썙瑜븳 쁺뾽궗썝 怨좊궇 닔 엳쑝굹, 썙瑜븳 쁺뾽議곗쭅 泥좎엳 留뚮뱾뼱吏꾨떎

옄떊媛 엳怨 쇅뼢쟻씤 꽦寃⑹씠 씠젏씠 릺뒗 쁺뾽吏곸뿉꽌, 뼱뼡 궗엺뱾 醫뗭 꽦怨쇰 궪 닔엳뿀뜕 씠쑀媛 肄붿묶씠굹 援먯쑁蹂대떎뒗 옄떊쓽 怨좊궃 꽦寃 뜒遺꾩씠씪怨 씠빞湲 빀땲떎. 洹몃윭굹 留ㅽ빐 理쒖냼 200뼲 떖윭 씠긽쓣 쁺뾽궗썝뱾쓣 援먯쑁븯뒗 뜲 닾옄븯怨 엳뒗 誘멸뎅쓽 湲곗뾽뱾留 蹂대뜑씪룄 異⑸텇엳 썙瑜븳 쁺뾽궗썝 섎쭔뱾뼱吏 닔 엳쓬숈쓣 엯利앺븷 닔 엳뒿땲떎.


留롮 쁺뾽 由щ뜑뱾 꽑泥쒖쟻쑝濡 異붿쭊젰, 怨듦컧뒫젰, 룄쟾젙떊 벑쓣 媛뽰텣 쁺뾽궗썝씠 洹몃젃吏 븡 궗엺뱾蹂대떎 뜑 꽦怨듯븯湲 돺떎뒗뜲 룞쓽븷 寃껋엯땲떎. (섏튌硫댁“瑜 굹臾댁뿉 삤瑜닿쾶 媛瑜댁튌 닔 엳떎 븯뜑씪룄, 떎엺伊먮 怨좎슜븯뒗 寃껋씠 뜑 궖떎. 씪뒗 냽떞씠 엳벏씠 留먯씠二.) 洹몃윭굹 쁺뾽議곗쭅쓽 痢〓㈃뿉꽌 蹂대㈃ 떎由낅땲떎. 쁺뾽議곗쭅쓽 꽦怨쇱 쁺뾽궗썝 媛쒖씤쓽 꽦怨쇱뿉뒗 겙 李⑥씠젏씠 엳뒿땲떎. 쁺뾽궗썝뱾 꽑泥쒖쟻 꽦뼢怨 썑泥쒖쟻씤 援먯쑁씠 議고솕瑜 씠琉 醫뗭 꽦怨쇰 궪 닔 엳뒗 寃껋씠씪 븯뜑씪룄, 쁺뾽議곗쭅 泥좎엳 留뚮뱾뼱吏묐땲떎.

꽦怨듭쟻씤 쁺뾽議곗쭅쓣 留뚮뱶뒗 泥 踰덉㎏ 떒怨꾨뒗 씤옱瑜 李얘퀬, 梨꾩슜븯怨, 쑀吏븯뒗 寃껋엯땲떎. 洹몃윭굹 옱뒫엳뒗 궗엺뱾留 紐⑥븯떎怨 빐꽌 異⑸텇븳 寃껋 븘떃땲떎. 怨좊궃 쁺뾽궗썝議곗감룄 洹몃뱾뿉寃 二쇱뼱吏 떞떦 떆옣怨 젣뭹쓣 씠빐븯怨 씠뿉 留욌뒗 쟾왂쓣 꽭썙빞留 빀땲떎. 쁺뾽議곗쭅 씠뱾쓽 슚쑉쟻씤 쁺뾽솢룞쓣 쐞빐 쉶궗쓽 쟾왂쟻 諛⑺뼢뿉 留욎떠 떆뒪뀥怨 봽濡쒖꽭뒪瑜 젙由쏀빐빞留 븯硫, 洹몄뿉 뵲씪 쁺뾽궗썝뱾쓽 뿭븷쓣 젙쓽븯怨 꽦怨쇰 吏썝 諛 蹂댁긽빐以 닔 엳뼱빞 빀땲떎. 썙瑜븳 쁺뾽議곗쭅 븘옒쓽 6媛吏 빆紐⑹쓣 怨좊젮븯뿬 留뚮뱾뼱吏묐땲떎.

