{"id":5957,"date":"2021-11-25T07:20:05","date_gmt":"2021-11-25T07:20:05","guid":{"rendered":"https:\/\/www.testcenter.vn\/blog\/?p=5957"},"modified":"2021-11-25T07:20:39","modified_gmt":"2021-11-25T07:20:39","slug":"danh-gia-nhan-vien-kinh-doanh","status":"publish","type":"post","link":"https:\/\/www.testcenter.vn\/blog\/danh-gia-nhan-vien-kinh-doanh\/","title":{"rendered":"B\u1eadt m\u00ed 7 ti\u00eau ch\u00ed \u0111\u00e1nh gi\u00e1 nh\u00e2n vi\u00ean kinh doanh chu\u1ea9n nh\u1ea5t"},"content":{"rendered":"\n<p><em><strong><a href=\"https:\/\/www.testcenter.vn\/blog\/danh-gia-nhan-vien-kinh-doanh\/\" target=\"_blank\" rel=\"noreferrer noopener\">\u0110\u00e1nh gi\u00e1 nh\u00e2n vi\u00ean kinh doanh<\/a><\/strong> hi\u1ec7u qu\u1ea3 l\u00e0 \u0111i\u1ec1u t\u1ed1i quan tr\u1ecdng c\u1ee7a b\u1ea5t k\u1ef3 doanh nghi\u1ec7p n\u00e0o n\u1ebfu mu\u1ed1n \u0111\u1ea3m b\u1ea3o ch\u1ea5t l\u01b0\u1ee3ng \u0111\u1ed9i ng\u0169 nh\u00e2n vi\u00ean kinh doanh, h\u00ecnh th\u00e0nh \u0111\u1ed9i nh\u00f3m xu\u1ea5t s\u1eafc v\u00e0 t\u1ea1o \u0111\u1ed9ng l\u1ef1c c\u1ed1ng hi\u1ebfn c\u1ee7a nh\u00e2n vi\u00ean. B\u00e0i vi\u1ebft d\u01b0\u1edbi \u0111\u00e2y s\u1ebd gi\u1edbi thi\u1ec7u \u0111\u1ebfn b\u1ea1n c\u00e1c ti\u00eau ch\u00ed nh\u1eadn x\u00e9t \u0111\u00e1nh gi\u00e1 nh\u00e2n vi\u00ean kinh doanh d\u00e0nh cho doanh nghi\u1ec7p.<\/em><\/p>\n\n\n\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_52 counter-hierarchy ez-toc-counter ez-toc-grey ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title \" >Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\" role=\"button\"><label for=\"item-69eb68b0eeab8\" ><span class=\"\"><span style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/label><input aria-label=\"Toggle\" aria-label=\"item-69eb68b0eeab8\"  type=\"checkbox\" id=\"item-69eb68b0eeab8\"><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/www.testcenter.vn\/blog\/danh-gia-nhan-vien-kinh-doanh\/#7_tieu_chi_danh_gia_nhan_vien_kinh_doanh_cho_doanh_nghiep\" title=\"7 ti\u00eau ch\u00ed \u0111\u00e1nh gi\u00e1 nh\u00e2n vi\u00ean kinh doanh cho doanh nghi\u1ec7p\">7 ti\u00eau ch\u00ed \u0111\u00e1nh gi\u00e1 nh\u00e2n vi\u00ean kinh doanh cho doanh nghi\u1ec7p<\/a><ul class='ez-toc-list-level-3'><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/www.testcenter.vn\/blog\/danh-gia-nhan-vien-kinh-doanh\/#1_Ty_so_don_hang_thanh_cong_tren_so_khach_hang_tiem_nang\" title=\"1. T\u1ef7 s\u1ed1 \u0111\u01a1n h\u00e0ng th\u00e0nh c\u00f4ng tr\u00ean s\u1ed1 kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng\">1. T\u1ef7 s\u1ed1 \u0111\u01a1n h\u00e0ng th\u00e0nh c\u00f4ng tr\u00ean s\u1ed1 kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/www.testcenter.vn\/blog\/danh-gia-nhan-vien-kinh-doanh\/#2_Chi_phi_trung_binh_cho_mot_khach_hang_tiem_nang_Average_Cost_Per_Lead\" title=\"2. Chi