{"id":31616,"date":"2026-10-30T13:15:00","date_gmt":"2026-10-30T06:15:00","guid":{"rendered":"https:\/\/www.careerlink.vn\/cam-nang-viec-lam\/?p=31616"},"modified":"2026-10-30T17:21:59","modified_gmt":"2026-10-30T10:21:59","slug":"lo-trinh-thang-tien-cua-nhan-vien-kinh-doanh","status":"publish","type":"post","link":"https:\/\/www.careerlink.vn\/cam-nang-viec-lam\/tu-van-nghe-nghiep\/lo-trinh-thang-tien-cua-nhan-vien-kinh-doanh","title":{"rendered":"L\u1ed9 tr\u00ecnh th\u0103ng ti\u1ebfn c\u1ee7a nh\u00e2n vi\u00ean kinh doanh: t\u1eeb sales \u0111\u1ebfn gi\u00e1m \u0111\u1ed1c"},"content":{"rendered":"

Nhi\u1ec1u ng\u01b0\u1eddi l\u00e0m sales v\u00e0i n\u0103m v\u1eabn ch\u01b0a r\u00f5 m\u00ecnh \u0111ang \u1edf n\u1ea5c n\u00e0o v\u00e0 c\u1ea7n g\u00ec \u0111\u1ec3 b\u01b0\u1edbc ti\u1ebfp. B\u00e0i vi\u1ebft ph\u00e1c h\u1ecda l\u1ed9 tr\u00ecnh th\u0103ng ti\u1ebfn c\u1ee7a nh\u00e2n vi\u00ean kinh doanh<\/strong> t\u1eeb Sales Executive \u0111\u1ebfn Gi\u00e1m \u0111\u1ed1c kinh doanh, k\u00e8m ti\u00eau ch\u00ed x\u00e9t l\u00ean c\u1ea5p, b\u01b0\u1edbc chuy\u1ec3n kh\u00f3 t\u1eeb ng\u01b0\u1eddi b\u00e1n sang ng\u01b0\u1eddi qu\u1ea3n l\u00fd v\u00e0 nh\u00e1nh chuy\u00ean gia nh\u01b0 Key Account \u0111\u1ec3 b\u1ea1n t\u1ef1 \u0111\u1ed1i chi\u1ebfu.<\/p>\n

\"l\u1ed9<\/p>\n

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T\u1ed5ng quan nhanh<\/strong><\/p>\n

\u2013 Con \u0111\u01b0\u1eddng qu\u1ea3n l\u00fd ph\u1ed5 bi\u1ebfn \u0111i qua s\u00e1u n\u1ea5c, t\u1eeb nh\u00e2n vi\u00ean \u0111\u1ebfn gi\u00e1m \u0111\u1ed1c kinh doanh.<\/p>\n

\u2013 Doanh nghi\u1ec7p th\u01b0\u1eddng x\u00e9t l\u00ean c\u1ea5p d\u1ef1a tr\u00ean KPI \u1ed5n \u0111\u1ecbnh nhi\u1ec1u k\u1ef3 ch\u1ee9 kh\u00f4ng d\u1ef1a tr\u00ean m\u1ed9t th\u00e1ng b\u00f9ng n\u1ed5.<\/p>\n

\u2013 B\u01b0\u1edbc t\u1eeb ng\u01b0\u1eddi b\u00e1n gi\u1ecfi sang tr\u01b0\u1edfng nh\u00f3m l\u00e0 n\u01a1i nhi\u1ec1u ng\u01b0\u1eddi v\u1ea5p.<\/p>\n

\u2013 Nh\u00e1nh chuy\u00ean gia nh\u01b0 Key Account hay sales gi\u1ea3i ph\u00e1p l\u00e0 l\u1ef1a ch\u1ecdn ngang h\u00e0ng v\u1edbi nh\u00e1nh qu\u1ea3n l\u00fd.<\/p>\n

B\u1ed1n \u00fd n\u00e0y \u0111\u01b0\u1ee3c tri\u1ec3n khai theo th\u1ee9 t\u1ef1, b\u1eaft \u0111\u1ea7u t\u1eeb b\u1ee9c tranh to\u00e0n c\u1ea3nh c\u00e1c c\u1ea5p b\u1eadc.<\/p>\n<\/div>\n

