{"id":360,"date":"2024-09-12T23:47:31","date_gmt":"2024-09-13T03:47:31","guid":{"rendered":"https:\/\/businessagility.education\/blog\/?p=360"},"modified":"2024-09-12T23:47:33","modified_gmt":"2024-09-13T03:47:33","slug":"agile-sales-ai-selling-chapter4","status":"publish","type":"post","link":"https:\/\/businessagility.education\/blog\/cs\/agile-sales-ai-selling-chapter4\/","title":{"rendered":"Kniha Agile AI Sales Kapitola 4"},"content":{"rendered":"<p><strong>Kapitola 4: Manifest agiln\u00edho prodeje: Revoluce v prodeji pro budoucnost orientovanou na z\u00e1kazn\u00edka<\/strong><\/p>\n\n\n\n<p><strong>C\u00edle v\u00fduky:<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Porozum\u011bt hodnot\u00e1m a princip\u016fm agiln\u00edho prodeje.<\/li>\n\n\n\n<li>Uplat\u0148ov\u00e1n\u00ed strategi\u00ed zam\u011b\u0159en\u00fdch na z\u00e1kazn\u00edka.<\/li>\n\n\n\n<li>Zvy\u0161te prodej d\u00edky p\u0159izp\u016fsobivosti a spolupr\u00e1ci.<\/li>\n\n\n\n<li>Podporovat etick\u00e9 a transparentn\u00ed prodejn\u00ed postupy.<\/li>\n<\/ul>\n\n\n\n<p>Prom\u011b\u0148te sv\u016fj p\u0159\u00edstup k prodeji d\u00edky agilit\u011b!<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>Na str\u00e1nk\u00e1ch <a href=\"https:\/\/www.researchgate.net\/publication\/362404882_AGILE_SALES_MANIFESTO\" target=\"_blank\" rel=\"noreferrer noopener\">Manifest agiln\u00edho prodeje<\/a>, kterou v roce 2021 spustili Thomas Hormaza Dow a Christophe Martinot, se stala kl\u00ed\u010dov\u00fdm r\u00e1mcem pro transformaci zp\u016fsobu fungov\u00e1n\u00ed prodejn\u00edch t\u00fdm\u016f. Ve sv\u011bt\u011b, kde se prodejn\u00ed prost\u0159ed\u00ed rychle m\u011bn\u00ed v d\u016fsledku m\u011bn\u00edc\u00edch se o\u010dek\u00e1v\u00e1n\u00ed z\u00e1kazn\u00edk\u016f, technologick\u00e9ho pokroku a nep\u0159edv\u00eddatelnosti trhu, poskytuje tento manifest pevn\u00fd z\u00e1klad pro vytv\u00e1\u0159en\u00ed p\u0159izp\u016fsobiv\u00fdch, transparentn\u00edch a na z\u00e1kazn\u00edka orientovan\u00fdch prodejn\u00edch strategi\u00ed.<\/p>\n\n\n\n<p>Tradi\u010dn\u00ed prodejn\u00ed metodiky, zalo\u017een\u00e9 na opakovan\u00fdch nab\u00eddk\u00e1ch, p\u0159edpisov\u00fdch prodejn\u00edch taktik\u00e1ch a rigidn\u00edch technik\u00e1ch uzav\u00edr\u00e1n\u00ed obchod\u016f, \u010dasto nedok\u00e1\u017eou p\u0159in\u00e9st hodnotu, kterou dne\u0161n\u00ed z\u00e1kazn\u00edci o\u010dek\u00e1vaj\u00ed. Tyto zastaral\u00e9 p\u0159\u00edstupy se zam\u011b\u0159uj\u00ed sp\u00ed\u0161e na kr\u00e1tkodob\u00e9 c\u00edle, jako je uzav\u00edr\u00e1n\u00ed obchod\u016f za ka\u017edou cenu, ne\u017e na vytv\u00e1\u0159en\u00ed