쟾왂:
썙瑜븳 쁺뾽議곗쭅쓣 留뚮뱶뒗뜲 븘슂븳 泥 踰덉㎏ 슂냼뒗 쁺뾽 쟾왂쓣 닔由쏀븯뒗 寃껋엯땲떎. 쁺뾽쟾왂씠 뼱뼡 怨좉컼쓣 긽쑝濡, 뼱뼡 젣뭹/꽌鍮꾩뒪瑜, 뼱뼡 봽濡쒖꽭뒪(씪젙 諛 븘슂븳 옄썝 룷븿) 濡 젣怨듯븷吏뿉 븳 援ъ껜쟻씤 怨꾪쉷엯땲떎. 議곗쭅씠 쁺뾽 쟾왂 諛 봽濡쒖꽭뒪瑜 紐낇솗엳 媛쒕컻, 냼넻븯吏 븡쑝硫, 쁺뾽궗썝뱾 媛곸옄媛 怨꾪쉷븳 濡 吏곸씪 寃껋엯땲떎. 洹몃윭굹 씠 븣 쁺뾽궗썝씠 룆옄쟻쑝濡 媛쒕컻븳 쟾왂씠 쉶궗 쟾泥댁쓽 쟾왂쟻 슦꽑닚쐞굹 諛⑺뼢怨 씪移섑븯吏 븡뒗떎硫 쁺뾽議곗쭅 쟾泥댁쓽 꽦怨쇰줈 씠뼱吏湲곕뒗 뼱졄뒿땲떎. 븘留 怨좎꽦怨 쁺뾽궗썝뱾씠씪 븷吏씪룄 議곗쭅쓽 쟾왂怨쇱젣媛 二쇱뼱吏吏 븡뒗떎硫, 醫 뜑 돺怨 룄쟾쟻씠吏 븡 씪뱾쓣 泥섎━븯怨 떢뼱븷 寃껋엯땲떎.

援ъ“솕맂 議곗쭅泥닿퀎:
썙瑜븳 쁺뾽議곗쭅쓣 留뚮뱾湲 쐞븳 몢 踰덉㎏뒗, 슚怨쇱쟻씠怨 슚쑉쟻씤 援ъ“솕瑜 넻빐 쁺뾽議곗쭅쓽 뿭븷怨 梨낆엫쓣 遺꾨챸븯寃 젣떆븯뒗 寃껋엯땲떎. 씠寃껋씠 紐낇솗엳 젙由щ릺吏 븡뒗떎硫, 뙋留ㅼ콈꼸(ex. 吏곸젒쁺뾽, 삩씪씤 쁺뾽 벑)씠굹 뿭븷(ex. 빑떖嫄곕옒泥 愿由ъ옄, 鍮꾩쫰땲뒪 遺꾩꽍媛 벑) 蹂꾨줈 뼱뼡 쁺뾽솢룞쓣 떞떦빐빞 븷吏 샎뒪윭슱 寃껋씠硫, 쁺뾽궗썝 怨좉컼 쓳 떆 늻援ъ 젒珥됲빐빞 븷吏 紐⑤ 寃껋엯땲떎. 鍮꾪슚쑉쟻씠怨 鍮꾪슚怨쇱쟻씤 쁺뾽 議곗쭅쓽 援ъ“ 諛곗튂뒗 쁺뾽 湲고쉶瑜 넃移섍퀬 끂젰쓣 뿘닔怨좊줈 留뚮뱾뼱 怨좉컼 愿由ъ닔以쓣 쐞깭濡寃 留뚮뱾 寃껋엯땲떎.