1. C\u00e1c n\u1ea5c trong l\u1ed9 tr\u00ecnh th\u0103ng ti\u1ebfn ngh\u1ec1 sales<\/h2>\n

\u1ede ph\u1ea7n l\u1edbn doanh nghi\u1ec7p, l\u1ed9 tr\u00ecnh th\u0103ng ti\u1ebfn c\u1ee7a nh\u00e2n vi\u00ean kinh doanh c\u00f3 c\u1ea5u tr\u00fac kh\u00e1 r\u00f5. Ng\u01b0\u1eddi m\u1edbi v\u00e0o l\u00e0m Nh\u00e2n vi\u00ean kinh doanh (Sales Executive), sau \u0111\u00f3 l\u00ean Chuy\u00ean vi\u00ean kinh doanh cao c\u1ea5p (Senior Sales), r\u1ed3i Tr\u01b0\u1edfng nh\u00f3m kinh doanh (Sales Team Leader ho\u1eb7c Sales Supervisor). C\u00e1c n\u1ea5c ti\u1ebfp theo l\u00e0 Tr\u01b0\u1edfng ph\u00f2ng kinh doanh (Sales Manager), Qu\u1ea3n l\u00fd v\u00f9ng (Area ho\u1eb7c Regional Sales Manager) v\u00e0 Gi\u00e1m \u0111\u1ed1c kinh doanh (Sales Director ho\u1eb7c Head of Sales). T\u00ean g\u1ecdi kh\u00e1c nhau gi\u1eefa c\u00e1c c\u00f4ng ty, nh\u01b0ng ph\u1ea1m vi tr\u00e1ch nhi\u1ec7m m\u1edf r\u1ed9ng theo logic t\u01b0\u01a1ng t\u1ef1.<\/p>\n\n\n\n\n\n\n\n\n
C\u1ea5p b\u1eadc<\/th>\nTr\u00e1ch nhi\u1ec7m ch\u00ednh<\/th>\nN\u0103ng l\u1ef1c c\u1ea7n \u0111\u1ec3 l\u00ean b\u01b0\u1edbc ti\u1ebfp<\/th>\nTh\u1eddi gian tham kh\u1ea3o<\/th>\n<\/tr>\n
Sales Executive<\/td>\nT\u00ecm kh\u00e1ch, t\u01b0 v\u1ea5n, ch\u1ed1t \u0111\u01a1n, ch\u0103m s\u00f3c kh\u00e1ch hi\u1ec7n c\u00f3<\/td>\n\u0110\u1ea1t ch\u1ec9 ti\u00eau \u1ed5n \u0111\u1ecbnh qua nhi\u1ec1u k\u1ef3, n\u1eafm s\u1ea3n ph\u1ea9m, ghi ch\u00e9p CRM \u0111\u1ea7y \u0111\u1ee7<\/td>\nV\u00e0i k\u1ef3 \u0111\u00e1nh gi\u00e1, t\u00f9y doanh nghi\u1ec7p<\/td>\n<\/tr>\n
Senior Sales<\/td>\nPh\u1ee5 tr\u00e1ch kh\u00e1ch l\u1edbn h\u01a1n, h\u1ed7 tr\u1ee3 ng\u01b0\u1eddi m\u1edbi<\/td>\nK\u00e8m c\u1eb7p \u0111\u1ed3ng nghi\u1ec7p, d\u1ef1 b\u00e1o doanh s\u1ed1 s\u00e1t th\u1ef1c t\u1ebf<\/td>\nT\u00f9y doanh nghi\u1ec7p v\u00e0 k\u1ebft qu\u1ea3<\/td>\n<\/tr>\n
Sales Team Leader<\/td>\nCh\u1ecbu ch\u1ec9 ti\u00eau nh\u00f3m, hu\u1ea5n luy\u1ec7n t\u1ea1i hi\u1ec7n tr\u01b0\u1eddng<\/td>\nGi\u1eef nh\u00f3m \u0111\u1ea1t ch\u1ec9 ti\u00eau, gi\u1eef ch\u00e2n nh\u00e2n s\u1ef1, l\u1eadp k\u1ebf ho\u1ea1ch th\u00e1ng<\/td>\nT\u00f9y quy m\u00f4 \u0111\u1ed9i v\u00e0 v\u1ecb tr\u00ed tr\u1ed1ng<\/td>\n<\/tr>\n
Sales Manager<\/td>\nQu\u1ea3n l\u00fd nhi\u1ec1u nh\u00f3m, ph\u00e2n b\u1ed5 ch\u1ec9 ti\u00eau, tuy\u1ec3n d\u1ee5ng<\/td>\n\u0110\u1ecdc b\u00e1o c\u00e1o l\u00e3i l\u1ed7 c\u01a1 b\u1ea3n, x\u00e2y quy tr\u00ecnh b\u00e1n h\u00e0ng<\/td>\nT\u00f9y doanh nghi\u1ec7p<\/td>\n<\/tr>\n
Area\/Regional Sales Manager<\/td>\nPh\u1ee5 tr\u00e1ch m\u1ed9t khu v\u1ef1c, nhi\u1ec1u k\u00eanh ph\u00e2n ph\u1ed1i<\/td>\nChi\u1ebfn l\u01b0\u1ee3c v\u00f9ng, l\u00e0m vi\u1ec7c v\u1edbi nh\u00e0 ph\u00e2n ph\u1ed1i<\/td>\nT\u00f9y doanh nghi\u1ec7p<\/td>\n<\/tr>\n
Sales Director\/Head of Sales<\/td>\nChi\u1ebfn l\u01b0\u1ee3c doanh thu to\u00e0n c\u00f4ng ty<\/td>\nT\u1ea7m nh\u00ecn th\u1ecb tr\u01b0\u1eddng, qu\u1ea3n tr\u1ecb ng\u00e2n s\u00e1ch, x\u00e2y \u0111\u1ed9i qu\u1ea3n l\u00fd<\/td>\nPh\u1ee5 thu\u1ed9c l\u1edbn v\u00e0o c\u01a1 h\u1ed9i<\/td>\n<\/tr>\n<\/table>\n

C\u1ed9t th\u1eddi gian ch\u1ec9 mang t\u00ednh tham kh\u1ea3o v\u00ec t\u1ed1c \u0111\u1ed9 th\u0103ng ch\u1ee9c ph\u1ee5 thu\u1ed9c quy m\u00f4 c\u00f4ng ty, t\u1ed1c \u0111\u1ed9 t\u0103ng tr\u01b0\u1edfng v\u00e0 vi\u1ec7c c\u00f3 v\u1ecb tr\u00ed tr\u1ed1ng hay kh\u00f4ng.<\/p>\n