dlouhodob\u00fdch vztah\u016f se z\u00e1kazn\u00edky zalo\u017een\u00fdch na d\u016fv\u011b\u0159e a vz\u00e1jemn\u00e9m prosp\u011bchu. Pr\u00e1v\u011b zde p\u0159ich\u00e1z\u00ed na \u0159adu Manifest agiln\u00edho prodeje, kter\u00fd nab\u00edz\u00ed nov\u00fd pohled, jen\u017e uv\u00e1d\u00ed prodejn\u00ed procesy do souladu s principy agility - p\u0159izp\u016fsobivosti, spolupr\u00e1ce a neust\u00e1l\u00e9ho zlep\u0161ov\u00e1n\u00ed.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" title=\"Manifest agiln\u00edho prodeje Kapitola 4 z knihy Agiln\u00ed prodej a prodej s pomoc\u00ed um\u011bl\u00e9 inteligence\" width=\"580\" height=\"326\" src=\"https:\/\/www.youtube.com\/embed\/OxmV1Kjg1tA?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe>\n<\/div><\/figure>\n\n\n\n<p><\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Pro\u010d agiln\u00ed prodej?<\/h3>\n\n\n\n<p>V rychl\u00e9m obchodn\u00edm prost\u0159ed\u00ed, ve kter\u00e9m dnes \u017eijeme, ji\u017e prodej nen\u00ed line\u00e1rn\u00edm procesem. Z\u00e1kazn\u00edci maj\u00ed v\u00edce mo\u017enost\u00ed volby ne\u017e kdy d\u0159\u00edve a st\u00e1le v\u00edce vyhled\u00e1vaj\u00ed personalizovan\u00e9, transparentn\u00ed a hodnotov\u011b orientovan\u00e9 interakce s prodejn\u00edmi t\u00fdmy. Nehledaj\u00ed jen produkty nebo slu\u017eby, ale cht\u011bj\u00ed \u0159e\u0161en\u00ed, kter\u00e1 spl\u0148uj\u00ed jejich konkr\u00e9tn\u00ed pot\u0159eby. Tradi\u010dn\u00ed p\u0159\u00edstup spo\u010d\u00edvaj\u00edc\u00ed v prosazov\u00e1n\u00ed produkt\u016f a co nejrychlej\u0161\u00edm uzav\u00edr\u00e1n\u00ed obchod\u016f neodpov\u00edd\u00e1 o\u010dek\u00e1v\u00e1n\u00edm modern\u00edch z\u00e1kazn\u00edk\u016f.<\/p>\n\n\n\n<p>Manifest agiln\u00edho prodeje poskytuje prodejn\u00edm t\u00fdm\u016fm pl\u00e1n, jak si udr\u017eet konkurenceschopnost d\u00edky p\u0159echodu od transak\u010dn\u00edho my\u0161len\u00ed k my\u0161len\u00ed, kter\u00e9 up\u0159ednost\u0148uje dlouhodob\u00e9 vztahy a neust\u00e1l\u00e9 vytv\u00e1\u0159en\u00ed hodnoty. Tento posun umo\u017e\u0148uje prodejn\u00edm t\u00fdm\u016fm efektivn\u011bji se p\u0159izp\u016fsobovat zm\u011bn\u00e1m, podporovat u\u017e\u0161\u00ed vztahy se z\u00e1kazn\u00edky a v kone\u010dn\u00e9m d\u016fsledku zajistit dlouhodob\u00fd \u00fasp\u011bch.