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| Call Stack | |||||
| # | Time | Memory | Function | Location | |
| 1 | 0.0001 | 48964 | {main}( ) | ../index.php:0 | |
| 2 | 0.0002 | 52556 | require( '/var/www/development/tfblog.clients.skyron.co.uk/wp-blog-header.php' ) | ../index.php:17 | |
| 3 | 0.1753 | 13764264 | require_once( '/var/www/development/tfblog.clients.skyron.co.uk/wp-includes/template-loader.php' ) | ../wp-blog-header.php:16 | |
| 4 | 0.1767 | 13826240 | include( '/var/www/development/tfblog.clients.skyron.co.uk/wp-content/themes/default/single.php' ) | ../template-loader.php:34 | |
| 5 | 0.8285 | 13898868 | the_content( $more_link_text = '<p class="serif">Read the rest of this entry »</p>', $stripteaser = ???, $more_file = ??? ) | ../single.php:38 | |
| 6 | 0.8287 | 13902144 | apply_filters( $tag = 'the_content', $value = '<p>The strategies that enable a company to gain and maintain customers are only as effective as the people that implement them; so recruiting, training, developing and rewarding those people effectively, is crucial. A phrase commonly used is the war on talent; but should it be a battle? </p>\n<p><strong>What if a company’s talent strategy was such that the right people were attracted to rather than fought for? </strong></p>\n<p>At the frontline of any company is its salesforce. The salesforce of the futur...' ) | ../post-template.php:164 | |
| 7 | 0.8287 | 13902144 | call_user_func_array ( 'ga_outgoing', array (0 => '<p>The strategies that enable a company to gain and maintain customers are only as effective as the people that implement them; so recruiting, training, developing and rewarding those people effectively, is crucial. A phrase commonly used is the war on talent; but should it be a battle? </p>\n<p><strong>What if a company’s talent strategy was such that the right people were attracted to rather than fought for? </strong></p>\n<p>At the frontline of any company is its salesforce. The salesforce of the futur...') ) | ../plugin.php:166 | |
| 8 | 0.8287 | 13902144 | ga_outgoing( $input = '<p>The strategies that enable a company to gain and maintain customers are only as effective as the people that implement them; so recruiting, training, developing and rewarding those people effectively, is crucial. A phrase commonly used is the war on talent; but should it be a battle? </p>\n<p><strong>What if a company’s talent strategy was such that the right people were attracted to rather than fought for? </strong></p>\n<p>At the frontline of any company is its salesforce. The salesforce of the futur...' ) | ../plugin.php:0 | |
| Variables in local scope (#8) | |||||
$link_pattern = | &string '/<a (.*?)href="(.*?)\/\/(.*?)"(.*?)>(.*?)<\/a>/i' (length=48) | ||||
$input = | string '<p>The strategies that enable a company to gain and maintain customers are only as effective as the people that implement them; so recruiting, training, developing and rewarding those people effectively, is crucial. A phrase commonly used is the war on talent; but should it be a battle? </p> <p><strong>What if a company’s talent strategy was such that the right people were attracted to rather than fought for? </strong></p> <p>At the frontline of any company is its salesforce. The salesforce of the future '... (length=2828) | ||||
$link_pattern_2 = | &string '/<a (.*?)href='(.*?)\/\/(.*?)'(.*?)>(.*?)<\/a>/i' (length=48) | ||||
| ( ! ) Notice: Use of undefined constant ga_parse_link - assumed 'ga_parse_link' in /var/www/development/tfblog.clients.skyron.co.uk/wp-content/plugins/google-analyticator/google-analyticator.php on line 437 | |||||
|---|---|---|---|---|---|
| Call Stack | |||||
| # | Time | Memory | Function | Location | |
| 1 | 0.0001 | 48964 | {main}( ) | ../index.php:0 | |
| 2 | 0.0002 | 52556 | require( '/var/www/development/tfblog.clients.skyron.co.uk/wp-blog-header.php' ) | ../index.php:17 | |
| 3 | 0.1753 | 13764264 | require_once( '/var/www/development/tfblog.clients.skyron.co.uk/wp-includes/template-loader.php' ) | ../wp-blog-header.php:16 | |
| 4 | 0.1767 | 13826240 | include( '/var/www/development/tfblog.clients.skyron.co.uk/wp-content/themes/default/single.php' ) | ../template-loader.php:34 | |
| 5 | 0.8285 | 13898868 | the_content( $more_link_text = '<p class="serif">Read the rest of this entry »</p>', $stripteaser = ???, $more_file = ??? ) | ../single.php:38 | |
| 6 | 0.8287 | 13902144 | apply_filters( $tag = 'the_content', $value = '<p>The strategies that enable a company to gain and maintain customers are only as effective as the people that implement them; so recruiting, training, developing and rewarding those people effectively, is crucial. A phrase commonly used is the war on talent; but should it be a battle? </p>\n<p><strong>What if a company’s talent strategy was such that the right people were attracted to rather than fought for? </strong></p>\n<p>At the frontline of any company is its salesforce. The salesforce of the futur...' ) | ../post-template.php:164 | |