2. T\u1eeb nh\u00e2n vi\u00ean l\u00ean Senior Sales: KPI n\u00e0o \u0111\u01b0\u1ee3c x\u00e9t<\/h2>\n

C\u00e2u h\u1ecfi “bao l\u00e2u \u0111\u01b0\u1ee3c th\u0103ng ch\u1ee9c” kh\u00f4ng c\u00f3 con s\u1ed1 chung, nh\u01b0ng \u0111i\u1ec1u ki\u1ec7n kh\u00e1 gi\u1ed1ng nhau. Qu\u1ea3n l\u00fd nh\u00ecn v\u00e0o vi\u1ec7c b\u1ea1n \u0111\u1ea1t ch\u1ec9 ti\u00eau \u1ed5n \u0111\u1ecbnh nhi\u1ec1u k\u1ef3 li\u00ean ti\u1ebfp, kh\u00f4ng ph\u1ea3i m\u1ed9t th\u00e1ng v\u01b0\u1ee3t xa r\u1ed3i c\u00e1c th\u00e1ng sau h\u1ee5t. H\u1ecd c\u0169ng xem ch\u1ea5t l\u01b0\u1ee3ng doanh thu: kh\u00e1ch c\u00f3 quay l\u1ea1i kh\u00f4ng, c\u00f4ng n\u1ee3 c\u00f3 thu \u0111\u00fang h\u1ea1n kh\u00f4ng. X\u00e9t m\u1ed9t v\u00ed d\u1ee5 minh h\u1ecda: ng\u01b0\u1eddi \u0111\u1ea1t kho\u1ea3ng 105% ch\u1ec9 ti\u00eau trong s\u00e1u th\u00e1ng li\u1ec1n th\u01b0\u1eddng \u0111\u01b0\u1ee3c qu\u1ea3n l\u00fd \u0111\u00e1nh gi\u00e1 cao h\u01a1n ng\u01b0\u1eddi l\u00fac 180% l\u00fac 60%, d\u00f9 con s\u1ed1 n\u00e0y ch\u1ec9 \u0111\u1ec3 h\u00ecnh dung ch\u1ee9 kh\u00f4ng ph\u1ea3i m\u1ed1c chung c\u1ee7a doanh nghi\u1ec7p n\u00e0o.<\/p>\n

C\u00e1c ch\u1ec9 s\u1ed1 hay xu\u1ea5t hi\u1ec7n trong bu\u1ed5i x\u00e9t l\u00ean c\u1ea5p g\u1ed3m:<\/p>\n

\u2013 T\u1ef7 l\u1ec7 ho\u00e0n th\u00e0nh ch\u1ec9 ti\u00eau doanh s\u1ed1 theo th\u00e1ng ho\u1eb7c qu\u00fd trong th\u1eddi gian d\u00e0i.<\/p>\n

\u2013 T\u1ef7 l\u1ec7 chuy\u1ec3n \u0111\u1ed5i t\u1eeb c\u01a1 h\u1ed9i b\u00e1n h\u00e0ng sang h\u1ee3p \u0111\u1ed3ng k\u00fd k\u1ebft th\u1ef1c t\u1ebf.<\/p>\n

\u2013 S\u1ed1 kh\u00e1ch h\u00e0ng m\u1edbi v\u00e0 t\u1ef7 l\u1ec7 gi\u1eef ch\u00e2n kh\u00e1ch h\u00e0ng c\u0169 qua c\u00e1c k\u1ef3.<\/p>\n

\u2013 \u0110\u1ed9 ch\u00ednh x\u00e1c c\u1ee7a d\u1ef1 b\u00e1o doanh s\u1ed1 so v\u1edbi k\u1ebft qu\u1ea3 cu\u1ed1i k\u1ef3.<\/p>\n

\u0110\u1ed9 ch\u00ednh x\u00e1c c\u1ee7a d\u1ef1 b\u00e1o \u00edt \u0111\u01b0\u1ee3c nh\u1eafc t\u1edbi, nh\u01b0ng nhi\u1ec1u qu\u1ea3n l\u00fd xem \u0111\u00f3 l\u00e0 m\u1ed9t d\u1ea5u hi\u1ec7u khi c\u00e2n nh\u1eafc ng\u01b0\u1eddi cho n\u1ea5c ti\u1ebfp theo. \u0110\u1ec3 hi\u1ec3u c\u00e1ch doanh nghi\u1ec7p thi\u1ebft k\u1ebf c\u00e1c ch\u1ec9 ti\u00eau n\u00e0y, b\u00e0i M\u1eabu KPI cho nh\u00e2n vi\u00ean kinh doanh: C\u00e1ch x\u00e2y d\u1ef1ng v\u00e0 \u00e1p d\u1ee5ng th\u1ef1c t\u1ebf<\/a> gi\u1ea3i th\u00edch chi ti\u1ebft.<\/p>\n

C\u00f4ng vi\u1ec7c c\u1ee7a chuy\u00ean vi\u00ean kinh doanh cao c\u1ea5p<\/h3>\n

Senior Sales kh\u00f4ng ch\u1ec9 l\u00e0 “nh\u00e2n vi\u00ean b\u00e1n l\u00e2u n\u0103m”. B\u1ea1n th\u01b0\u1eddng \u0111\u01b0\u1ee3c giao nh\u00f3m kh\u00e1ch gi\u00e1 tr\u1ecb l\u1edbn h\u01a1n, chu k\u1ef3 b\u00e1n d\u00e0i h\u01a1n v\u00e0 \u0111\u00f4i khi \u0111\u00e0m ph\u00e1n h\u1ee3p \u0111\u1ed3ng c\u00f9ng qu\u1ea3n l\u00fd. Nhi\u1ec1u c\u00f4ng ty giao th\u00eam vi\u1ec7c k\u00e8m ng\u01b0\u1eddi m\u1edbi trong v\u00e0i tu\u1ea7n \u0111\u1ea7u, v\u00e0 \u0111\u00f3 l\u00e0 b\u00e0i ki\u1ec3m tra ng\u1ea7m cho v\u1ecb tr\u00ed tr\u01b0\u1edfng nh\u00f3m.<\/p>\n

