Embonini yokuthengisa yezobuchwepheshe ehlala ishintsha, akuzona zonke izikhundla zokuthengisa ezilinganayo. Ukuthengisa imikhiqizo eyinkimbinkimbi namasevisi kudinga okungaphezu nje kwekhono lokuvala amadili—kudinga ulwazi oluqinile lwezobuchwepheshe. Yilapho indima kanjiniyela wezokuthengisa ingena khona.
Ukuthi inkampani idinga umuntu ongakwazi ukuxhuma izixazululo zobuchwepheshe kulokho amakhasimende akufunayo noma umuntu ofuna ukuthuthukisa umsebenzi wabo wokuthengisa ngokucija uhlangothi lobuchwepheshe, ukuqonda ukuthi ungamkhetha kanjani unjiniyela wezokuthengisa kungenza umehluko. Ngakho-ke, nakhu konke odinga ukukwazi mayelana nale ndima emangalisayo.
Okuqukethwe
Kusho ukuthini ukuba unjiniyela wokuthengisa?
Abantu baba kanjani onjiniyela bokuthengisa?
Izimfanelo eziphezulu okufanele uzibheke (noma ube nazo) kunjiniyela wokuthengisa
Izinto okufanele uzigweme uma uqasha unjiniyela wokuthengisa
Ekuphetheni
Kusho ukuthini ukuba unjiniyela wokuthengisa?
Onjiniyela bokuthengisa bangabadlali ababalulekile uma kufikwa ekwenzeni lula inqubo yokuthengisa yemikhiqizo eyinkimbinkimbi yesayensi nezobuchwepheshe, ikakhulukazi ezindaweni ze-B2B lapho begxila khona ekuthengiseni izisombululo ezithuthukile kwamanye amabhizinisi. Zicabange njengesixhumanisi phakathi kohlangothi lokuthuthukiswa komkhiqizo namaqembu okuthengisa.
Ngolwazi lwabo lobuchwepheshe, onjiniyela bokuthengisa basiza abathengisi ukuthi benze icala eliqinile lokuthi kungani umkhiqizo wabo ulingana kahle kakhulu kumakhasimende angaba khona. E-US, onjiniyela bokuthengisa ngokuvamile basebenza isikhathi esigcwele futhi bathole isilinganiso I-US $ 79,808 njalo ngonyaka.
Kuye ngokuthi inkampani (noma iklayenti) idingani, ngokuvamile bachitha isikhathi esiningi behamba ukuze bahlangane nabathengi abangaba khona, futhi amahora abo angashintsha ngokusekelwe kulokho okudingwa yilawo makhasimende. Usuku olujwayelekile? Kugcwele imihlangano (yokubili namakhasimende angaba khona kanye namalungu eqembu labadayisi) lapho becwila ku-nitty-gritty yezici zobuchwepheshe zemikhiqizo yabo bese beqhamuka nezindlela zokuqhubekisela phambili ukuthengisa.
Abantu baba kanjani onjiniyela bokuthengisa?
Onjiniyela bokuthengisa ngokuvamile baqala ngeziqu ze-bachelor kwezobunjiniyela noma inkambu yezobuchwepheshe ehlobene, okubanika isisekelo esiqinile ngaphambi kokungena endimeni. Isipiliyoni ekuthengisweni kungase futhi kube ukuhlanganisa okukhulu, njengoba kusiza ukuthuthukisa amasu okuthengisa awusizo.
Nokho, ayikho indlela eyodwa ebekiwe yokuba unjiniyela wokuthengisa. Abaningi baneziqu zobunjiniyela, isayensi yekhompiyutha, noma izindawo zobuchwepheshe ezifanayo, kodwa abanye baphuma ezizindeni zesayensi noma zebhizinisi futhi bacoshe amakhono obuchwepheshe ngenkathi besemsebenzini.
Ngaphandle kwemfundo ehlelekile, isipiliyoni sokusebenza ngokuthengisa sijwayelekile. Kungakhathaliseki ukuthi usebenza njengommeleli wezentengiso noma eceleni komuntu oyedwa, lokhu kuvezwa okungokoqobo kunikeza onjiniyela bezokuthengisa ukuqonda okuqinile kwenqubo yokuthengisa kanye namakhono adingekayo ukuze uphumelele. Futhi njengoba ubuchwepheshe buhlala buvela, onjiniyela abaningi bokuthengisa bahlala bebukhali ngokubamba iqhaza ezinhlelweni zemfundo ezahlukahlukene ukuze bahambisane nentuthuko yakamuva.
