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Il bombo non può volare

Il desiderio crea l' IGNORANZA INTELLIGENTE . 

L'ignoranza intelligente è il dono di non sapere ciò che non sai fare, perciò you can go ahead and do something. Many times this allows a person to achieve almost the impossible. For example, a new seller enters into a new organization that has no experience in the field without knowing the market, without having yet the fundamentals of selling techniques. Not having any experience, does not know well the mechanisms that regulate the relationship between vendor and customer, does not know the time and methods of approach to the customer is not familiar with the product it sells. Fortunately, he does not know NOT KNOW and is motivated by the need and desire to succeed. The result is that his enthusiasm encourages the entire organization to sell. Not knowing they could not sell, SALE! Maybe that's why a seller "newbie" is better than a "seller of laps down."

Everyone knows that the Bee can not fly. There is overwhelming scientific evidence, the bumblebee can not fly. Its body is too heavy and the wings too small to read. From the aerodynamic point of view, it is impossible to fly, but the bumblebee can not read. AND FLY.

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Lo sviluppo qualitativo dell'azienda.

I now speak of business development, development that the employer should make to your company to make sure that it is establishing itself in a market that is becoming more competitive every day and full of pitfalls.

The entrepreneur is the architect of today, as I said, the creation of businesses that are dedicated to business success. Some examples? Luxottica, Natuzzi, Geox, and we can still continue with other excellences.

The business excellence must be pervasive, that operate on all the variables and get deep into the corporate business structure. In particular, the business excellence is manifested in the enterprise when they occur and reach three objectives simultaneously:

• Productivity , understood as a mental attitude towards a constant improvement of what already exists (do better today than yesterday and tomorrow better than today to do).
• Quality , understood in the sense of total quality system that involves human and material resources at all levels of the organization.
• Creativity understood in all business activities, such as business strategies, new technologies, launching new products and advertising campaigns, networks of sales (door to door, mail, internet, etc.).

The business excellence must also aim at giving a comprehensive strategy to restricted areas or niche to be national, as is the case with some Japanese companies (Sony, Toyota and Honda) or American (IBM, McDonalds, General Motors).

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Attenzione, attenzione, attenzione.

All I pay attention to grows. Grows.

Pay attention to your plants and grow. Pay attention to the cause that interests you most and your passion and your knowledge will increase success. The audience is: wherever you running it from its object grows.

When you talk to members of your team, your team, always pay attention to the final results you want to reach, not the effort required to obtain them. When you praise your men, pay attention to the results achieved, not to the attempts and efforts.

Most of those who lead the team, managers, leaders, ignores this fundamental point: continue to reward the effort and do not understand that doing so unconsciously communicate the message that "enough to try." Soon their men came to think that if they can prove to strive final results will not be taken into account. Make sure you press the final results more than anything else.

If you behave in this way, you get better results. You have to be you the one who keeps talking about numbers if you want a person to reach these numbers. Se invece ti lamenti di come tutto sia difficile e poni enfasi sui duri sforzi degli altri, ecco che cosa otterrai: meno risultati e più tentativi . Tutto quello che lodi cresce, sempre. Questa è una legge di natura.

L'attenzione ha un grande potere e tuttavia la maggior parte delle persone lascia che la propria concentrazione sia continuamente sviata da forze esterne. Una telefonata inattesa, un'email inopportuna, qualcuno che si presenta con un problema routinario da risolvere. In questo modo l'attenzione si disperde. 

Ma l'attenzione è come il denaro, è un tesoro prezioso, si riversa sulle cose; come il denaro, is spent on what you choose. If you invest your attention on what you want (profits measurable, specific results) you'll always get what you want more easily.

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La leadership e l'empowerment

What is leadership in the sales manager or sales manager? What is empowerment and how it develops?

In modern business, modern organization immediately if you feel good and people are making in terms of performance. In general each demonstrate responsibility, is proactive, takes care of problems they encounter and is available in comparison with others.