3. L\u00ean tr\u01b0\u1edfng nh\u00f3m: b\u01b0\u1edbc chuy\u1ec3n nhi\u1ec1u ng\u01b0\u1eddi v\u1ea5p<\/h2>\n

Trong c\u1ea3 l\u1ed9 tr\u00ecnh th\u0103ng ti\u1ebfn, b\u01b0\u1edbc t\u1eeb ng\u01b0\u1eddi b\u00e1n gi\u1ecfi sang tr\u01b0\u1edfng nh\u00f3m l\u00e0 n\u01a1i nhi\u1ec1u ng\u01b0\u1eddi v\u1ea5p. L\u00fd do kh\u00f4ng n\u1eb1m \u1edf n\u0103ng l\u1ef1c b\u00e1n h\u00e0ng m\u00e0 \u1edf thay \u0111\u1ed5i b\u1ea3n ch\u1ea5t c\u00f4ng vi\u1ec7c. Tr\u01b0\u1edbc \u0111\u00e2y b\u1ea1n \u0111\u01b0\u1ee3c \u0111o b\u1eb1ng doanh s\u1ed1 c\u00e1 nh\u00e2n, gi\u1edd b\u1ea1n \u0111\u01b0\u1ee3c \u0111o b\u1eb1ng doanh s\u1ed1 c\u1ee7a ng\u01b0\u1eddi kh\u00e1c. Ph\u1ea3n x\u1ea1 “\u0111\u1ec3 t\u00f4i ch\u1ed1t cho nhanh” t\u1eebng gi\u00fap b\u1ea1n n\u1ed5i b\u1eadt nay l\u1ea1i khi\u1ebfn nh\u00e2n vi\u00ean kh\u00f4ng l\u1edbn l\u00ean \u0111\u01b0\u1ee3c.<\/p>\n

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Ng\u01b0\u1eddi b\u00e1n gi\u1ecfi bi\u1ebft c\u00e1ch ch\u1ed1t \u0111\u01a1n, c\u00f2n ng\u01b0\u1eddi tr\u01b0\u1edfng nh\u00f3m gi\u1ecfi bi\u1ebft c\u00e1ch gi\u00fap ng\u01b0\u1eddi kh\u00e1c t\u1ef1 ch\u1ed1t \u0111\u01a1n.<\/em><\/p>\n<\/blockquote>\n

\u0110i\u1ec1u ki\u1ec7n l\u00ean tr\u01b0\u1edfng nh\u00f3m th\u01b0\u1eddng g\u1ed3m th\u00e0nh t\u00edch \u1ed5n \u0111\u1ecbnh, t\u1eebng k\u00e8m c\u1eb7p ng\u01b0\u1eddi m\u1edbi, \u0111\u01b0\u1ee3c \u0111\u1ed3ng nghi\u1ec7p tin t\u01b0\u1edfng v\u00e0 bi\u1ebft l\u1eadp k\u1ebf ho\u1ea1ch. Khi xem c\u00e1c tin tuy\u1ec3n tr\u01b0\u1edfng nh\u00f3m trong m\u1ee5c vi\u1ec7c l\u00e0m b\u00e1n h\u00e0ng – kinh doanh<\/a>, b\u1ea1n s\u1ebd th\u1ea5y ph\u1ea7n y\u00eau c\u1ea7u th\u01b0\u1eddng nh\u1eafc kinh nghi\u1ec7m qu\u1ea3n l\u00fd \u0111\u1ed9i nh\u1ecf v\u00e0 k\u1ef9 n\u0103ng hu\u1ea5n luy\u1ec7n b\u00ean c\u1ea1nh th\u00e0nh t\u00edch doanh s\u1ed1.<\/p>\n

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L\u01b0u \u00fd khi m\u1edbi l\u00ean tr\u01b0\u1edfng nh\u00f3m<\/strong><\/p>\n

\u2013 B\u1ea1n kh\u00f4ng n\u00ean ti\u1ebfp t\u1ee5c gi\u1eef h\u1ebft kh\u00e1ch l\u1edbn c\u1ee7a m\u00ecnh r\u1ed3i \u0111\u1ec3 nh\u00f3m t\u1ef1 xoay x\u1edf.<\/p>\n

\u2013 B\u1ea1n n\u00ean \u0111i g\u1eb7p kh\u00e1ch c\u00f9ng t\u1eebng nh\u00e2n vi\u00ean \u0111\u1ec3 quan s\u00e1t v\u00e0 g\u00f3p \u00fd tr\u1ef1c ti\u1ebfp.<\/p>\n

\u2013 B\u1ea1n c\u1ea7n ch\u1ea5p nh\u1eadn doanh s\u1ed1 nh\u00f3m c\u00f3 th\u1ec3 ch\u1eefng l\u1ea1i v\u00e0i th\u00e1ng \u0111\u1ea7u khi \u0111ang hu\u1ea5n luy\u1ec7n.<\/p>\n

Ba l\u01b0u \u00fd n\u00e0y gi\u00fap b\u1ea1n chuy\u1ec3n t\u1eeb ng\u01b0\u1eddi l\u00e0m sang ng\u01b0\u1eddi d\u1eabn d\u1eaft m\u00e0 kh\u00f4ng m\u1ea5t l\u00f2ng tin c\u1ee7a nh\u00f3m.<\/p>\n<\/div>\n

M\u1ed9t c\u00e1ch chu\u1ea9n b\u1ecb l\u00e0 xin qu\u1ea3n l\u00fd giao th\u1eed vi\u1ec7c k\u00e8m c\u1eb7p m\u1ed9t hai ng\u01b0\u1eddi m\u1edbi tr\u01b0\u1edbc khi c\u00f3 v\u1ecb tr\u00ed ch\u00ednh th\u1ee9c. K\u1ebft qu\u1ea3 c\u1ee7a h\u1ecd sau ba th\u00e1ng l\u00e0 b\u1eb1ng ch\u1ee9ng thuy\u1ebft ph\u1ee5c h\u01a1n m\u1ecdi l\u1eddi t\u1ef1 gi\u1edbi thi\u1ec7u.<\/p>\n