씤옱:
썙瑜븳 쁺뾽議곗쭅쓣 留뚮뱶뒗 꽭 踰덉㎏ 슂냼뒗 씤옱엯땲떎. 씤옱瑜 뼸湲 쐞빐꽌 솗떎븳 梨꾩슜 諛⑹떇쓣 닔由쏀븯怨 떎뻾빐빞 빀땲떎. 洹몃━怨 떆옣, 젣뭹, 怨좉컼, 쁺뾽 봽濡쒖꽭뒪뿉 以묒젏쓣 몦 援먯쑁 諛 肄붿묶 봽濡쒓렇옩쓣 湲고쉷븯뿬 쁺뾽씤젰뱾쓽 寃쎌웳젰쓣 媛뺥솕빐빞 빀땲떎. 삉븳 怨좎꽦怨 議곗쭅 臾명솕 留뚮뱾湲곕굹 룞湲곕뿬 媛숈 봽濡쒓렇옩쓣 넻빐 寃쎈젰닔以 蹂꾨줈 썙瑜븳 쁺뾽궗썝怨 愿由ъ옄쓽 씠깉쓣 留됱븘빞 빀땲떎. 씤옱瑜 梨꾩슜븯湲 쐞븳 吏냽쟻씤 끂젰怨 愿떖씠 뾾떎硫, 슦닔 쁺뾽궗썝뱾 뿬윭遺꾩쓽 쉶궗瑜 1닚쐞濡 깮븯吏 븡쓣 寃껋엯땲떎. 삉븳 湲곗〈쓽 쁺뾽궗썝뱾쓣 꽦옣떆궎怨 쑀吏븯젮뒗 끂젰씠 뾾떎硫, 씠뱾 湲고쉶, 꽦怨, 꽦옣뿉 븳 遺議깊븿쓣 뒓겮嫄곕굹 삉뒗 뿭湲곕뒫쟻씤 議곗쭅臾명솕濡 씤빐 뾽臾댁뿉 紐곗엯븯吏 紐삵븷 닔룄 엳뒿땲떎.

떎뻾:
理쒓퀬쓽 쟾왂怨 議곗쭅援ъ“ 諛 씤옱瑜 媛뽰텛뿀떎 븯뜑씪룄 떎뻾뿉꽌 떎뙣븷 닔 엳뒿땲떎. 쟾왂쓣 슚怨쇱쟻쑝濡 떎뻾븯뒗 쁺뾽議곗쭅 紐 媛吏 떒怨꾩뿉 嫄몄퀜 뼇吏덉쓽 끂젰쓣 쟻젙 젣뭹, 떆옣, 쁺뾽怨쇱젣뿉 븷떦븷 닔 엳룄濡 빀땲떎. 씠 븣뒗 꽦怨쇱뿉 뵲瑜 蹂댁긽 諛 씤젙 봽濡쒓렇옩, 洹몃━怨 쁺뾽궗썝뱾쓽 룞湲곕 옄洹뱁븯뒗 紐⑺몴 꽕젙 뫁씠 븘슂빀땲떎. 洹몃━怨 뾽臾 議곗젙씠굹 꽦怨 愿由 벑怨 媛숈씠 쁺뾽궗썝뱾뿉 븳 吏곸젒쟻씤 媛먮룆怨 愿由 뿭떆 븘슂빀땲떎. 씠뒗 듅엳 쁺뾽궗썝뱾怨 諛젒븯寃 愿怨꾨릺뼱엳뒗 씪꽑愿由ъ옄뱾뿉寃 뜑슧 슂援щ릺뒗 궗빆엯땲떎. 쁺뾽궗썝뱾뿉 븳 吏냽쟻씤 愿떖씠 뾾떎硫, 洹몃뱾 떆떆븣븣濡 뱾뼱삤뒗 湲닿툒븳 씪뱾濡 씤빐 옄떊쓽 슦꽑怨쇱젣 뿭븷쓣 엪뼱踰꾨━寃 맆 닔룄 엳뒿땲떎. 利 떎떆 留먰빐, 怨좉컼쓽 궗궗濡쒖슫 꽌鍮꾩뒪 슂泥쓣 뱾뼱二쇰떎媛, 옞옱젰 넂怨 以묒슂븳 媛留앷퀬媛앸뱾쓣 留뚮굹嫄곕굹 뜑 以묒슂븳 쁺뾽솢룞뱾쓣 誘몃(寃 맆 닔 엳떎뒗 寃껋엯땲떎. 쁺뾽議곗쭅 깮媛곷낫떎룄 鍮좊Ⅴ怨 돺寃 빆濡쒕 씠깉븷 닔 엳뒿땲떎.