ph\u00ed trung b\u00ecnh cho m\u1ed9t kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng (Average Cost Per Lead)\">2. Chi ph\u00ed trung b\u00ecnh cho m\u1ed9t kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng (Average Cost Per Lead)<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/www.testcenter.vn\/blog\/danh-gia-nhan-vien-kinh-doanh\/#3_Ty_le_giu_chan_khach_hang_va_Ty_le_huy_don_hang_Retention_and_Churn_Rates\" title=\"3. T\u1ef7 l\u1ec7 gi\u1eef ch\u00e2n kh\u00e1ch h\u00e0ng v\u00e0 T\u1ef7 l\u1ec7 hu\u1ef7 \u0111\u01a1n h\u00e0ng (Retention and Churn Rates)\">3. T\u1ef7 l\u1ec7 gi\u1eef ch\u00e2n kh\u00e1ch h\u00e0ng v\u00e0 T\u1ef7 l\u1ec7 hu\u1ef7 \u0111\u01a1n h\u00e0ng (Retention and Churn Rates)<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/www.testcenter.vn\/blog\/danh-gia-nhan-vien-kinh-doanh\/#4_Gia_tri_vong_doi_khach_hang_Customer_Lifetime_Value\" title=\"4. Gi\u00e1 tr\u1ecb v\u00f2ng \u0111\u1eddi kh\u00e1ch h\u00e0ng (Customer Lifetime Value)\">4. Gi\u00e1 tr\u1ecb v\u00f2ng \u0111\u1eddi kh\u00e1ch h\u00e0ng (Customer Lifetime Value)<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/www.testcenter.vn\/blog\/danh-gia-nhan-vien-kinh-doanh\/#5_Thoi_gian_chuyen_doi_trung_binh_Average_Conversion_Time\" title=\"5. Th\u1eddi gian chuy\u1ec3n \u0111\u1ed5i trung b\u00ecnh (Average Conversion Time)\">5. Th\u1eddi gian chuy\u1ec3n \u0111\u1ed5i trung b\u00ecnh (Average Conversion Time)<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/www.testcenter.vn\/blog\/danh-gia-nhan-vien-kinh-doanh\/#6_Ty_so_MRR_moi_va_MRR_mo_rong_New_and_Expansion_MRR\" title=\"6. T\u1ef7 s\u1ed1 MRR m\u1edbi v\u00e0 MRR m\u1edf r\u1ed9ng (New and Expansion MRR)\">6. T\u1ef7 s\u1ed1 MRR m\u1edbi v\u00e0 MRR m\u1edf r\u1ed9ng (New and Expansion MRR)<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/www.testcenter.vn\/blog\/danh-gia-nhan-vien-kinh-doanh\/#7_So_cuoc_goi_tiep_can_va_demo_hang_thang_Number_of_Monthly_Onboarding_and_Demo_Calls\" title=\"7. S\u1ed1 cu\u1ed9c g\u1ecdi ti\u1ebfp c\u1eadn v\u00e0 demo h\u00e0ng th\u00e1ng (Number of Monthly Onboarding and Demo Calls)\">7. S\u1ed1 cu\u1ed9c g\u1ecdi ti\u1ebfp c\u1eadn v\u00e0 demo h\u00e0ng th\u00e1ng (Number of Monthly Onboarding and Demo Calls)<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/www.testcenter.vn\/blog\/danh-gia-nhan-vien-kinh-doanh\/#Cong_cu_danh_gia_nhan_vien_kinh_doanh_hieu_qua_cho_doanh_nghiep\" title=\"C\u00f4ng c\u1ee5 \u0111\u00e1nh gi\u00e1 nh\u00e2n vi\u00ean kinh doanh hi\u1ec7u qu\u1ea3 cho doanh nghi\u1ec7p\u00a0\">C\u00f4ng c\u1ee5 \u0111\u00e1nh gi\u00e1 nh\u00e2n vi\u00ean kinh doanh hi\u1ec7u qu\u1ea3 cho doanh