4. Tr\u01b0\u1edfng nh\u00f3m, tr\u01b0\u1edfng ph\u00f2ng v\u00e0 gi\u00e1m \u0111\u1ed1c kinh doanh kh\u00e1c nhau th\u1ebf n\u00e0o<\/h2>\n

C\u00e0ng l\u00ean cao, kh\u1ed1i l\u01b0\u1ee3ng ch\u1ed1t \u0111\u01a1n tr\u1ef1c ti\u1ebfp c\u00e0ng gi\u1ea3m c\u00f2n kh\u1ed1i l\u01b0\u1ee3ng ra quy\u1ebft \u0111\u1ecbnh t\u0103ng l\u00ean. Tr\u01b0\u1edfng nh\u00f3m v\u1eabn \u1edf g\u1ea7n kh\u00e1ch h\u00e0ng v\u00e0 nh\u00e2n vi\u00ean h\u1eb1ng ng\u00e0y. Tr\u01b0\u1edfng ph\u00f2ng l\u00e0m vi\u1ec7c nhi\u1ec1u h\u01a1n v\u1edbi s\u1ed1 li\u1ec7u, ng\u00e2n s\u00e1ch v\u00e0 c\u00e1c ph\u00f2ng ban kh\u00e1c. Gi\u00e1m \u0111\u1ed1c kinh doanh d\u00e0nh ph\u1ea7n l\u1edbn th\u1eddi gian cho chi\u1ebfn l\u01b0\u1ee3c, \u0111\u1ed1i t\u00e1c v\u00e0 ban \u0111i\u1ec1u h\u00e0nh.<\/p>\n

Tr\u01b0\u1edfng ph\u00f2ng v\u00e0 qu\u1ea3n l\u00fd v\u00f9ng<\/h3>\n

Sales Manager ch\u1ecbu ch\u1ec9 ti\u00eau c\u1ea3 ph\u00f2ng, ph\u00e2n b\u1ed5 xu\u1ed1ng t\u1eebng nh\u00f3m, tuy\u1ec3n ng\u01b0\u1eddi v\u00e0 qu\u1ea3n l\u00fd pipeline tr\u00ean CRM nh\u01b0 Salesforce hay HubSpot. Area ho\u1eb7c Regional Sales Manager ph\u1ed5 bi\u1ebfn \u1edf doanh nghi\u1ec7p c\u00f3 m\u1ea1ng l\u01b0\u1edbi r\u1ed9ng nh\u01b0 h\u00e0ng ti\u00eau d\u00f9ng, d\u01b0\u1ee3c ph\u1ea9m, v\u1eadt li\u1ec7u x\u00e2y d\u1ef1ng; h\u1ecd qu\u1ea3n l\u00fd nhi\u1ec1u \u0111\u1ed9i \u1edf nhi\u1ec1u t\u1ec9nh v\u00e0 l\u00e0m vi\u1ec7c tr\u1ef1c ti\u1ebfp v\u1edbi nh\u00e0 ph\u00e2n ph\u1ed1i.<\/p>\n

Gi\u00e1m \u0111\u1ed1c kinh doanh c\u1ea7n nh\u1eefng n\u0103ng l\u1ef1c g\u00ec<\/h3>\n

Sales Director c\u1ea7n t\u1ea7m nh\u00ecn th\u1ecb tr\u01b0\u1eddng, kh\u1ea3 n\u0103ng x\u00e2y \u0111\u1ed9i ng\u0169 qu\u1ea3n l\u00fd c\u1ea5p d\u01b0\u1edbi v\u00e0 qu\u1ea3n tr\u1ecb ng\u00e2n s\u00e1ch b\u00e1n h\u00e0ng. H\u1ecd \u0111\u1eb7t m\u1ee5c ti\u00eau doanh thu n\u0103m, ch\u1ecdn k\u00eanh \u01b0u ti\u00ean v\u00e0 ch\u1ecbu tr\u00e1ch nhi\u1ec7m tr\u01b0\u1edbc ban gi\u00e1m \u0111\u1ed1c. V\u1ecb tr\u00ed n\u00e0y \u00edt, n\u00ean c\u01a1 h\u1ed9i ph\u1ee5 thu\u1ed9c nhi\u1ec1u v\u00e0o th\u1eddi \u0111i\u1ec3m.<\/p>\n

5. Nh\u00e1nh chuy\u00ean gia: kh\u00f4ng ph\u1ea3i ai c\u0169ng n\u00ean l\u00e0m qu\u1ea3n l\u00fd<\/h2>\n

Sales gi\u1ecfi c\u00f3 c\u1ea7n chuy\u1ec3n sang l\u00e0m qu\u1ea3n l\u00fd kh\u00f4ng? C\u00e2u tr\u1ea3 l\u1eddi th\u1eb3ng l\u00e0 kh\u00f4ng b\u1eaft bu\u1ed9c. C\u00f3 ng\u01b0\u1eddi th\u00edch gi\u1ea3i b\u00e0i to\u00e1n c\u1ee7a kh\u00e1ch h\u01a1n l\u00e0 h\u1ecdp nh\u00f3m, x\u1eed l\u00fd nh\u00e2n s\u1ef1. V\u1edbi h\u1ecd, nh\u00e1nh chuy\u00ean gia l\u00e0 m\u1ed9t l\u1ed9 tr\u00ecnh th\u0103ng ti\u1ebfn ngang h\u00e0ng, kh\u00f4ng ph\u1ea3i l\u1ed1i \u0111i ph\u1ee5. M\u1ed9t s\u1ed1 doanh nghi\u1ec7p B2B c\u00f3 khung ch\u1ee9c danh chuy\u00ean gia v\u1edbi m\u1ee9c tr\u00e1ch nhi\u1ec7m t\u01b0\u01a1ng \u0111\u01b0\u01a1ng tr\u01b0\u1edfng nh\u00f3m ho\u1eb7c tr\u01b0\u1edfng ph\u00f2ng.<\/p>\n