In these companies there was a 'special attention to people . Everyone is valued, heard, recognized that the merits and contributions from that, it captures the great sense of belonging and identification in the organization, management style is participative, and there is scope for creativity and show the team concept .

The company sales professional (and professional) must therefore be "intelligent" is on a rational level (plans, processes, methods, techniques, problem solving), both emotional (self-awareness, emotional self-control, empathy , authority and negotiation).

In the activity of guidance and motivation of the sellers or the sales manager sales manager can use to develop the emotional factor empowerment (sense of belonging, self-empowerment, self-motivation and integration) thus ensuring that each vendor is constantly share in corporate life, identifying mission to play, feeling responsible in every activity, taking charge of problems, being proactive and welcomes changes.

The sales manager can support atteggiamenti che producono efficienza ed efficacia, stimolando opportunamente i suoi collaboratori attraverso la creazione di un clima aperto e cordiale con un approccio che tende a considerare gli errori occasioni di apprendimento, sfruttando i momenti di coaching per rinsaldare il rapporto, mantenendo costante l'attenzione ai bisogni dei propri collaboratori. Sappiamo infatti che ogni essere umano tende a soddisfare i propri bisogni, razionali ed emozionali, sia nella vita privata che in quella sociale; tuttavia rivolge maggiore attenzione al mondo del lavoro, da cui può ricavare frustrazioni o gratificazioni. Il responsabile commerciale professionale è pienamente consapevole che i venditori hanno basic physiological needs and that without sufficient remuneration can not last long, as he knows that every seller needs safety and protection at work and also to be part of a group where he feels at ease.

When these factors are not satisfied, you can hardly expect empowerment. However, even if a seller earns enough, is sure of his job and is part of a friendly group, this does not mean it is really motivated and satisfied: he simply deleted all the frustrations. To be compelled to give more, to invest all their energies, to give their best, want to be recognized, valued, appreciated, seen, heard, challenged in the goals and skills.
See also:
trade policy
be an example
The formation of the sales team

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Il controllo della forza vendita sul territorio

to complete a proper marketing strategy, after have assigned goals and reviewed the sales results, you must have sales force in the territory to ensure optimal client coverage . Active but customers should visit also take time to create new ones.

Given the traffic levels achieved in our cities is vital to plan tours of the visit in order to reduce transfer times and maximizing the time spent with clients. It also notes that customers get used to a constant visit ensures higher levels of turnover because it avoids broken stock.

The method is planned to give each customer the most suitable frequency of visits to its potential while minimizing the transfer time:

• begin segmenting customers based on turnover: A - B - C;
• assigns each client a monthly visit frequency;
• set themselves realistic goals that you can visit every day and give each vendor a number of new customers from seek every month;
• be taken into account of the meetings and administrative work;
• finally distribute visits per day, taking into account the more rational path.

Take for example a group of 100 customers who order in descending order of turnover. In many cases it is noted that the top 20% of clients (20 clients then in our example) are responsible for most of the sales (può arrivare sino all'80% del fatturato totale). Assegneremo una frequenza di visite mensili in relazione all'importanza del fatturato sviluppato da ogni singolo cliente. Quindi ciascun venditore, conoscendo il proprio territorio assegnerà il giorno di visita a ciascun cliente tenendo presente le distanze e il carico di lavoro giornaliero. Leggi anche  La rete vendita: diretta, indiretta o mista

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Verifica dei risultati di vendita

Come possiamo effettuare un efficace controllo delle performance di vendita? Come possiamo controllare che la nostra forza vendita raggiunga gli obiettivi prefissati?

Il primo punto consiste nell'assegnare ai venditori the objectives related to their area of \u200b\u200bexpertise . Targets should be challenging, but achievable in order to have a constant stimulus.

The more the goals are shared by the sales force will be greater efforts to prosecute.

