haben wir die Ergebnisse unseres fr\u00fcheren Datensatzes vom September 2019 einem Stresstest unterzogen und aktualisiert. Und hier ist, was wir gefunden haben: Vertriebsf\u00fchrung in Krisenzeiten hat nichts damit zu tun, ob Sie Manager oder Verk\u00e4ufer sind. Aber Krisenf\u00fchrung h\u00e4ngt mit 3 unterscheidenden Mindset-Attributen zusammen:<\/p>\n\n

    \n

    \"2020<\/p>\n<\/figure>\n\n

      \n
    1. Ihre Mentale Fitness:<\/strong> Die F\u00e4higkeit von Verk\u00e4ufern, Ablehnung, Entt\u00e4uschung und den Umgang mit Ver\u00e4nderungen zu \u00fcberwinden.<\/li>\n
    2. Ihre Einstellung zu Herausforderung & Ausdauer: <\/strong>Die Haltung \"Nein nicht f\u00fcr eine Antwort zu nehmen\" und nicht den Status quo zu akzeptieren, sondern immer \"die Messlatte h\u00f6her zu legen\".<\/li>\n
    3. Ihr Motivationsdrang Entschlossenheit<\/strong> \u00a0(Power Rot): In schwierigen Zeiten brauchen wir F\u00fchrungskr\u00e4fte, die entschlossen handeln und Entscheidungen wagen k\u00f6nnen<\/li>\n<\/ol>\n\n

      Schlussfolgerungen:<\/h3>\n\n

      Wir wissen, dass es kontraproduktiv ist, gerade in Krisenzeiten mehr Druck auszu\u00fcben. Dar\u00fcber hinaus m\u00fcssen Sie kein akkreditierter Psychologe sein, um zu verstehen, dass Kraft, Ausdauer und Ihre mentale Fitness wichtige Mindset-Attribute sind. Wussten Sie jedoch, dass weniger als 4% aller untersuchten Verk\u00e4ufer ausreichende Punktzahlen f\u00fcr alle drei haben?<\/p>\n\n

      Mein Rat: Es gibt zwei Schl\u00fcsselfragen, die Sie sich stellen m\u00fcssen:<\/p>\n\n

        \n
      1. Bin ich in letzter Zeit in die Falle geraten, den Druck auf mein Vertriebsteam zu erh\u00f6hen?<\/li>\n
      2. Wer in meinem Team hat die richtigen Kompetenzen, um mein Team aus dieser Krise zu f\u00fchren?<\/li>\n<\/ol>\n\n

        M\u00f6chten Sie eine Antwort auf diese Fragen erhalten?
        Kontakt Marque Draijer<\/a> um Ihre eigene Einsch\u00e4tzung zu erhalten!<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>","protected":false},"excerpt":{"rendered":"

        Iedere verkoper zal herkennen wanneer zijn of haar manager druk begint uit te oefenen wanneer hij of zij de verkoopdoelstellingen niet bereikt. In het SalesStep artikel: Klassieke Sales Manager’s paradox hebben we dit gedrag onderzocht. Bovendien wordt er, gezien de huidige crisis, meer druk op verkopers uitgeoefend om de business veilig te stellen en de … <\/p>\n

        \u201eDe 3 onderscheidende verkooptalenten in tijden van crisis\u201c<\/span> weiterlesen<\/a><\/p>","protected":false},"author":5,"featured_media":53524,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[193],"tags":[194,195],"class_list":["post-53522","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-competencies","tag-mindset","tag-times-of-crisis"],"yoast_head":"\nDe 3 onderscheidende verkooptalenten in tijden van crisis : SalesStep<\/title>\n<meta name=\"description\" content=\"Sales leadership in times of crisis is not related to whether you are a manager or a salesperson. 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