{"id":26568,"date":"2024-04-17T07:44:43","date_gmt":"2024-04-17T05:44:43","guid":{"rendered":"https:\/\/www.organisator.ch\/?p=26568"},"modified":"2024-04-16T15:45:16","modified_gmt":"2024-04-16T13:45:16","slug":"was-die-generation-z-im-sales-anders-macht","status":"publish","type":"post","link":"https:\/\/www.organisator.ch\/it\/human-resources\/2024-04-17\/was-die-generation-z-im-sales-anders-macht\/","title":{"rendered":"Cosa fa di diverso la Generazione Z nelle vendite"},"content":{"rendered":"<figure id=\"attachment_26569\" aria-describedby=\"caption-attachment-26569\" style=\"width: 680px\" class=\"wp-caption alignnone\"><img loading=\"lazy\" decoding=\"async\" class=\"size-full wp-image-26569\" src=\"https:\/\/www.organisator.ch\/wp-content\/uploads\/2024\/04\/Databyte_Bild1_ps.jpg\" alt=\"\" width=\"680\" height=\"453\" srcset=\"https:\/\/www.organisator.ch\/wp-content\/uploads\/2024\/04\/Databyte_Bild1_ps.jpg 680w, https:\/\/www.organisator.ch\/wp-content\/uploads\/2024\/04\/Databyte_Bild1_ps-18x12.jpg 18w, https:\/\/www.organisator.ch\/wp-content\/uploads\/2024\/04\/Databyte_Bild1_ps-375x250.jpg 375w, https:\/\/www.organisator.ch\/wp-content\/uploads\/2024\/04\/Databyte_Bild1_ps-525x350.jpg 525w\" sizes=\"auto, (max-width: 680px) 100vw, 680px\" \/><figcaption id=\"caption-attachment-26569\" class=\"wp-caption-text\">Nelle vendite, il DNA dei nativi digitali influenza i processi di vendita a diversi livelli. (Immagine: www.pexels.com)<\/figcaption><\/figure>\n<h3><strong>Competenza nella soluzione<\/strong><\/h3>\n<p>La generazione Z \u00e8 cresciuta in un mondo di smartphone, social media e disponibilit\u00e0 quasi illimitata di informazioni. La loro preoccupazione principale \u00e8 quella di risolvere i problemi e le esigenze in modo rapido e semplice. In ambito commerciale, vogliono il prodotto migliore, il servizio pi\u00f9 adatto alla loro situazione e la consulenza giusta ed efficiente, preferibilmente online e in tempo reale. Portano questa aspirazione e le tecnologie che ne sono alla base anche sul posto di lavoro. Nelle vendite, il DNA dei nativi digitali influenza i processi di vendita a diversi livelli. \u00a0\u00a0\u00a0\u00a0<\/p>\n<h3><strong>Caratterizzazione visiva <\/strong><\/h3>\n<p>I membri della Gen Z sono pi\u00f9 visivi rispetto ai millennial e agli altri, anche grazie alle immagini in movimento dei social media. Se un tempo l'apprendimento e la comprensione avvenivano tramite testo, per i giovani venditori \u00e8 utile delineare i processi aziendali su una lavagna, ad esempio, e quindi visualizzarli per tutti coloro che sono coinvolti nel processo. Nei reparti di vendita, le capacit\u00e0 di visualizzazione di argomenti complessi e di astrazione sono utili quando si sviluppano nuove strategie di vendita, si formano i team o si delineano le tipologie di clienti. La generazione Z utilizza grafici e processi registrati per creare nuove strutture che vengono poi manifestate e rese chiaramente comprensibili a tutti, compresi i nuovi dipendenti che entrano a far parte del team.<\/p>\n<h3><strong>Apprendimento permanente <\/strong><\/h3>\n<p>La Generazione Z si aspetta un ambiente aperto in cui le sue idee siano ben accette. Questa apertura viene premiata dai classici rappresentanti delle coorti con un'elevata disponibilit\u00e0 all'apprendimento. Nelle vendite, ci\u00f2 si manifesta con un'elevata disponibilit\u00e0 a integrare strumenti digitali e strategie di vendita personalizzate nel lavoro quotidiano e a seguire una formazione continua. Le persone curiose hanno oggi a disposizione pi\u00f9 canali e un ampio spettro di conoscenze. Dai podcast su argomenti di vendita ai webinar dal vivo su LinkedIn, i giovani talenti delle vendite possono attingere a una gamma completa