美國不同地區銷售人員背後的驅動力量是什麼

What Drives Salespeople in Different U.S. Regions
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Based on a survey of 250 B2B salespeople. For more, read "Salespeople Work Differently in Different Parts of the U.S., in 6 Charts" 根據250名企業對企業銷售人員的問卷調查。更多相關內容可見〈頂尖與墊底業務員差異何在?〉

不同地區的企業對企業銷售各有不同,是合理的。例如,在加州銷售不同於在堪薩斯州銷售。但這不只是因為市場不同。史帝夫.馬丁發現,地理位置也會影響銷售人員。

他進行問卷調查,對象是美國四個地區的250名企業對企業銷售人員。他發現,踏入銷售職涯的動機因地區而異。美國中西部和西部的人更可能說,從事銷售是為了掌控自己的命運,而東北部的人則是為了賺更多錢。

東北部的人不太可能說,想要給自己的銷售導師留下深刻印象,但南部和西部的人很有可能說自己有個導師。西部和南部的銷售人員,也更有可能表示與客戶建立密切的個人關係。

最後,西部的銷售人員也最有可能表示,覺得自己對客戶的成功負有個人責任。或許是因為西部人將動機、指導、個人關係結合在一起,所以這地區的銷售人員,最有可能對銷售職涯感到滿意,也最有可能表示已達成或超過銷售目標。

(劉純佑譯)


It makes sense that business-to-business sales vary in different regions - selling in California, for instance, is not the same as selling in Kansas. But it isn't just about different markets. Steve W. Martin has found that geography also influences the people doing the selling.

He surveyed 250 business-to-business salespeople across four regions in the United States. Motivation to pursue a career in sales varied by region. People in the Midwest and West were more likely to say that they worked in sales to control their own destiny, while people in the Northeast liked the ability to earn more money.

And while people in the Northeast weren't very likely to say that they had a sales mentor they wanted to impress, people in the South and the West were very likely to report having such a mentor. Salespeople in both the West and the South were also more likely to say that they developed close personal relationships with their clients.

Finally, salespeople in the West were also the most likely to say that they felt personally responsible for their client’s success. Perhaps that Western combination of motivation, mentoring, and personal connection is why those salespeople were most likely to be satisfied by their career in sales… and also most likely to say that they'd achieved or exceeded their sales quotas.



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