To assign goals properly, we must consider a range of information and market data, is essential to make a thorough analysis of sales areas (province, region, nation, etc..) Determining the level of development and client coverage. In order to identify corrective lenses, should know and then analyze a data set, including the development trend of the market in which the company operates.

The company must also provide clear guidance on which products launch and promote them as a support for . It will be always useful to analyze the time series of the previous years, the market share and those of competitors. This information will give us the general framework that will allow for example to determine whether our business will grow next year by 15%. This data generally can not be spread evenly to all sellers, but will then be divided by area in base alle potenzialità e ai risultati sin qui ottenuti. Risulta fondamentale analizzare in dettaglio il fatturato per cliente osservando il mix dei prodotti trattati, analizzare i clienti non attivi, stimare il loro potenziale e tenere conto del carico di lavoro già assegnato a ciascun venditore.

Per l'assegnazione degli obiettivi è possibile eseguire due metodi distinti, denominati "top-down" e "bottom-up".  

Nel primo caso, la direzione aziendale o la proprietà fornisce un obiettivo ai dirigenti: questi lo suddividono ai quadri intermedi (Capi Area, Capi Distretto, ecc.), che lo assegnano poi ai venditori che a loro volta it will be broken by customer. In the second case, the management provides a framework, the sellers shall make proposals to the middle and they will pass them to the managers. The second method has the advantage of being shared, and uses the most information available to the sales force. The risk that you will encounter in its application, the length of time and complexity of the process.

After assigning objectives must constantly monitor developments and intervene in cases offset . To check the results of the sale, you should be aware that very difficult to refer to absolute data . We must then compare the results in a relative way by comparing each area or sector or the national average in previous periods. also read the definition of business objectives and sales budgets.

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La nuova figura del Direttore Commerciale: da Manager a Leader.

We have already spoken of the sales manager (or account manager or, again, sales manager) and his position last year (to read the article click here ) who he is, what ago, what it takes. I need to add something, even requested from your most welcome email because the role is evolving.

Until yesterday, the sales manager had a boss that his report was based on a report bureaucratic top-down and that favored the control and management while maintaining a role "supervisor ", today it must be a leader that has a flexible approach to solutions, that reinforces their own men in the management of problems, privileged relationship with the people by motivating and coaching from (ie, supporting, supporting , supporting the sellers in their activities).

The leader is also the one who also has a vision beyond the short-term , which must guide the conduct of all its vendors that it is responsible for putting goals important to their sales force. The commercial director of new business organizations should:

• update their knowledge, gaining understanding of marketing techniques;
• ability to combine sales channels exploiting the peculiarities of each channel, managing an appropriate level of healthy competition and benefit from the opportunities offered by technology
• be close to vendors and customers so da non perdere la conoscenza del mercato (che cambia frequentemente);
• essere un consulente ; non è sufficiente cioè osservare nei confronti dei venditori che i "numeri" non sono quelli attesi, ma deve spiegare a ciascuno di loro le ragioni che portano alle scarse performance e indicare la strada da seguire perchè ciò non accada;
• incrementare la partecipazione alle decisioni da parte della forza vendita e deve coinvolgere i venditori nell'interazione con altre funzioni aziendali, per esempio nell'analisi del prodotto, nella valutazione della pubblicità o delle promozioni e altro ancora.

In definitiva, il direttore commerciale ha il compito di build a team of sales people or sales agents that fuse and share all the expertise and support for growth performance of individual sellers (drawing a comparison with a football rather than basketball functions which amounts to saying " knowing how to do dressing )

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Non accettate mai la possibilità del fallimento

A Franklin D. Roosevelt among other things, said

"There is nothing to fear except fear itself."

It was right .....

In adult life, the fear of failure is the major obstacle to success. Note then that fear is not the failure itself, instead strengthens us and makes us more adaptable and determined. Instead it is the fear of failure or the anticipation of failure to paralyze the thoughts and activities, even refraining from trying to do the things we need to succeed.