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Z\u00e1kladn\u00ed hodnoty manifestu agiln\u00edho prodeje<\/h3>\n\n\n\n<p>J\u00e1drem Manifestu agiln\u00edho prodeje je \u0161est z\u00e1kladn\u00edch hodnot, kter\u00e9 vedou modern\u00ed prodejn\u00ed t\u00fdmy k adaptivn\u011bj\u0161\u00edmu p\u0159\u00edstupu zam\u011b\u0159en\u00e9mu na z\u00e1kazn\u00edka:<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>Pot\u0159eby z\u00e1kazn\u00edk\u016f nad procesy \"opakov\u00e1n\u00ed\" nab\u00eddky<\/strong> Manifest nab\u00e1d\u00e1 prodejce, aby se odklonili od opakovan\u00fdch, univerz\u00e1ln\u00edch prodejn\u00edch nab\u00eddek a m\u00edsto toho se zam\u011b\u0159ili na pochopen\u00ed jedine\u010dn\u00fdch pot\u0159eb ka\u017ed\u00e9ho z\u00e1kazn\u00edka. Tento p\u0159\u00edstup zam\u011b\u0159en\u00fd na lidi a z\u00e1kazn\u00edky vy\u017eaduje hlubokou empatii a aktivn\u00ed naslouch\u00e1n\u00ed, co\u017e zaji\u0161\u0165uje, \u017ee ka\u017ed\u00e1 interakce p\u0159in\u00e1\u0161\u00ed smysluplnou p\u0159idanou hodnotu. Prodej ji\u017e nen\u00ed o tom, \u017ee z\u00e1kazn\u00edk\u016fm st\u00e1le dokola p\u0159edn\u00e1\u0161\u00edte to sam\u00e9, ale o budov\u00e1n\u00ed vztah\u016f zalo\u017een\u00fdch na skute\u010dn\u00e9m porozum\u011bn\u00ed tomu, co z\u00e1kazn\u00edk pot\u0159ebuje.<\/li>\n\n\n\n<li><strong>V\u017edy vytv\u00e1\u0159ejte hodnotu nam\u00edsto \"v\u017edy uzav\u00edrejte<\/strong> Tradi\u010dn\u00ed prodejn\u00ed mantra \"Always Be Closing\" up\u0159ednost\u0148uje uzav\u00edr\u00e1n\u00ed obchod\u016f p\u0159ed v\u0161\u00edm ostatn\u00edm. Manifest agiln\u00edho prodeje se v\u0161ak zam\u011b\u0159uje na neust\u00e1l\u00e9 vytv\u00e1\u0159en\u00ed hodnoty pro z\u00e1kazn\u00edka. Prodejn\u00ed t\u00fdmy jsou povzbuzov\u00e1ny k \u0159e\u0161en\u00ed probl\u00e9m\u016f a dosahov\u00e1n\u00ed v\u00fdsledk\u016f, kter\u00e9 maj\u00ed pro z\u00e1kazn\u00edka skute\u010dn\u00fd v\u00fdznam. Zam\u011b\u0159en\u00edm se na sni\u017eov\u00e1n\u00ed pl\u00fdtv\u00e1n\u00ed a odstra\u0148ov\u00e1n\u00ed zbyte\u010dn\u00fdch \u00fakol\u016f mohou prodejn\u00ed profesion\u00e1lov\u00e9 v\u011bnovat v\u00edce \u010dasu \u010dinnostem, kter\u00e9 p\u0159in\u00e1\u0161ej\u00ed nejv\u011bt\u0161\u00ed hodnotu. Tento p\u0159\u00edstup zam\u011b\u0159en\u00fd na hodnoty buduje d\u016fv\u011bru a loajalitu, co\u017e vede k udr\u017eiteln\u00fdm dlouhodob\u00fdm vztah\u016fm.<\/li>\n\n\n\n<li><strong>Pr\u016f\u0159ezov\u00e9 a opakovan\u00e9 zapojen\u00ed z\u00e1kazn\u00edk\u016f do vyjedn\u00e1v\u00e1n\u00ed o smlouv\u011b<\/strong> V tradi\u010dn\u00edch prodejn\u00edch modelech je f\u00e1ze vyjedn\u00e1v\u00e1n\u00ed \u010dasto vyvrcholen\u00edm budov\u00e1n\u00ed vztah\u016f. Manifest agiln\u00edho prodeje v\u0161ak podporuje pr\u016fb\u011b\u017enou spolupr\u00e1ci se z\u00e1kazn\u00edky b\u011bhem cel\u00e9ho prodejn\u00edho procesu. Prodejn\u00ed t\u00fdmy by