Kumenya uburyo bwo kugurisha bwumvikana cyane kubucuruzi bwawe ni nkaho kugerageza kuringaniza igipimo - impinduka zose ukoze kuruhande rumwe ntizishobora kugira ingaruka kurundi ruhande.

Ikigereranyo: Ubushakashatsi buherutse kwerekana uburyo bwo kugurisha buzwi cyane bwatumye abarenga 85% ba reps mu gihugu hose bagera kuri kwota.

Ikibi: Amahugurwa akomeye nubwitange asabwa kugirango akore icyitegererezo nkicyo gikorwa nacyo cyavuyemo igipimo cya 24%.

Dore ibyiza n'ibibi bya bitatu muburyo bwiza bwo kugurisha mubucuruzi muri iki gihe… ubwoko amashyirahamwe yo ku isi akoresha kugirango asenye intego kandi akomeze guhatanira amarushanwa:

1. Gahunda y'amahugurwa n'iterambere.Ibice birenga 75% byamasosiyete meza-yo mu rwego rwo hejuru abona ko abacuruzi babo ari umurimo uhoraho, bivuze ko buri rep isabwa kugira uruhare muburyo bumwe bwamahugurwa niterambere.Amenshi muri ayo mahugurwa (urugero, amahugurwa murugo, inama, amahugurwa, nibindi) agamije kumenya no gutsinda intege nke za buri rep.

Ibyiza byo guhugura no kugurisha iterambere:

• reps ihora itera imbere, bivuze muri rusange iterambere ryishami muri rusange
• abacuruzi bashya muri rusange bahabwa umujyanama, worohereza igihe cyabo cyo kwiyongera, kandi ushishikarizwa guhuriza hamwe murwego
• 71% byabacuruzi (ugereranije) bagera kuri kwota buri gihe, kandi
• hari igitero kiringaniye, aho amarushanwa meza nubufatanye bwamakipe aribisanzwe.

Ibibi bibiri byingenzi byamahugurwa niterambere ryiterambere ni:

• ijanisha ryinshi rya reps yo hejuru igenda kuko batumva isosiyete iha agaciro uruhare rwabo rwinshi, kandi
• abayobozi bamara hafi umwanya wabo wose bagerageza gukomeza ubufatanye bungana na buri mucuruzi.

Iyi gahunda irumvikana kuri sosiyete iyo ari yo yose iha agaciro abakozi bayo, kandi ihitamo kuzamura imbere.

2. Gahunda ya 80/20.Abayobozi benshi bamenyereye kumva ko 80% byibicuruzwa byabo byanze bikunze biva muri 20% byambere byabacuruzi.Gahunda ya 80/20 ishingiye kubayobozi bamara hafi igihe cyabo cyose batoza iyo 20% yambere kugirango bakomeze gukora neza.

Dore ibyiza byinshi, ukurikije ubushakashatsi butandukanye:

• a-octane saleforce aho reps nziza zihora zirushanwe kurenza undi
• ishami ridafite ishingiro aho abagurisha bazi imikorere mike itazihanganirwa, kandi
• icyerekezo kigufi aho abayobozi bazi abo bagomba kwibandaho kugirango bakomeze umubare wabo.

Ibibi bitatu bikomeye:

1. ugereranije, munsi ya kimwe cya kabiri cyabacuruzi bagera kuri kwota muri sisitemu nkiyi
2. subpar reps gake cyane itera imbere mugihe, bikavamo igipimo gitangaje cya 38%, bivuze
3. abayobozi bari murwego rwo guhora bashakisha akazi, ukuri kubuza ubushobozi bwabo kwibanda kumirimo minini-shusho.

Iyi gahunda irumvikana kumasosiyete manini ashobora kugura ibicuruzwa hafi 40% byabacuruzi bayo buri mwaka, mugihe bitwaye reps zo hejuru kugirango zikomeze gushakira ibisubizo byiza.

3. Gahunda yo kuvugurura amategeko.Ibiteganijwe ku isoko ryagabanijwe ni uko impinduka mu bucuruzi zizagena impinduka zikenewe.Amashyirahamwe menshi yo kugurisha akora akurikije filozofiya imwe.Nk’uko byatangajwe n’isesengura ry’ibicuruzwa Jerry Colletti, kwota ihindurwa buri mwaka mu buryo bwo kuvugurura ibintu bushingiye kuri:

• imibare y'umwaka ushize
• iterambere ryikigo niterambere ryisoko, kandi
• ni ubuhe bwoko bwo guhinduka bufite amahirwe menshi yo kongera inyungu.

Pro nini cyane: Abacuruzi bumva ko isosiyete ishyira abakozi bayo imbere, ifite ubushobozi bwo kongera ubudahemuka nibikorwa.

Igice kinini: Gahunda ya Deregulation comp gahunda ihinduka buri mwaka - imbaraga zishobora gutera umutwe munini kubayobozi na rep.

Ibikoresho: Byakuwe kuri enterineti