nghi\u1ec7p\u00a0<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-10\" href=\"https:\/\/www.testcenter.vn\/blog\/danh-gia-nhan-vien-kinh-doanh\/#Ket_luan\" title=\"K\u1ebft lu\u1eadn\">K\u1ebft lu\u1eadn<\/a><\/li><\/ul><\/nav><\/div>\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"7_tieu_chi_danh_gia_nhan_vien_kinh_doanh_cho_doanh_nghiep\"><\/span><strong>7 ti\u00eau ch\u00ed \u0111\u00e1nh gi\u00e1 nh\u00e2n vi\u00ean kinh doanh cho doanh nghi\u1ec7p<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p><strong><em>Tham kh\u1ea3o th\u00eam:<\/em><\/strong><\/p>\n\n\n\n<p>>> <strong><em><a href=\"https:\/\/www.testcenter.vn\/blog\/3-buoc-danh-gia-nhan-vien\/\" target=\"_blank\" rel=\"noreferrer noopener\">3 b\u01b0\u1edbc \u0111\u00e1nh gi\u00e1 nh\u00e2n vi\u00ean hi\u1ec7u qu\u1ea3 d\u00e0nh cho nh\u00e0 qu\u1ea3n l\u00fd<\/a><\/em><\/strong><\/p>\n\n\n\n<p>>> <strong><em><a href=\"https:\/\/www.testcenter.vn\/blog\/mau-danh-gia-nhan-vien-bang-excel\/\" target=\"_blank\" rel=\"noreferrer noopener\">M\u1eabu \u0111\u00e1nh gi\u00e1 nh\u00e2n vi\u00ean b\u1eb1ng excel chu\u1ea9n d\u00e0nh cho nh\u00e0 qu\u1ea3n l\u00fd<\/a><\/em><\/strong><\/p>\n\n\n\n<p>>> <strong><em><a href=\"https:\/\/www.testcenter.vn\/blog\/phieu-danh-gia-nhan-vien\/\" target=\"_blank\" rel=\"noreferrer noopener\">4 b\u01b0\u1edbc x\u00e2y d\u1ef1ng phi\u1ebfu \u0111\u00e1nh gi\u00e1 nh\u00e2n vi\u00ean cho nh\u00e0 qu\u1ea3n l\u00fd<\/a><\/em><\/strong><\/p>\n\n\n\n<p>>> <strong><em><a href=\"https:\/\/www.testcenter.vn\/blog\/quy-trinh-danh-gia-nhan-vien\/\" target=\"_blank\" rel=\"noreferrer noopener\">Quy tr\u00ecnh \u0111\u00e1nh gi\u00e1 nh\u00e2n vi\u00ean v\u1edbi 5 b\u01b0\u1edbc \u0111\u01a1n gi\u1ea3n d\u00e0nh cho doanh nghi\u1ec7p<\/a><\/em><\/strong><\/p>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"aligncenter\"><img decoding=\"async\" src=\"https:\/\/lh6.googleusercontent.com\/WmtzfdNvDHm6loyXe4f0B7HQQy71w9iVUaE79XxiLPqeoCH8xQsDt3fsPhMjmBSSEw2GiIBqN-Q6mxH0C8gJEQe6PUraoiRt2gWqtWszMotpVsXFz00oaHW4MqRUrJydi_QkErdB\" alt=\"nh\u1eadn x\u00e9t \u0111\u00e1nh gi\u00e1 nh\u00e2n vi\u00ean hi\u1ec7u qu\u1ea3\"\/><figcaption><em>T\u1ef7 s\u1ed1 \u0111\u01a1n h\u00e0ng th\u00e0nh c\u00f4ng tr\u00ean s\u1ed1 kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng (Lead-to-Sale %)<\/em><\/figcaption><\/figure><\/div>\n\n\n\n<p>C\u00f3 r\u1ea5t nhi\u1ec1u ti\u00eau ch\u00ed hay ph\u01b0\u01a1ng ph\u00e1p \u0111\u00e1nh gi\u00e1 nh\u00e2n vi\u00ean kinh doanh m\u00e0 nh\u00e0 qu\u1ea3n l\u00fd c\u00f3 th\u1ec3 tham kh\u1ea3o cho doanh nghi\u1ec7p m\u00ecnh. B\u00ean c\u1ea1nh c\u00e1c ti\u00eau ch\u00ed th\u01b0\u1eddng g\u1eb7p nh\u01b0: T\u0103ng tr\u01b0\u1edfng doanh thu h\u00e0ng th\u00e1ng (Monthly Sales Growth), T\u1ef7 