Dare groped. People who do not hit the big bettors. but are willing to take calculated risks, in light of objectives set to achieve greater rewards. In fact, the attitude of risk-taking is the most indicative of the willingness to get rich or be successful.

Every time you face a situazione rischiosa ponetevi questa domanda:  Qual'è la cosa peggiore al mondo che mi possa capitare se procedo? 

Il fatto è che tutti temono di fallire. Ognuno ha paura della povertà e delle umiliazioni. Ognuno si spaventa se commette un errore o se subisce battute d'arresto. Ma coloro che raggiungono il successo, affrontano consapevolmente e deliberatamente tale paura, accingendosi comunque ad agire. Ha scritto Ralph Emerson:  "Abituatevi a fare le cose che temete. Se le fate, sarà certa la morte della paura"

Se act with courage and boldness will come to your aid unknown forces. Every act of courage, boldness and increases your ability to be more courageous in the future. Whenever you act in a positive way without a guarantee of success will diminish your fears, increase your confidence and personal courage. Eventually you will reach the arete where no longer afraid of anything.

Remember the movie Apollo 13 , when people began to speculate about losing the space shuttle and the astronauts, Eugene Krantz responsible for the control room at NASA, he gathered his men and said: " Gentlemen, the failure of the operation non è contemplato".

Spetta a voi impegnarvi per diventare uomini (e donne) di successo, spetta a voi impegnarvi per raggiungere l'obiettivo. Il vostro compito sta proprio nello stabilire nuovi traguardi, nuove mete, nuovi obiettivi specifici, nel metterli per iscritto e nel lavorare indefessamente ogni giorno. In particolare, davanti a ogni problema e difficoltà, dovete continuare a ricordare che IL FALLIMENTO NON E' UN'OPZIONE CONTEMPLATA. Questo è l'atteggiamento che, più di ogni altra cosa, vi garantirà il successo a lungo termine.

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Una Passione che nasce da lontano

We Ceniti Alessandro Benedetti and Daniel, born in 1974, residents of Tarquinia and Tuscania each other, a lovely town of Tuscia one step away from Rome.

Astronomy? for us a passion that comes from afar, when little more than fourteen, were trying improbable observations of galaxies and Nebuolose Newton-Smith with a 114 mm. 1982.

Even then, it was strong interest in us to "capture" with great difficulty that we managed to catch a glimpse between the lenses of those old eyes, but it soon became clear that the technology of 'time we would never have allowed the crowning achievement of that aspiration.

We abandoned the project and then the years passed, until the technological progress, once we "enemy", it became a vital ally with whom he can finally resume THAT rock 'old now but never faded dream.

And here we are! No longer youngsters like old times but always driven by that wonderful passion, a passion that comes from afar.


Daniel & Alexander

danyline74@libero.it
axlbenedetti@tiscali.it
Forum: http://forum.astrofili.org/ user astroaxl

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Cos'è un Anno Luce

L ' light year is the unit of measure that defines the distance traveled in a vacuum (ie in the absence of fields gravitational and / or magnetic ) by a photon or Electromagnetic Radiation ( LIGHT ) in one year. Then the light traveling at a speed of nearly 300,000 km per second, this measure will be more than 9.4 trillion miles.

Below is a table showing the time it takes light to reach Earth's starting some objects of the firmament:

- LUNA : 1.28 sec.:

(Earth-> Luna)

-        SOLE : 8 min. e 20 sec.;

-        PLUTONE  (ai confini del  Sistema Solare ): 5 ore e 24 min.;

-       PROXIMA CENTAURI  ( la stella più vicina a noi dopo il Sole ): 4 anni e 2 mesi;

-        M31 (the Andromeda Galaxy ): 2 million and 500,000 years;

- ; IC 1101 ( the largest galaxy known ): 1 billion and 70 million years;

- GRB090423 ( the most distant object ever observed, a bursts 12-sec. ): 13 billion years;