C\u00e1c h\u01b0\u1edbng chuy\u00ean s\u00e2u th\u01b0\u1eddng g\u1eb7p g\u1ed3m:<\/p>\n

\u2013 Qu\u1ea3n l\u00fd kh\u00e1ch h\u00e0ng l\u1edbn (Key Account Manager) ph\u1ee5 tr\u00e1ch m\u1ed9t s\u1ed1 \u00edt kh\u00e1ch quan tr\u1ecdng v\u1edbi h\u1ee3p \u0111\u1ed3ng gi\u00e1 tr\u1ecb cao.<\/p>\n

\u2013 Ph\u00e1t tri\u1ec3n kinh doanh (Business Development) t\u00ecm th\u1ecb tr\u01b0\u1eddng, \u0111\u1ed1i t\u00e1c v\u00e0 m\u00f4 h\u00ecnh h\u1ee3p t\u00e1c m\u1edbi.<\/p>\n

\u2013 Sales gi\u1ea3i ph\u00e1p (Solution Sales) b\u00e1n s\u1ea3n ph\u1ea9m k\u1ef9 thu\u1eadt nh\u01b0 ph\u1ea7n m\u1ec1m ho\u1eb7c thi\u1ebft b\u1ecb c\u00f4ng nghi\u1ec7p.<\/p>\n

\u2013 V\u1eadn h\u00e0nh kinh doanh (Sales Operations) ho\u1eb7c Sales Admin lo d\u1eef li\u1ec7u, b\u00e1o c\u00e1o v\u00e0 quy tr\u00ecnh cho c\u1ea3 ph\u00f2ng.<\/p>\n

Ng\u01b0\u1eddi th\u00edch ph\u00e2n t\u00edch s\u1ed1 li\u1ec7u h\u1ee3p v\u1edbi Sales Operations, c\u00f2n ng\u01b0\u1eddi c\u00f3 n\u1ec1n t\u1ea3ng k\u1ef9 thu\u1eadt h\u1ee3p v\u1edbi sales gi\u1ea3i ph\u00e1p. H\u00e3y ch\u1ecdn d\u1ef1a tr\u00ean ph\u1ea7n vi\u1ec7c b\u1ea1n \u0111ang l\u00e0m t\u1ed1t.<\/p>\n

Mu\u1ed1n theo h\u01b0\u1edbng Key Account, b\u1ea1n b\u1eaft \u0111\u1ea7u b\u1eb1ng vi\u1ec7c ch\u0103m s\u00f3c t\u1ed1t v\u00e0i kh\u00e1ch c\u1ee1 v\u1eeba v\u00e0 hi\u1ec3u ai ra quy\u1ebft \u0111\u1ecbnh mua \u1edf \u0111\u00f3, r\u1ed3i h\u1ecdc l\u1eadp k\u1ebf ho\u1ea1ch t\u00e0i kho\u1ea3n (account plan) v\u00e0 \u0111\u00e0m ph\u00e1n h\u1ee3p \u0111\u1ed3ng khung. M\u1ed9t s\u1ed1 ng\u01b0\u1eddi kh\u00e1c r\u1ebd sang marketing ho\u1eb7c kh\u1edfi nghi\u1ec7p, v\u00ec hi\u1ec3u kh\u00e1ch h\u00e0ng l\u00e0 n\u1ec1n m\u00f3ng c\u1ee7a c\u1ea3 hai h\u01b0\u1edbng.<\/p>\n

6. L\u1ed9 tr\u00ecnh th\u0103ng ti\u1ebfn theo m\u00f4i tr\u01b0\u1eddng B2C, B2B v\u00e0 FMCG<\/h2>\n

M\u1ed7i m\u00f4i tr\u01b0\u1eddng kinh doanh c\u00f3 nh\u1ecbp \u0111\u1ed9 v\u00e0 ti\u00eau ch\u00ed ri\u00eang. \u1ede b\u00e1n l\u1ebb B2C nh\u01b0 \u0111i\u1ec7n m\u00e1y, th\u1eddi trang, chu k\u1ef3 b\u00e1n ng\u1eafn; nh\u00e2n vi\u00ean c\u00f3 th\u1ec3 l\u00ean tr\u01b0\u1edfng nh\u00f3m kh\u00e1 s\u1edbm nh\u01b0ng \u00e1p l\u1ef1c ch\u1ec9 ti\u00eau th\u00e1ng cao. \u1ede B2B nh\u01b0 ph\u1ea7n m\u1ec1m doanh nghi\u1ec7p hay m\u00e1y m\u00f3c, chu k\u1ef3 b\u00e1n k\u00e9o d\u00e0i nhi\u1ec1u th\u00e1ng v\u1edbi nhi\u1ec1u ng\u01b0\u1eddi tham gia quy\u1ebft \u0111\u1ecbnh. Th\u0103ng ch\u1ee9c \u1edf \u0111\u00e2y th\u01b0\u1eddng ch\u1eadm h\u01a1n nh\u01b0ng nh\u00e1nh chuy\u00ean gia ph\u00e1t tri\u1ec3n m\u1ea1nh h\u01a1n.<\/p>\n

Ng\u00e0nh h\u00e0ng ti\u00eau d\u00f9ng nhanh (FMCG) chia theo k\u00eanh. K\u00eanh truy\u1ec1n th\u1ed1ng (General Trade, GT) g\u1ed3m t\u1ea1p h\u00f3a, ch\u1ee3 v\u00e0 nh\u00e0 ph\u00e2n ph\u1ed1i, n\u01a1i ng\u01b0\u1eddi l\u00e0m th\u01b0\u1eddng \u0111i t\u1eeb nh\u00e2n vi\u00ean b\u00e1n h\u00e0ng l\u00ean gi\u00e1m s\u00e1t b\u00e1n h\u00e0ng (Sales Supervisor) r\u1ed3i qu\u1ea3n l\u00fd khu v\u1ef1c. K\u00eanh hi\u1ec7n \u0111\u1ea1i (Modern Trade, MT) g\u1ed3m si\u00eau th\u1ecb v\u00e0 chu\u1ed7i c\u1eeda h\u00e0ng ti\u1ec7n l\u1ee3i, n\u01a1i vai tr\u00f2 Key Account cho t\u1eebng chu\u1ed7i kh\u00e1 ph\u1ed5 bi\u1ebfn.<\/p>\n