m\u011bly \u00fazce spolupracovat s dal\u0161\u00edmi odd\u011blen\u00edmi - nap\u0159\u00edklad marketingem, v\u00fdvojem produkt\u016f a z\u00e1kaznickou podporou - a vytv\u00e1\u0159et integrovan\u00e1, multifunk\u010dn\u00ed \u0159e\u0161en\u00ed, kter\u00e1 se vyv\u00edjej\u00ed na z\u00e1klad\u011b zp\u011btn\u00e9 vazby od z\u00e1kazn\u00edk\u016f. P\u0159ijet\u00edm tohoto iterativn\u00edho procesu prodejn\u00ed t\u00fdmy zajist\u00ed, \u017ee \u0159e\u0161en\u00ed z\u016fstanou v souladu s pot\u0159ebami z\u00e1kazn\u00edk\u016f.<\/li>\n\n\n\n<li><strong>P\u0159izp\u016fsobivost p\u0159ed preskriptivnost\u00ed<\/strong> Prodejn\u00ed t\u00fdmy mus\u00ed z\u016fstat flexibiln\u00ed a p\u0159ipraven\u00e9 p\u0159izp\u016fsobovat sv\u00e9 strategie m\u011bn\u00edc\u00edm se preferenc\u00edm z\u00e1kazn\u00edk\u016f a dynamice trhu. Agiln\u00ed prodejn\u00ed t\u00fdmy by m\u011bly b\u00fdt sp\u00ed\u0161e ne\u017e dodr\u017eovat rigidn\u00ed, p\u0159edpisov\u00fd postup ochotny m\u011bnit a upravovat sv\u016fj p\u0159\u00edstup podle pot\u0159eby. P\u0159izp\u016fsobivost je d\u016fle\u017eit\u00e1 zejm\u00e9na v rychle se m\u011bn\u00edc\u00edch odv\u011btv\u00edch, kde se pot\u0159eby z\u00e1kazn\u00edk\u016f neust\u00e1le vyv\u00edjej\u00ed. Tato z\u00e1sada zd\u016fraz\u0148uje, \u017ee je d\u016fle\u017eit\u00e9 z\u016fstat otev\u0159en\u00fd zm\u011bn\u00e1m a neust\u00e1le aktualizovat prodejn\u00ed taktiku na z\u00e1klad\u011b zp\u011btn\u00e9 vazby v re\u00e1ln\u00e9m \u010dase.<\/li>\n\n\n\n<li><strong>Odv\u00e1\u017en\u00e1 introspekce a osobn\u00ed zodpov\u011bdnost p\u0159ed p\u0159isuzov\u00e1n\u00edm viny<\/strong> Introspekce je kl\u00ed\u010dem k neust\u00e1l\u00e9mu zlep\u0161ov\u00e1n\u00ed. Manifest agiln\u00edho prodeje nab\u00e1d\u00e1 profesion\u00e1ly v oblasti prodeje, aby p\u0159evzali osobn\u00ed zodpov\u011bdnost za sv\u00e9 \u010diny a v\u00fdsledky, a ne aby si p\u0159isuzovali vinu, kdy\u017e se n\u011bco nepovede. Tato kultura osobn\u00ed odpov\u011bdnosti podporuje neust\u00e1l\u00e9 u\u010den\u00ed a zlep\u0161ov\u00e1n\u00ed, co\u017e umo\u017e\u0148uje prodejn\u00edm t\u00fdm\u016fm r\u016fst a zvy\u0161ovat efektivitu v pr\u016fb\u011bhu \u010dasu. D\u00edky reflexi sv\u00fdch v\u00fdkon\u016f a pou\u010den\u00ed se z vlastn\u00edch chyb mohou prodejn\u00ed profesion\u00e1lov\u00e9 identifikovat oblasti, ve kter\u00fdch se mohou rozv\u00edjet, a tyto poznatky uplatnit v budouc\u00edch interakc\u00edch.