di risorse. \u00a0\u00a0\u00a0<\/p>\n<h3><strong>Virtuosismo dei social media<\/strong><\/h3>\n<p>Capire il cliente, metterlo al centro e continuare a farlo. I professionisti delle vendite mettono in pratica questo motto negli incontri faccia a faccia o al telefono. La generazione Z sta ampliando i canali e rafforzando la fedelt\u00e0 dei clienti attraverso i social media. In questo caso \u00e8 utile la forte capacit\u00e0 di costruire relazioni online che hanno appreso e che negli ultimi anni \u00e8 diventata immensamente pi\u00f9 importante nei rapporti commerciali. L'abile gestione delle tendenze dei social media pu\u00f2 essere trasferita al mondo degli affari, ad esempio attraverso l'uso profano dei meme. In questo modo si crea una consapevolezza di ci\u00f2 che accade all'esterno nel mondo degli affari. Un vantaggio di conoscenza che, non da ultimo, fornisce argomenti per i colloqui di vendita.<\/p>\n<h3><strong>\"Mescolare\"<\/strong><\/h3>\n<p>Una visione contemporanea della metodologia di vendita dovrebbe distinguere tra cambiamento e conoscenza. Per quanto riguarda i termini citati all'inizio, come data analytics, si pu\u00f2 dire che i bravi addetti alle vendite hanno estratto le conoscenze su lead e clienti dai loro database per decenni. Allora come oggi, un sistema ben curato e con un'elevata qualit\u00e0 dei dati era importante. \"Le piattaforme che supportano l'organizzazione e la distribuzione dei progetti sono ormai parte integrante di ogni azienda moderna\", afferma Robert Sperl, amministratore delegato di databyte GmbH. \"Fanno risparmiare tempo e conservano le capacit\u00e0 del personale\". Lo stesso vale per le vendite, che possono risparmiare risorse utilizzando soluzioni SaaS esterne con registri di dati sui lead aggiornati quotidianamente\".<\/p>\n<p>Il cambiamento generazionale sta portando a un ulteriore sviluppo della vendita consolidata. Ci\u00f2 include anche un maggior grado di automazione nel contatto con i clienti. Laddove prima era necessario un grande sforzo manuale per avvicinare i potenziali clienti, ora vengono in aiuto gli strumenti e i metodi di automazione, come le misure SEO e i funnel di vendita programmati.<\/p>\n<p>Il carisma rimarr\u00e0 sempre lo strumento pi\u00f9 importante; gli strumenti digitali possono occuparsi del duro lavoro necessario. Il futuro, e quindi le vendite migliori, deriveranno da un mix intelligente tra il collaudato e il nuovo.<\/p>\n<p><em>Fonte: <a href=\"http:\/\/www.databyte.de\">www.databyte.de<\/a><\/em><\/p>","protected":false},"excerpt":{"rendered":"<p>Con una nuova generazione di venditori, nuove abitudini e metodologie si fanno strada anche nei reparti di vendita. La generazione Z parla con sicurezza di centralit\u00e0 del cliente, analisi dei dati e dialoghi con i clienti guidati dall'intelligenza artificiale. Il fornitore di informazioni commerciali databyte analizza in che misura il kit di strumenti che si cela dietro questi termini faccia parte del mix di vendita del futuro.  <\/p>","protected":false},"author":58,"featured_media":26569,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_yoast_wpseo_focuskw":"Generation Z","_yoast_wpseo_metadesc":"Mit einer neuen Generation an Sales-Personen halten auch neue Gewohnheiten und Methodiken Einzug in die Vertriebsabteilungen.","articlekey":"","footnotes":""},"categories":[579],"tags":[3566,3506,4189,492],"class_list":["post-26568","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-human-resources","tag-gen-z","tag-human-resources","tag-sales","tag-unternehmen"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.4 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Was die Generation Z im Sales anders macht - 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