Izimfanelo eziphezulu okufanele uzibheke (noma ube nazo) kunjiniyela wokuthengisa
1. Amakhono ezobuchwepheshe nathambile
Uma amabhizinisi efuna onjiniyela abaphumelelayo bokuthengisa, kufanele baqonde labo abanolwazi ngobuchwepheshe—ingxenye enkulu yezibalo. Kufanele futhi babe namakhono aqinile okusebenzelana nabantu kanye nathambile, ikakhulukazi uma amabhizinisi efuna bagxile kakhulu ohlangothini lokuthengisa lwezinto. Okubaluleke nakakhulu, onjiniyela bokuthengisa kufanele futhi bakwazi ukuhlukanisa imininingwane yobuchwepheshe eyinkimbinkimbi kanye nezici zomkhiqizo zibe ngamatemu acacile, aphathekayo abathengisi namakhasimende.
Thatha inkampani yesoftware ye-B2B, isibonelo. Uma unjiniyela wezokuthengisa esebenza nomuntu ongenalo isizinda sobuchwepheshe, angachaza ukuthi isofthiwe isebenza kanjani ngendlela okulula ukuyiqonda ngenkathi ibanika amandla. Umgomo uwukwenza umuntu azizwe eqiniseka futhi ejabule ngomkhiqizo, hhayi ukugajwa ubuchwepheshe.
2. Amakhono okuxazulula izinkinga
Unjiniyela wezokuthengisa ongakwazi ukubamba izici zobuchwepheshe zomkhiqizo futhi abhekane nezinselele zamakhasimende akufanele abe nazo. Phela, lokho kuyinhloso enkulu yendima. Unjiniyela omkhulu wezokuthengisa uhlala egxile ekutholeni izixazululo futhi uhlale ecabanga ngezindlela zokwenza umkhiqizo wamakhasimende akhe ukhange nakakhulu kulabo abangase babe abathengi.
Isibonelo, uma unjiniyela wezokuthengisa esebenzela inkampani ehlinzeka ngamasistimu okuhlunga komoya ezimbonini, kufanele ajwayelene nezinkinga ezivamile abahlinzeki ababhekana nazo namasistimu abo amanje (njengekhwalithi yomoya ephansi noma amasistimu okuhlunga angasebenzi aholela ekuphumuleni). Bese, kufanele bachaze ngokucacile ukuthi izici ezithuthukisiwe zesistimu yabo yokuhlunga zixazulula kanjani lezi zinkinga ngokuqondile, zizenze zifaneleke kakhulu ekudambiseni amaphuzu obuhlungu ekhasimende.
3. Isipiliyoni sokusebenza kwezokuthengisa
Ngokufanelekile, amabhizinisi kufanele aqondise ochwepheshe ababona ukuphuthuma kwenqubo yokuthengisa. Uma sebesiqonda lesi sici, kufanele basebenzise ubuchwepheshe babo ukuze benze isivumelwano esizuzisa inkampani yabo kanye nekhasimende.
Isibonelo, unjiniyela wezokuthengisa ongumakad' ebona kufanele abe nolwazi oluphelele ngomjikelezo wokuthengisa futhi azi kahle ukuthi kufanele angene nini ngemininingwane yakhe yobuchwepheshe ukuze asize umthengisi wezokuthengisa avale isivumelwano. Ukuzibandakanya kwabo kufanele kusheshise inqubo ngokunikeza izimpendulo ezicacile, ezifika ngesikhathi kanye nokususa izithiyo zemigwaqo—ukuqinisekisa ukuthi izinto ziya phambili ngokushesha kunokuba zibangele ukubambezeleka.
4. Ukusebenza ngokubambisana okuhle
Njengoba onjiniyela bokuthengisa besebenzisana eduze nabathengisi, ukuba ngumdlali weqembu oqinile nokuba namakhono okusebenzelana nabanye akuxoxiswana. Kubambiswano oluqinile lwe-rep engineer-sales rep, bobabili basebenza ngokubambisana ukuze bathuthukise amasu aphelele, azwakala kahle ngokobuchwepheshe ahambisana namakhasimende abo.