<\/li>\n\n\n\n<li><strong>Transparentnost nad utajen\u00edm<\/strong> Transparentnost je z\u00e1sadn\u00ed pro budov\u00e1n\u00ed d\u016fv\u011bry u z\u00e1kazn\u00edk\u016f i \u010dlen\u016f t\u00fdmu. Manifest agiln\u00edho prodeje klade d\u016fraz na otev\u0159enou komunikaci a up\u0159\u00edmnost ve v\u0161ech interakc\u00edch. Podporou kultury transparentnosti mohou prodejn\u00ed t\u00fdmy p\u0159ij\u00edmat lep\u0161\u00ed rozhodnut\u00ed, vytv\u00e1\u0159et psychologick\u00e9 bezpe\u010d\u00ed v r\u00e1mci sv\u00fdch t\u00fdm\u016f a budovat siln\u011bj\u0161\u00ed a d\u016fv\u011bryhodn\u011bj\u0161\u00ed vztahy se z\u00e1kazn\u00edky. Transparentnost je kl\u00ed\u010dem k dlouhodob\u00e9mu \u00fasp\u011bchu v prodeji, proto\u017ee vytv\u00e1\u0159\u00ed z\u00e1klad d\u016fv\u011bry, kter\u00e1 posiluje spolupr\u00e1ci a vede k lep\u0161\u00edm v\u00fdsledk\u016fm.<\/li>\n<\/ol>\n\n\n\n<h3 class=\"wp-block-heading\">Dvan\u00e1ct princip\u016f agiln\u00edho prodeje<\/h3>\n\n\n\n<p>Hodnoty Manifestu agiln\u00edho prodeje dopl\u0148uje dvan\u00e1ct hlavn\u00edch z\u00e1sad, kter\u00e9 poskytuj\u00ed praktick\u00fd n\u00e1hled na to, jak mohou prodejn\u00ed t\u00fdmy zt\u011blesnit agilitu ve sv\u00e9 ka\u017edodenn\u00ed \u010dinnosti. Zde jsou n\u011bkter\u00e9 z kl\u00ed\u010dov\u00fdch z\u00e1sad:<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>\u00dazk\u00e9 slad\u011bn\u00ed s intern\u00edmi a extern\u00edmi z\u00e1kazn\u00edky<\/strong> Skv\u011bl\u00fd prodej vy\u017eaduje \u00fazkou spolupr\u00e1ci mezi prodejn\u00edmi t\u00fdmy, dal\u0161\u00edmi intern\u00edmi odd\u011blen\u00edmi a extern\u00edmi z\u00e1kazn\u00edky. Toto slad\u011bn\u00ed zaji\u0161\u0165uje, \u017ee v\u0161ichni pracuj\u00ed na spole\u010dn\u00e9m c\u00edli a dod\u00e1vaj\u00ed \u0159e\u0161en\u00ed, kter\u00e1 spl\u0148uj\u00ed pot\u0159eby z\u00e1kazn\u00edka. Transparentn\u00ed komunikace a kvalitn\u00ed interakce jsou pro udr\u017een\u00ed tohoto souladu nezbytn\u00e9.<\/li>\n\n\n\n<li><strong>P\u0159ij\u00edm\u00e1n\u00ed zm\u011bn a reakce na n\u011b s c\u00edlem zv\u00fd\u0161it hodnotu pro z\u00e1kazn\u00edka<\/strong> V agiln\u00edm prodeji nen\u00ed zm\u011bna vn\u00edm\u00e1na jako naru\u0161en\u00ed, ale jako p\u0159\u00edle\u017eitost l\u00e9pe slou\u017eit z\u00e1kazn\u00edkovi. Prodejn\u00ed t\u00fdmy by m\u011bly p\u0159ij\u00edmat zp\u011btnou vazbu a b\u00fdt p\u0159ipraveny se v p\u0159\u00edpad\u011b pot\u0159eby obr\u00e1tit, aby poskytovaly \u0159e\u0161en\u00ed, kter\u00e1 odpov\u00eddaj\u00ed o\u010dek\u00e1v\u00e1n\u00edm z\u00e1kazn\u00edk\u016f. Tato flexibilita umo\u017e\u0148uje t\u00fdm\u016fm neust\u00e1le zvy\u0161ovat hodnotu, kterou poskytuj\u00ed.