\"l\u1ed9<\/p>\n

7. K\u1ef9 n\u0103ng c\u1ea7n h\u1ecdc v\u00e0 k\u1ebf ho\u1ea1ch 6 th\u00e1ng<\/h2>\n

\u0110\u1ec3 l\u00ean c\u1ea5p, b\u1ea1n c\u1ea7n th\u00eam k\u1ef9 n\u0103ng hu\u1ea5n luy\u1ec7n ng\u01b0\u1eddi kh\u00e1c, ph\u00e2n t\u00edch d\u1eef li\u1ec7u b\u00e1n h\u00e0ng, \u0111\u00e0m ph\u00e1n h\u1ee3p \u0111\u1ed3ng l\u1edbn v\u00e0 tr\u00ecnh b\u00e0y tr\u01b0\u1edbc c\u1ea5p tr\u00ean. \u0110\u00e0o t\u1ea1o n\u1ed9i b\u1ed9 v\u00e0 kh\u00f3a h\u1ecdc c\u1ee7a nh\u00e0 cung c\u1ea5p CRM l\u00e0 ngu\u1ed3n h\u1ecdc c\u00f3 th\u1ec3 b\u1eaft \u0111\u1ea7u ngay.<\/p>\n

M\u1ed9t k\u1ebf ho\u1ea1ch 6 th\u00e1ng c\u00f3 th\u1ec3 chia l\u00e0m ba ch\u1eb7ng. Hai th\u00e1ng \u0111\u1ea7u, b\u1ea1n r\u00e0 KPI c\u1ee7a m\u00ecnh, x\u00e1c \u0111\u1ecbnh ch\u1ec9 s\u1ed1 c\u00f2n y\u1ebfu v\u00e0 n\u00f3i th\u1eb3ng v\u1edbi qu\u1ea3n l\u00fd v\u1ec1 mong mu\u1ed1n l\u00ean c\u1ea5p. Hai th\u00e1ng ti\u1ebfp theo, b\u1ea1n nh\u1eadn k\u00e8m ng\u01b0\u1eddi m\u1edbi ho\u1eb7c ph\u1ee5 tr\u00e1ch m\u1ed9t d\u1ef1 \u00e1n nh\u1ecf nh\u01b0 chu\u1ea9n h\u00f3a d\u1eef li\u1ec7u kh\u00e1ch tr\u00ean CRM. Hai th\u00e1ng cu\u1ed1i, b\u1ea1n t\u1ed5ng h\u1ee3p k\u1ebft qu\u1ea3 b\u1eb1ng s\u1ed1 li\u1ec7u v\u00e0 \u0111\u1ec1 xu\u1ea5t bu\u1ed5i \u0111\u00e1nh gi\u00e1 ch\u00ednh th\u1ee9c.<\/p>\n

\n

L\u1eddi khuy\u00ean khi t\u1ef1 v\u1ea1ch l\u1ed9 tr\u00ecnh th\u0103ng ti\u1ebfn<\/strong><\/p>\n

\u2013 B\u1ea1n h\u00e3y h\u1ecfi qu\u1ea3n l\u00fd ti\u00eau ch\u00ed l\u00ean c\u1ea5p c\u1ee5 th\u1ec3 b\u1eb1ng v\u0103n b\u1ea3n thay v\u00ec t\u1ef1 \u0111o\u00e1n.<\/p>\n

\u2013 B\u1ea1n n\u00ean l\u01b0u s\u1ed1 li\u1ec7u k\u1ebft qu\u1ea3 t\u1eebng qu\u00fd \u0111\u1ec3 c\u00f3 b\u1eb1ng ch\u1ee9ng khi \u0111\u00e1nh gi\u00e1.<\/p>\n

\u2013 B\u1ea1n h\u00e3y xin ph\u1ea3n h\u1ed3i \u0111\u1ecbnh k\u1ef3 v\u1ec1 k\u1ef9 n\u0103ng qu\u1ea3n l\u00fd, kh\u00f4ng ch\u1ec9 v\u1ec1 doanh s\u1ed1.<\/p>\n

Ba th\u00f3i quen n\u00e0y gi\u00fap bu\u1ed5i \u0111\u00e1nh gi\u00e1 d\u1ef1a tr\u00ean d\u1eef ki\u1ec7n thay v\u00ec c\u1ea3m nh\u1eadn c\u1ee7a c\u1ea5p tr\u00ean.<\/p>\n<\/div>\n

N\u1ebfu c\u00f4ng ty l\u00e2u kh\u00f4ng c\u00f3 v\u1ecb tr\u00ed tr\u1ed1ng, t\u00ecm c\u01a1 h\u1ed9i \u1edf n\u01a1i kh\u00e1c c\u0169ng h\u1ee3p l\u00fd, v\u00e0 b\u1ed9 s\u1ed1 li\u1ec7u t\u00edch l\u0169y l\u00e0 ph\u1ea7n m\u1ea1nh c\u1ee7a h\u1ed3 s\u01a1.<\/p>\n

