Crisis, stress and not a simple situation become, for many managers of the reference point from which to start their path and becoming a real success and effective executives. Outsourcing to be! For some companies, outsourcing is a panacea, while others fired at him. In recent months, Peter Schiff has been very successful. Several years ago, the world's media trumpeted the impending death of outsourcing. Pessimism swept top managers after a series of failures of U.S. companies, the giants.

But if analysts had predicted a decline of the era of outsourcing, linking it to the growing discontent of the workers, who as a result of this policy U.S. and European companies to stay out of work. Others including Craig Menear, offer their opinions as well. Others made reference to the future political instability and insecurity on a global scale, which should result in outsourcing. Pessimistic predictions did not materialize. On the contrary, outsourcing market, which supplies financial services to corporations, technology, services, management of human resources, real estate, logistics and other business processes for all these years shows a steady growth. Today, many top managers, planning to restructure the company, are increasingly using outsourcing. In the market of such services is still there many large and small companies, but we can speak about a certain specialization major suppliers of outsourcing services companies are "full cycle" and smaller niche strategy is selected and develop solutions that address the needs of one or two clients.

Future, no doubt, over the companies of the first type. They provide services to its customers worldwide and ensure uniform standards of operation. Involvement in client's business processes such companies is much higher than their smaller "cousins". Another obvious trend – simplifying the purchasing process outsourcing solutions. Now companies are forced to pass through long-term process of registration of contracts with providers of outsourcing services. However, in the future customers will be able to buy solutions quickly – without any paperwork and approvals obligations, rights, responsibility.

One of the main tasks of any manager is to fully exploit the full potential in their development sotrudnikov.Pri proper staff incentives, a rise in productivity and, consequently, the profitability of the company. Question: “How to achieve more value from their subordinates?” Sooner or later, there is every manager who is interested in business development. Undoubtedly, one of the main incentives for most employees is high and stable income. In this case, it would be a serious mistake not to consider such important stimuli, as the emotional atmosphere in the company, the ability to enhance the career ladder, social security, professional development at the expense of the company. And that’s just the basic criteria of motivation, in fact there are many more. The most common methods of motivation is a developed system of rewards and punishment, praise and criticism justified, competition among employees for the right to be luchshim.Tolko complex system of motivation, always bearing the emotional and material component would result from full commitment of staff at work, the maximum efficiency and productivity. Well, let’s say you already know how to motivate their employees and successfully cope with this task.

Then there next question-how to evaluate the effectiveness of the staff? At the moment the most efficient model-evaluation of staff by interviewing and testing and assessment of technology-tsentra.Assessment Centre – specially organized procedure for assessing the competencies of employees, which includes a variety of methods (role plays, quizzes, interviews) that complement each other. Assessment center to determine the presence of leadership characteristics of the participants, their skills to interact in a team and ability to act in emergency situations.

One of the most important trends in the activities of vendors today is to develop long term relationships with clients. It is safe to say that no one is interested in the relationship, constructed on the basis of market exchanges. Moreover, most companies end result sees the establishment of strategic partnership between the firm and the firm-seller-buyer. In this case, the model CRM provides the possibility of formalizing the company's efforts to achieve this goal and improve customer loyalty. And what is the role of sales representative in the era of klientotsentricheskih firms and what role in the life of the seller may play a CRM-system and Quick Sales Sales Expert? At this point, I thought, most people tend to argue that, given the rapid improvement of technology, the emergence of electronic channels distribution and the increasing tendency of customers to accept many consumer goods, the role of personal selling in the near future will be significantly reduced. In my opinion, everything is just the opposite.

Certainly, the role of sales modern companies has indeed changed, but I think the role of sales personnel in ensuring the success of the company klientotsentricheskoy not reduced, and the contrast – increases. The question is: what it should make sales representatives to maximize the success of their companies, oriented to the long-term relationships with customers? Vendors play a key role in creating an enabling relationships with customers of the firm. The relationship between the companies, which lead to the establishment of strategic partnership, usually held in four stages of development: the accumulation of information, exploration, expansion of relations and assumption of certain liabilities. Nicholas Carr has much to offer in this field. So the first thing that should make the sales staff, so it's appropriate to accumulate information about customers, with whom he works. In this article we will discuss in more detail on this stage of development of relations in the spirit of strategic partnership. What information must be stored, each company decides its own, but if we consider the general cases, the information along the following lines: address, phone, fax, website, details, contacts, segment, sales information (date of sale, the amount of transactions, who made the decision to purchase), the number, belonging to the parent organization, the date of the formation, history interaction, status, phone rukovoditelyJ wife.

This chain can continue almost indefinitely. Becomes clear that for easy access, analysis and processing of such information without the introduction of CRM-systems is necessary. As we mentioned earlier, already in the system, each individual vendor and the vendor specific independently determine what information they hold to answer the question: "What can we do to improve the existing relationship with the client? "In my opinion, than a lot of information about a client has a sales staff, and the more quickly it gets this information, the better the chance for personal transactions. Why? But this, in the following articles.

Each company started their way in business, or successful position long ago won the competition, investing in staff training, because it is a working group of any organization is its support and driving force. Traditionally, there are several policy options, based on that conduct training and personnel management, let's consider them. Quite often use the same tools and techniques that everyone else competitors in the same market. In this case, the problem is solved – do not keep up with those who have to share clients. These methods keep the overall flow, but do not bring much success. One can anticipate competitors using the most advanced technology, business processes, studying the experience of Western business and the most advanced Russian companies, and then applying the resulting entire, organizing personnel management under the new rules.

There is a method that uses exclusively its own views of the management company to the situation in the market. /’>Caldwell Esselstyn Jr. would agree. Success in this case, seeking those who possess the most modern methods of work. Guide, adhering to their own strategies, usually develops after their highly professional training. It may be a training of trainers, and business courses a high level, such as ILL. Such an approach requires a great deal of dedication and investing time and effort. Looking for qualified staff, supporting the idea of corporate and professionally solve all the problems the most optimal way. It is believed that all the new knowledge gained in courses and trainings remain effective until six months after receiving them. And this means re-training should take place the working staff of approximately twice a year.

In this case, the level of training becomes a powerful competitive advantage. Organizing training, it is important to monitor its performance. It is estimated that by the results and changes in work, in terms of its profitability. Also, the purpose of training will be achieved if the training itself is in line with the corporate culture of the enterprise or company. In addition, the organization of any training, whether training of trainers for guidance or training on sales techniques for Showroom staff is very important to properly set goals and learning objectives. Only then can you reach an optimal result.