吏썝:
썙瑜븳 쁺뾽議곗쭅 媛뺣젰븳 쁺뾽 吏썝 뿭웾 諛 쁺뾽솢룞怨 愿젴맂 떎뼇븳 쁺뿭 蹂 궡/쇅遺 쟾臾멸 吏묐떒怨쇱쓽 꽕듃썙겕媛 援ъ텞맆 븣 留뚮뱾뼱吏묐땲떎. 利 쁺뾽솢룞쓣 슚怨쇱쟻씠怨 슚쑉쟻쑝濡 떖꽦븷 닔 엳寃 룄二쇰뒗 봽濡쒖꽭뒪瑜 媛뽰떠빞 븳떎뒗 寃껋엯땲떎. 洹몃━怨 씠윭븳 봽濡쒖꽭뒪瑜 옒 솢슜븯뿬 쓽誘몄엳뒗 떆궗젏쓣 뼸뼱궪 닔 엳룄濡 젙솗븳 뜲씠꽣 湲곗닠룄 븿猿 젣怨듬릺뼱빞 빀땲떎. 꽦怨쇰 뼢긽떆궎뒗 씤궗씠듃瑜 留뚮뱶뒗 뜲씠꽣 湲곗닠쓣 뵲由낅땲떎. 吏썝 泥닿퀎쓽 遺옱뒗, 鍮꾪슚쑉쟻씤 쁺뾽솢룞 肉 븘땲씪 쁺뾽 湲고쉶쓽 긽떎쓣 빞湲고븷 닔 엳뒿땲떎.

媛쒖꽑 諛 쟻쓳:
븵꽌 留먰븳 紐⑤뱺 슂냼瑜 슦닔븯寃 옒 愿由ы븳떎뒗 寃껋 돺吏 븡 씪엯땲떎. 꽦怨듭쟻씤 쁺뾽議곗쭅쓣 留뚮뱾湲 쐞빐 븘슂븳 留롮 議곌컖議곌컖뱾쓣 븯굹쓽 諛⑺뼢쑝濡 넻빀떆궎怨 씠瑜 뼇吏덈줈 쑀吏븳떎뒗 寃껋 異⑸텇엳 踰낆감떎 깮媛곹븷 닔 엳뒿땲떎. 洹몃윭굹 2012뀈 HBR쓽 븳 湲곗궗뿉꽌 留먰뻽벏씠, 臾섏콉씠 寃껋 뾾뒿땲떎. 썙瑜븳 쁺뾽議곗쭅 뾽洹몃젅씠뱶굹 媛쒖꽑씠 븘슂븳 쁺뿭쓽 슦꽑닚쐞瑜 留ㅺ만 닔 엳뒗 泥닿퀎쟻씤 봽濡쒖꽭뒪瑜 닔由쏀븯怨, 깉濡쒖슫 쟾왂씠굹 떆옣쓽 蹂솕뿉 뵲씪 議곗쭅쓣 吏냽쟻쑝濡 蹂솕떆耳 굹媛먯쑝濡쒖뜥 留뚮뱾뼱吏 닔 엳뒿땲떎.

source: HBR ‘Great Sales People are Born, but Great Sales Forces are Made’
 

Analyst. 떊吏뿰 꽑엫 뿰援ъ썝
Email) jyshin@forumkorea.com

 

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