<\/li>\n\n\n\n<li><strong>Aktivn\u00ed naslouch\u00e1n\u00ed a opakovan\u00e9 zapojen\u00ed<\/strong> Odborn\u00edci na prodej by m\u011bli pe\u010dliv\u011b naslouchat pot\u0159eb\u00e1m z\u00e1kazn\u00edk\u016f a poskytovat \u0159e\u0161en\u00ed, kter\u00e1 tyto pot\u0159eby v dan\u00e9m okam\u017eiku spl\u0148uj\u00ed, s mo\u017enost\u00ed r\u016fstu a p\u0159izp\u016fsoben\u00ed na z\u00e1klad\u011b budouc\u00ed zp\u011btn\u00e9 vazby. Tento opakuj\u00edc\u00ed se proces zaji\u0161\u0165uje, \u017ee z\u00e1kazn\u00edk dostane spr\u00e1vn\u00e9 \u0159e\u0161en\u00ed ve spr\u00e1vn\u00fd \u010das, co\u017e umo\u017e\u0148uje, aby se vztah vyv\u00edjel podle toho, jak se m\u011bn\u00ed jeho pot\u0159eby.<\/li>\n\n\n\n<li><strong>Spolupr\u00e1ce nap\u0159\u00ed\u010d funkcemi<\/strong> Spolupr\u00e1ce mezi prodejn\u00edmi t\u00fdmy a dal\u0161\u00edmi intern\u00edmi odd\u011blen\u00edmi, jako je marketing, v\u00fdvoj produkt\u016f a podpora, je nezbytn\u00e1 pro zaji\u0161t\u011bn\u00ed bezprobl\u00e9mov\u00e9 z\u00e1kaznick\u00e9 zku\u0161enosti. Tato spolupr\u00e1ce zaji\u0161\u0165uje, \u017ee z\u00e1kazn\u00edk obdr\u017e\u00ed komplexn\u00ed \u0159e\u0161en\u00ed, kter\u00e9 \u0159e\u0161\u00ed v\u0161echny jeho pot\u0159eby.<\/li>\n\n\n\n<li><strong>Motivace a pos\u00edlen\u00ed podp\u016frn\u00e9ho t\u00fdmu<\/strong> Obchodn\u00edm t\u00fdm\u016fm se da\u0159\u00ed v prost\u0159ed\u00ed, kde c\u00edt\u00ed podporu a maj\u00ed mo\u017enost p\u0159evz\u00edt odpov\u011bdnost za sv\u00e9 procesy. Manifest agiln\u00edho prodeje zd\u016fraz\u0148uje, \u017ee je d\u016fle\u017eit\u00e9 motivovat prodejn\u00ed t\u00fdmy t\u00edm, \u017ee jim poskytneme samostatnost, kterou pot\u0159ebuj\u00ed k \u00fasp\u011bchu, a vybudujeme prost\u0159ed\u00ed, kter\u00e9 podporuje kreativitu a spolupr\u00e1ci.<\/li>\n\n\n\n<li><strong>Osobn\u00ed rozhovor jako nejlep\u0161\u00ed forma v\u00fdm\u011bny hodnot<\/strong> Digit\u00e1ln\u00ed komunika\u010dn\u00ed n\u00e1stroje jsou sice cenn\u00e9, ale nic se nevyrovn\u00e1 osobn\u00edmu kontaktu, kter\u00fd vznik\u00e1 p\u0159i osobn\u00edm kontaktu. A\u0165 u\u017e osobn\u011b nebo prost\u0159ednictv\u00edm videohovor\u016f, p\u0159\u00edm\u00e1 komunikace pom\u00e1h\u00e1 budovat d\u016fv\u011bru a porozum\u011bn\u00ed mezi prodejci a z\u00e1kazn\u00edky.<\/li>\n\n\n\n<li><strong>Spokojenost z\u00e1kazn\u00edk\u016f jako hlavn\u00ed m\u011b\u0159\u00edtko pokroku<\/strong> Kone\u010dn\u00fdm c\u00edlem ka\u017ed\u00e9ho prodejn\u00edho procesu by m\u011bla b\u00fdt spokojenost z\u00e1kazn\u00edka. Sp\u00ed\u0161e ne\u017e na po\u010det uzav\u0159en\u00fdch obchod\u016f by se prodejn\u00ed t\u00fdmy m\u011bly zam\u011b\u0159it na dlouhodobou spokojenost a loajalitu sv\u00fdch z\u00e1kazn\u00edk\u016f, kter\u00e1 je skute\u010dn\u00fdm m\u011b\u0159\u00edtkem \u00fasp\u011bchu.