| 7 | 0.8287 | 13902144 | call_user_func_array ( 'ga_outgoing', array (0 => '<p>The strategies that enable a company to gain and maintain customers are only as effective as the people that implement them; so recruiting, training, developing and rewarding those people effectively, is crucial. A phrase commonly used is the war on talent; but should it be a battle? </p>\n<p><strong>What if a company’s talent strategy was such that the right people were attracted to rather than fought for? </strong></p>\n<p>At the frontline of any company is its salesforce. The salesforce of the futur...') ) | ../plugin.php:166 | |
| 8 | 0.8287 | 13902144 | ga_outgoing( $input = '<p>The strategies that enable a company to gain and maintain customers are only as effective as the people that implement them; so recruiting, training, developing and rewarding those people effectively, is crucial. A phrase commonly used is the war on talent; but should it be a battle? </p>\n<p><strong>What if a company’s talent strategy was such that the right people were attracted to rather than fought for? </strong></p>\n<p>At the frontline of any company is its salesforce. The salesforce of the futur...' ) | ../plugin.php:0 | |
| Variables in local scope (#8) | |||||
$link_pattern = | &string '/<a (.*?)href="(.*?)\/\/(.*?)"(.*?)>(.*?)<\/a>/i' (length=48) | ||||
$input = | string '<p>The strategies that enable a company to gain and maintain customers are only as effective as the people that implement them; so recruiting, training, developing and rewarding those people effectively, is crucial. A phrase commonly used is the war on talent; but should it be a battle? </p> <p><strong>What if a company’s talent strategy was such that the right people were attracted to rather than fought for? </strong></p> <p>At the frontline of any company is its salesforce. The salesforce of the future '... (length=2828) | ||||
$link_pattern_2 = | &string '/<a (.*?)href='(.*?)\/\/(.*?)'(.*?)>(.*?)<\/a>/i' (length=48) | ||||
The strategies that enable a company to gain and maintain customers are only as effective as the people that implement them; so recruiting, training, developing and rewarding those people effectively, is crucial. A phrase commonly used is the war on talent; but should it be a battle?
What if a company’s talent strategy was such that the right people were attracted to rather than fought for?
At the frontline of any company is its salesforce. The salesforce of the future will need to reconsider the way it “sells”.
“Tomorrow’s customers won’t just be looking for products they’ll be looking for solutions and services. In order to deliver them, companies will have to know everything about their customer’s organisation and how their products and services touch them… not only will companies have to figure out their customer’s current needs but they will have to work hard to anticipate their future needs as well….it will mean changing people’s mindsets from product centric to customer – service-centric” HR Chally
Building relationships to sell products is no longer enough. The salesperson of the 21 century needs to be a solutions provider, a business partner and a value creator for their customer. The increasing availability and usability of technology by companies means that there is greater transparency of price and product, so companies looking to develop and maintain long term customer loyalty need to transform their saleforces into customer advocates.
Traditional selling methods and their associated skills, will be less relevant, and more emphasis on building trust and rapport, creative thinking, needs analysis and partnership management will deliver the value customers expect. In a global context, these skills are even more critical as there are added dimensions of managing global strategies in local markets, understanding cultural differences and dealing with location, time and technological variations.
One person may live in UK, have their HQ in Germany and their client base in EMEA, another may live in USA have their HQ in France and their client base in Asia. Effectively managing people and strategies in this context increases the need for having the right people in the right jobs to best serve those differently located customer bases. “Companies will have to burst out of their traditional habits to become true learning organisations.” HR Chally 2002
To prepare customer advocates of the future and evolve current salespeople into customer advocates, there are 4 key areas that companies should focus on
CAPABILITY, COMPATIBILITY, CONNECTIVITY AND CREATIVITY.
Check back for part 3 when I’ll look at the first of the 4Cs - Capability
