March 2017
Beginner to intermediate
148 pages
1h 52m
Chinese
Content preview from 设计领导力
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销售与营销
｜
117
备发展稳定销售渠道的公司身上。这样很容易过度集中于手头的工作，忘记当项目
结束时会发生什么。投资于长期销售渠道，甚至拒绝不合适的业务，似乎与直觉相悖，
但这是与成功销售周期最为相关的策略。
7.6
销售人员、佣金与激励
虽然我们采访的
60%
的设计领导者会积极参与到公司的新业务周期中，但仍有不
少人依赖于专门的销售人员。这些销售人员以多种不同形式存在，从传统的商务发
展开路者，到与潜在用户见面并引导他们进入购买流程的策略家。这些角色也有着
不同的资历，但很少有成功的设计领袖不给销售人员工作上的支持。在
Fresh Tilled
Soil
公司，我们致力于尽快获得资深专职销售人员。我们目前的销售负责人是第
4
位加入公司的员工。这对当时的那家小型设计公司而言，可能是令人惊讶的，但我
们的逻辑是，而且至今仍是如此，若没有资深的全职销售人员，就不会有稳定销售
业绩来建立稳固的现金流基础。现金是任何企业的命脉。对于像设计工作室这样无
法依赖外部融资的服务型企业，资金是至关重要的。
有许多关于激励销售人员的文章，我们在这里就没必要赘述了。设计领导者在如何
激励销售人员上各持不同观点。真的存在给个人或团队提供正确的支持，让其更进
一步的通用方法。经验丰富的设计领导者所拥有的共同点是，对基于佣金的奖励并
不感冒。“作为服务型企业，我们无法因新业务获得迅速扩张。必须为未来打下基础，”
SmallBox
公司的杰布
•
班纳说道，“这对于拿佣金的销售人员来说，可能是颇感沮
丧的——必须为下个季度做销售，而且在资金进账之前是拿不到佣金的 ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.