<\/li>\n\n\n\n<li><strong>Udr\u017eiteln\u00e9 tempo pr\u00e1ce<\/strong> Prodejn\u00ed t\u00fdmy by m\u011bly udr\u017eovat st\u00e1l\u00e9 pracovn\u00ed tempo, kter\u00e9 zajist\u00ed dlouhodob\u00fd \u00fasp\u011bch bez vyho\u0159en\u00ed. Tento udr\u017eiteln\u00fd p\u0159\u00edstup p\u0159in\u00e1\u0161\u00ed v\u00fdhody jak prodejn\u00edmu t\u00fdmu, tak z\u00e1kazn\u00edkovi, proto\u017ee vytv\u00e1\u0159\u00ed prost\u0159ed\u00ed, v n\u011bm\u017e lze neust\u00e1le poskytovat hodnotu, ani\u017e by byla jedna ze stran p\u0159et\u00ed\u017eena.<\/li>\n\n\n\n<li><strong>Neust\u00e1l\u00e1 pozornost v\u011bnovan\u00e1 dokonalosti prodejn\u00edch \u0159e\u0161en\u00ed<\/strong> Agiln\u00ed prodejn\u00ed t\u00fdmy se mus\u00ed soust\u0159edit na poskytov\u00e1n\u00ed vynikaj\u00edc\u00edch \u0159e\u0161en\u00ed a z\u00e1rove\u0148 zachov\u00e1vat etick\u00e9 a odpov\u011bdn\u00e9 prodejn\u00ed postupy. Neust\u00e1l\u00fdm zlep\u0161ov\u00e1n\u00edm sv\u00e9ho p\u0159\u00edstupu mohou prodejn\u00ed profesion\u00e1lov\u00e9 budovat dlouhodobou d\u016fv\u011bru u z\u00e1kazn\u00edk\u016f a dosahovat v\u00fdsledk\u016f, kter\u00e9 spln\u00ed nebo p\u0159ed\u010d\u00ed o\u010dek\u00e1v\u00e1n\u00ed.<\/li>\n\n\n\n<li><strong>Jednoduchost s ochotou p\u0159ijmout slo\u017eitost<\/strong> I kdy\u017e je jednoduchost \u010dasto nejlep\u0161\u00edm p\u0159\u00edstupem, n\u011bkdy je k \u0159e\u0161en\u00ed slo\u017eit\u00fdch probl\u00e9m\u016f nutn\u00e9 pou\u017e\u00edt komplexn\u00ed \u0159e\u0161en\u00ed. Obchodn\u00ed t\u00fdmy by m\u011bly usilovat o jednoduchost, kdykoli je to mo\u017en\u00e9, ale b\u00fdt otev\u0159en\u00e9 slo\u017eitosti, pokud je to nutn\u00e9.<\/li>\n\n\n\n<li><strong>Vytv\u00e1\u0159en\u00ed samostatn\u011b se organizuj\u00edc\u00edch t\u00fdm\u016f se siln\u00fdmi pravomocemi<\/strong> Prodejn\u00ed t\u00fdmy by m\u011bly fungovat jako samostatn\u00e9, sebeorganizuj\u00edc\u00ed se jednotky, kter\u00e9 efektivn\u011b spolupracuj\u00ed na dosa\u017een\u00ed sv\u00fdch c\u00edl\u016f. Podporou samostatnosti a spolupr\u00e1ce mohou t\u00fdmy zlep\u0161it svou v\u00fdkonnost a dosahovat lep\u0161\u00edch v\u00fdsledk\u016f pro z\u00e1kazn\u00edky.<\/li>\n\n\n\n<li><strong>Osobn\u00ed r\u016fst a neust\u00e1l\u00e9 vzd\u011bl\u00e1v\u00e1n\u00ed<\/strong> Pro \u00fasp\u011bch v prodeji je nezbytn\u00fd neust\u00e1l\u00fd osobn\u00ed a profesn\u00ed r\u016fst. Profesion\u00e1lov\u00e9 v oblasti prodeje by m\u011bli p\u0159ij\u00edmat sv\u00e9 \u00fasp\u011bchy i ne\u00fasp\u011bchy a vyu\u017e\u00edvat tyto zku\u0161enosti jako p\u0159\u00edle\u017eitost k r\u016fstu a zlep\u0161en\u00ed.