8. C\u00e2u h\u1ecfi th\u01b0\u1eddng g\u1eb7p<\/h2>\n

1. Nh\u00e2n vi\u00ean kinh doanh bao l\u00e2u th\u00ec \u0111\u01b0\u1ee3c l\u00ean tr\u01b0\u1edfng nh\u00f3m?<\/em><\/strong> Kh\u00f4ng c\u00f3 m\u1ed1c chung; th\u1eddi gian t\u00f9y th\u00e0nh t\u00edch \u1ed5n \u0111\u1ecbnh, kh\u1ea3 n\u0103ng k\u00e8m ng\u01b0\u1eddi m\u1edbi v\u00e0 vi\u1ec7c doanh nghi\u1ec7p c\u00f3 v\u1ecb tr\u00ed tr\u1ed1ng.<\/p>\n

2. Kh\u00f4ng mu\u1ed1n l\u00e0m qu\u1ea3n l\u00fd th\u00ec sales c\u00f3 c\u00f2n \u0111\u01b0\u1eddng ph\u00e1t tri\u1ec3n kh\u00f4ng?<\/em><\/strong> C\u00f3, nh\u00e1nh chuy\u00ean gia nh\u01b0 Key Account, Business Development hay sales gi\u1ea3i ph\u00e1p l\u00e0 h\u01b0\u1edbng \u0111i ngang h\u00e0ng.<\/p>\n

3. T\u1eeb sales c\u00f3 chuy\u1ec3n sang marketing \u0111\u01b0\u1ee3c kh\u00f4ng?<\/em><\/strong> \u0110\u01b0\u1ee3c, v\u00ec hi\u1ec3u kh\u00e1ch h\u00e0ng l\u00e0 l\u1ee3i th\u1ebf; b\u1ea1n c\u1ea7n h\u1ecdc th\u00eam k\u1ef9 n\u0103ng n\u1ed9i dung, s\u1ed1 li\u1ec7u v\u00e0 c\u00f4ng c\u1ee5 marketing.<\/p>\n

Th\u0103ng ti\u1ebfn trong ngh\u1ec1 b\u00e1n h\u00e0ng kh\u00f4ng ch\u1ec9 l\u00e0 b\u00e1n nhi\u1ec1u h\u01a1n m\u00e0 l\u00e0 thay \u0111\u1ed5i c\u00e1ch t\u1ea1o gi\u00e1 tr\u1ecb cho \u0111\u1ed9i. Khi x\u00e2y l\u1ed9 tr\u00ecnh th\u0103ng ti\u1ebfn c\u1ee7a nh\u00e2n vi\u00ean kinh doanh<\/strong> cho ri\u00eang m\u00ecnh, h\u00e3y x\u00e1c \u0111\u1ecbnh b\u1ea1n h\u1ee3p nh\u00e1nh qu\u1ea3n l\u00fd hay chuy\u00ean gia, gi\u1eef KPI \u1ed5n \u0111\u1ecbnh nhi\u1ec1u k\u1ef3 v\u00e0 t\u1eadp k\u00e8m c\u1eb7p ng\u01b0\u1eddi kh\u00e1c t\u1eeb s\u1edbm. H\u00e3y b\u1eaft \u0111\u1ea7u b\u1eb1ng m\u1ed9t cu\u1ed9c trao \u0111\u1ed5i th\u1eb3ng th\u1eafn v\u1edbi qu\u1ea3n l\u00fd ngay tu\u1ea7n n\u00e0y.<\/p>\n

B\u00e0i vi\u1ebft mang t\u00ednh tham kh\u1ea3o; c\u1ea5p b\u1eadc, ti\u00eau ch\u00ed v\u00e0 th\u1eddi gian th\u0103ng ti\u1ebfn th\u1ef1c t\u1ebf t\u00f9y t\u1eebng doanh nghi\u1ec7p, ng\u00e0nh h\u00e0ng v\u00e0 n\u0103ng l\u1ef1c m\u1ed7i ng\u01b0\u1eddi.<\/em><\/p>\n

Minh An<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"

Nhi\u1ec1u ng\u01b0\u1eddi l\u00e0m sales v\u00e0i n\u0103m v\u1eabn ch\u01b0a r\u00f5 m\u00ecnh \u0111ang \u1edf n\u1ea5c n\u00e0o v\u00e0 c\u1ea7n g\u00ec \u0111\u1ec3 b\u01b0\u1edbc ti\u1ebfp. B\u00e0i vi\u1ebft ph\u00e1c h\u1ecda l\u1ed9 …<\/p>\n","protected":false},"author":58,"featured_media":31596,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[17],"tags":[],"class_list":["post-31616","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-tu-van-nghe-nghiep"],"_links":{"self":[{"href":"https:\/\/www.careerlink.vn\/cam-nang-viec-lam\/wp-json\/wp\/v2\/posts\/31616","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.careerlink.vn\/cam-nang-viec-lam\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.careerlink.vn\/cam-nang-viec-lam\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.careerlink.vn\/cam-nang-viec-lam\/wp-json\/wp\/v2\/users\/58"}],"replies":[{"embeddable":true,"href":"https:\/\/www.careerlink.vn\/cam-nang-viec-lam\/wp-json\/wp\/v2\/comments?post=31616"}],"version-history":[{"count":1,"href":"https:\/\/www.careerlink.vn\/cam-nang-viec-lam\/wp-json\/wp\/v2\/posts\/31616\/revisions"}],"predecessor-version":[{"id":31617,"href":"https:\/\/www.careerlink.vn\/cam-nang-viec-lam\/wp-json\/wp\/v2\/posts\/31616\/revisions\/31617"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.careerlink.vn\/cam-nang-viec-lam\/wp-json\/wp\/v2\/media\/31596"}],"wp:attachment":[{"href":"https:\/\/www.careerlink.vn\/cam-nang-viec-lam\/wp-json\/wp\/v2\/media?parent=31616"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.careerlink.vn\/cam-nang-viec-lam\/wp-json\/wp\/v2\/categories?post=31616"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.careerlink.vn\/cam-nang-viec-lam\/wp-json\/wp\/v2\/tags?post=31616"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}