su\u1ea5t l\u1ee3i nhu\u1eadn trung b\u00ecnh (Average Profit Margin), S\u1ed1 l\u01b0\u1ee3ng \u0111\u01a1n h\u00e0ng h\u00e0ng th\u00e1ng (Monthly Sales Bookings), C\u00e1c c\u01a1 h\u1ed9i b\u00e1n h\u00e0ng (Sales Opportunities), Doanh thu m\u1ee5c ti\u00eau (Sales Target),&#8230; nh\u00e0 qu\u1ea3n l\u00fd c\u00f2n c\u00f3 tham kh\u1ea3o th\u00eam c\u00e1c ti\u00eau ch\u00ed \u0111\u00e1nh gi\u00e1 nh\u00e2n vi\u00ean kinh doanh d\u01b0\u1edbi \u0111\u00e2y:<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"1_Ty_so_don_hang_thanh_cong_tren_so_khach_hang_tiem_nang\"><\/span><strong><em>1. T\u1ef7 s\u1ed1 \u0111\u01a1n h\u00e0ng th\u00e0nh c\u00f4ng tr\u00ean s\u1ed1 kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng<\/em><\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>T\u1ef7 s\u1ed1 \u0111\u01a1n h\u00e0ng th\u00e0nh c\u00f4ng tr\u00ean s\u1ed1 kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng = T\u1ef7 s\u1ed1 gi\u1eefa nh\u1eefng h\u1ee3p \u0111\u1ed3ng th\u00e0nh c\u00f4ng\/ s\u1ed1 l\u01b0\u1ee3ng th\u00f4ng tin kh\u00e1ch h\u00e0ng m\u00e0 nh\u00e2n vi\u00ean c\u00f3. <\/p>\n\n\n\n<p>Ch\u1ec9 s\u1ed1 n\u00e0y cho ph\u00e9p to\u00e0n b\u1ed9 ph\u1eadn kinh doanh r\u00e0 so\u00e1t l\u1ea1i to\u00e0n b\u1ed9 qu\u00e1 tr\u00ecnh l\u00e0m vi\u1ec7c c\u1ee7a m\u00ecnh, bao g\u1ed3m th\u00f4ng tin n\u00e0o c\u00f3 ch\u1ea5t l\u01b0\u1ee3ng, ph\u01b0\u01a1ng th\u1ee9c n\u00e0o ph\u00f9 h\u1ee3p nh\u1ea5t \u0111\u1ec3 ch\u1ed1t h\u1ee3p \u0111\u1ed3ng trong th\u1eddi gian t\u1edbi. B\u00ean c\u1ea1nh \u0111\u00f3 c\u0169ng gi\u00fap nh\u00e2n vi\u00ean r\u00e0 so\u00e1t l\u1ea1i \u0111\u00e2u l\u00e0 nh\u1eefng \u01b0u \u0111\u00e3i h\u1ea5p d\u1eabn hay th\u00f4ng \u0111i\u1ec7p n\u00e0o t\u1ea1o \u0111\u01b0\u1ee3c s\u1ef1 thu h\u00fat khi g\u1eedi t\u1edbi kh\u00e1ch h\u00e0ng v\u00e0 khi\u1ebfn kh\u00e1ch h\u00e0ng \u1ea5n t\u01b0\u1ee3ng.<\/p>\n\n\n\n<p>Ngo\u00e0i ra, nh\u00e0 qu\u1ea3n l\u00fd t\u1ef7 s\u1ed1 \u0111\u01a1n h\u00e0ng th\u00e0nh c\u00f4ng l\u00e0 m\u1ed9t ch\u1ec9 s\u1ed1 c\u1ea7n \u0111\u01b0\u1ee3c chia s\u1ebb v\u00e0 th\u1ea3o lu\u1eadn th\u01b0\u1eddng xuy\u00ean gi\u1eefa b\u1ed9 ph\u1eadn marketing v\u00e0 sales. V\u00ec r\u00f5 r\u00e0ng khi c\u00f3 \u0111\u01b0\u1ee3c 20 leads ch\u1ea5t l\u01b0\u1ee3ng s\u1ebd hi\u1ec7u qu\u1ea3 h\u01a1n so v\u1edbi h\u00e0ng tr\u0103m leads k\u00e9m ch\u1ea5t l\u01b0\u1ee3ng (x\u00e9t tr\u00ean g\u00f3c \u0111\u1ed9 k\u00fd k\u1ebft h\u1ee3p \u0111\u1ed3ng th\u00e0nh c\u00f4ng v\u00e0 ti\u1ebft ki\u1ec7m th\u1eddi gian).