Ake sithi umthengisi udinga usizo oluvela kunjiniyela wezentengiso ukuze enze izindawo zokukhuluma ezethulo ezizayo. Onjiniyela kufanele bazi ukuthi bangaxhumana kanjani ngempumelelo nommeli, baqinisekise ukuthi bakulungele ngokugcwele ukubhekana nezici zobuchwepheshe futhi bahambise isivumelwano ngasekuvalweni. Okubalulekile lapha ukusebenzisana kwethimba okungenazihibe ukusekela umzamo wokuthengisa.
Izinto okufanele uzigweme uma uqasha unjiniyela wokuthengisa
1. Ukuqasha ukulingana okungalungile ngokusekelwe ebunkingeni bomkhiqizo
Ingabe ibhizinisi lisesigabeni sokuqala noma sokukhula? Bese, gwema ukuqasha unjiniyela wokuthengisa othuthuke kakhulu, ikakhulukazi uma abanikazi benikeza izixazululo ezilula kumakhasimende amancane noma aphakathi kwemakethe. Lab’ onjiniyela abakhethekile beza namaholo amakhulu, futhi ubuchwepheshe babo bugxile ezinseleleni eziyinkimbinkimbi—umphumela uyoba izindleko ezingadingekile.
Ngakolunye uhlangothi, inkampani edinga unjiniyela wokuthengisa osezingeni eliphezulu ingase inganeliseki uma iletha unjiniyela ongenalwazi. Unjiniyela osemnkantshubomvu angase athwale kanzima ukuze abhekane nezidingo zobuchwepheshe, abeke engcupheni ukwethenjwa komuntu ongase abe nethuba lokuhlakaza umjikelezo wokuthengisa.
Okufanele ukwenze: Njalo qhathanisa izinga lobuchwepheshe nezidingo zebhizinisi. Leyo yindlela eyodwa yokuthola unjiniyela ophelele wokuthengisa.
2. Unganikezi iphakethe lesinxephezelo esibi
Onjiniyela bokuthengisa babalwa phakathi kochwepheshe abakhokhelwa kakhulu emakethe. Ngakho-ke, amabhizinisi angase ahluleke ukuheha ithalente eliphezulu uma bengena enqubweni yokuqasha ngephakheji yesinxephezelo esingaphansi kokulungile. Ngisho noma ngandlela thize beletha unjiniyela wokuthengisa okhethekile, bangahlala belahlekelwa yilowo oqhudelana naye onikeza iphakheji ekhanga kakhulu.
Okufanele ukwenze: Izinkampani kufanele zinikeze uhlelo lwesinxephezelo esincintisanayo. Kuzosiza ukuvikela nokugcina amakhandidethi angcono kakhulu.
3. Ungadiliva kancane futhi ungadayisi
Iqhaza likanjiniyela wezentengiso lingaba nzima, njengoba ngokuvamile besekela abathengisi abaningi (noma yikuphi ukusuka koku-2 ukuya kokungu-6) futhi bachithe u-50–75% wesikhathi sabo behamba. Ukwehluleka ukuxhumana ngokuthi onjiniyela bezokuthengisa bazokwenzani enkampanini ngendlela efanele kuzoholela ekukhathaleni kanye namazinga aphezulu enzuzo ngaphakathi kwethimba labadayisi bezobuchwepheshe, okungagcina kulimaze ibhizinisi.
Okufanele ukwenze: Lapho ziqashelwa lesi sikhundla, izinkampani kufanele zinikeze okulindelwe okucacile nokungokoqobo, ziqinisekise ukuthi abazongenela ukhetho bawuqonda ngokugcwele umthwalo womsebenzi futhi bangakwazi ukukala ukuthi kuhambisana kanjani nezimo zabo.
Ekuphetheni
Onjiniyela bezokuthengisa badingeka kakhulu, yonke inhlangano ilwela ukuthola ithalente elingcono kakhulu leqembu labo labadayisi. Nokho, amabhizinisi anemibandela efanele angathola ithalente elingcono kakhulu futhi asule izithiyo eziningi ezihlobene nokuthengisa. Kodwa khumbula, amakhono ale ndima (njengokuxazulula izinkinga kanye nokuhlukaniswa kwamagama okuyinkimbinkimbi) akulula ukuwafundisa, ngakho amabhizinisi kufanele athole othile owazi kahle—unjiniyela okwazi ukuthengisa, hhayi nje ukuba negama.