<\/li>\n<\/ol>\n\n\n\n<h3 class=\"wp-block-heading\">Pro\u010d je agiln\u00ed prodej d\u016fle\u017eit\u00fd<\/h3>\n\n\n\n<p>Manifest agiln\u00edho prodeje poskytuje komplexn\u00ed r\u00e1mec pro transformaci tradi\u010dn\u00edch prodejn\u00edch postup\u016f na p\u0159izp\u016fsobiv\u011bj\u0161\u00ed strategie zam\u011b\u0159en\u00e9 na z\u00e1kazn\u00edka a orientovan\u00e9 na hodnotu. Zam\u011b\u0159en\u00edm na neust\u00e1l\u00e9 vytv\u00e1\u0159en\u00ed hodnoty, spolupr\u00e1ci a transparentnost mohou agiln\u00ed prodejn\u00ed t\u00fdmy budovat siln\u011bj\u0161\u00ed a udr\u017eiteln\u011bj\u0161\u00ed vztahy se z\u00e1kazn\u00edky. Vzhledem k tomu, \u017ee se podnikatelsk\u00e9 prost\u0159ed\u00ed neust\u00e1le vyv\u00edj\u00ed, slou\u017e\u00ed Manifest agiln\u00edho prodeje jako vod\u00edtko pro prodejn\u00ed t\u00fdmy, aby z\u016fstaly konkurenceschopn\u00e9 a prosperovaly v neust\u00e1le se m\u011bn\u00edc\u00edm prost\u0159ed\u00ed.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>Zdroj: https:\/\/agilesalesmanifesto.org\/<\/p>\n\n\n\n<p><\/p>","protected":false},"excerpt":{"rendered":"<p>Kapitola 4: Manifest agiln\u00edho prodeje: C\u00edle v\u00fduky: Revoluce v prodeji pro budoucnost orientovanou na z\u00e1kazn\u00edka: Transformujte sv\u016fj p\u0159\u00edstup k prodeji pomoc\u00ed agility! Manifest agiln\u00edho prodeje, kter\u00fd v roce 2021 p\u0159edstavili Thomas Hormaza Dow a Christophe Martinot, se stal kl\u00ed\u010dov\u00fdm r\u00e1mcem pro transformaci zp\u016fsobu fungov\u00e1n\u00ed prodejn\u00edch t\u00fdm\u016f. Ve sv\u011bt\u011b, kde se prodejn\u00ed prost\u0159ed\u00ed m\u011bn\u00ed a kde se [...]<\/p>","protected":false},"author":1,"featured_media":361,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[72],"tags":[11,75,76,73],"class_list":["post-360","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-agile-ai-sales-book","tag-agile-sales","tag-agile-sales-book","tag-agile-sales-manifesto","tag-ai-assisted-selling"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.9 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Agile AI Sales Book Chapter 4 - Business Agility+AI<\/title>\n<meta name=\"description\" content=\"Agile Sales Manifesto: a transformative framework focusing on adaptability, collaboration, and customer-centric sales for long-term success\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, 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