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إن واحدًا من أهم الاكتشافات عن الأداء البشري في القرن العشرين هو أن أصحاب الأداء الأعلى في كل مجال، ومن بينها مجال المبيعات، يكونون أفضل قليلًا من أقرانهم في نقاط محورية معينة. ويعرف هذا الفارق الصغير في الأداء بـ"الميزة الرابحة". ويكتسب أفضل الموظفين في كل مجال المزايا الرابحة في تلك المجالات، ونتيجة ذلك حققوا أداءً وعوائد استثنائية. إن التشبيه الأفضل في رأيي لشرح هذا المفهوم هو سباق الخيل؛ ففيه يحصل الحصان الذي يصل أولًا، ولو بفارق قيد أنملة، على جائزة مالية أكبر عشر مرات من جائزة الحصان الذي يصل ثانيًا بفارق قيد أنملة. فهل الحصان الذي وصل أولًا بفارق قيد أنملة أفضل وأسرع عشر مرات من الحصان الذي وصل ثانيًا؟ وهل يكون الحصان الفائز أسرع بنسبة ١٠٪ من الحصان الخاسر؟ بالطبع لا؛ ففارق السرعة بين الحصان الفائز بالمركز الأول، والحصان الذي يليه هو مسافة قيد الأنملة تلك فقط. وعند التحكيم في السباق بواسطة التصوير، يمكن أن يقدر هذا الفارق بنحو ٨ سنتيمترات فحسب. ويحصل موظف المبيعات الذي يتمم صفقة البيع لصالح شركته على نسبة ١٠٠٪ من الصفقة، و١٠٠٪ من العمولة؛ فهل يتحلى موظف المبيعات الذي يتم صفقة البيع مرتين بالكفاءة نفسها التي يتمتع بها الموظف الذي لم يستطع أن يتمها؟ ودائمًا ما يكون الاختلاف بين أصحاب الأداء الأفضل وأصحاب الأداء الأقل صغيرًا جدًّا، وغالبًا ما يتمثل في فوارق هامشية في المهارات والقدرات. الموظف الذي يجني ٢٥٠٠٠٠ دولار في السنة ليس من الضروري أن يكون أذكى أو أفضل، أو يكد في العمل بشكل أكبر عشر مرات من الشخص الذي يجني ٢٥٠٠٠ دولار في السنة، ويبيع المنتج نفسه.
اشترك الان في النشرة الاٍخبارية و ترقب استقبال افضل عروضنا علي بريدك الاٍلكتروني
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