<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"2_Chi_phi_trung_binh_cho_mot_khach_hang_tiem_nang_Average_Cost_Per_Lead\"><\/span><strong><em>2. Chi ph\u00ed trung b\u00ecnh cho m\u1ed9t kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng (Average Cost Per Lead)<\/em><\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>V\u1edbi ti\u00eau ch\u00ed n\u00e0y, nh\u00e0 qu\u1ea3n l\u00fd s\u1ebd d\u1ec5 d\u00e0ng \u0111\u00e1nh gi\u00e1 \u0111\u01b0\u1ee3c chi ph\u00ed c\u1ea7n thi\u1ebft \u0111\u1ec3 t\u1ea1o ra m\u1ed9t kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng. V\u00ed d\u1ee5 n\u1ebfu nh\u00e2n vi\u00ean c\u1ee7a b\u1ea1n \u0111ang ch\u1ea1y m\u1ed9t chi\u1ebfn d\u1ecbch qu\u1ea3ng c\u00e1o tr\u00ean c\u00e1c n\u1ec1n t\u1ea3ng social media v\u00e0 t\u1ed1n $20 \u0111\u1ec3 t\u1ea1o kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng. Trong khi \u0111\u00f3 nh\u00e2n vi\u00ean kinh doanh th\u01b0\u1eddng xuy\u00ean ch\u1ed1t \u0111\u01b0\u1ee3c \u0111\u01a1n h\u00e0ng v\u00e0 gi\u00e1 tr\u1ecb \u0111\u01a1n h\u00e0ng kh\u00e1 cao, ngh\u0129a l\u00e0 nh\u00e2n vi\u00ean c\u1ee7a b\u1ea1n \u0111ang l\u00e0m vi\u1ec7c r\u1ea5t hi\u1ec7u qu\u1ea3 \u0111\u1ea5y.<\/p>\n\n\n\n<p>Ngo\u00e0i ra, ch\u1ec9 s\u1ed1 n\u00e0y s\u1ebd ch\u00ednh x\u00e1c nh\u1ea5t khi \u0111\u01b0\u1ee3c t\u00ednh to\u00e1n k\u1ebft h\u1ee3p v\u1edbi chi ph\u00ed marketing (bao g\u1ed3m c\u1ea3 l\u01b0\u01a1ng nh\u00e2n vi\u00ean). Do \u0111\u00f3, \u0111\u1ec3 \u0111\u00e1nh gi\u00e1 ch\u00ednh x\u00e1c nh\u1ea5t, nh\u00e0 qu\u1ea3n l\u00fd n\u00ean c\u00f3 s\u1ef1 ph\u1ed1i h\u1ee3p c\u00f9ng c\u00e1c b\u1ed9 ph\u1eadn kh\u00e1c trong c\u00f4ng ty.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"3_Ty_le_giu_chan_khach_hang_va_Ty_le_huy_don_hang_Retention_and_Churn_Rates\"><\/span><strong><em>3. T\u1ef7 l\u1ec7 gi\u1eef ch\u00e2n kh\u00e1ch h\u00e0ng v\u00e0 T\u1ef7 l\u1ec7 hu\u1ef7 \u0111\u01a1n h\u00e0ng (Retention and Churn Rates)<\/em><\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"aligncenter\"><img decoding=\"async\" src=\"https:\/\/lh6.googleusercontent.com\/TY6yC1Wsg4Z75XfOJBwHwtTsOy8sxONnwwEh9tHw7IetftVW6EeqqP-xFCljboSmoGAi1XDrmGtqdqlz-TNmP_YinGLYzUd3jpDZyaiN2FGTMMo0E0_Fu35b2893wBsf7wuIGbw-\" alt=\"kpi m\u1eabu \u0111\u00e1nh gi\u00e1 nh\u00e2n vi\u00ean excel\"\/><figcaption><em>Gi\u00e1 tr\u1ecb v\u00f2ng \u0111\u1eddi kh\u00e1ch h\u00e0ng (Customer Lifetime Value)<\/em><\/figcaption><\/figure><\/div>\n\n\n\n<p>Ti\u00eau ch\u00ed \u0111\u00e1nh gi\u00e1 nh\u00e2n vi\u00ean kinh doanh ti\u1ebfp theo l\u00e0 t\u1ef7 l\u1ec7 gi\u1eef ch\u00e2n kh\u00e1ch h\u00e0ng v\u00e0 t\u1ef7 l\u1ec7 hu\u1ef7 \u0111\u01a1n h\u00e0ng. Ch\u1ec9 s\u1ed1 n\u00e0y ch\u00ednh l\u00e0 c\u1ed9t m\u1ed1c \u0111\u00e1nh d\u1ea5u s\u1ef1 thay \u0111\u1ed5i trong \u0111\u1ed9i ng\u0169 nh\u00e2n vi\u00ean kinh doanh c\u1ee7a b\u1ea1n. Hi\u1ec7n c\u00f3 r\u1ea5t nhi\u1ec1u doanh nghi\u1ec7p hi\u1ec7n \u0111\u1ea1i, \u0111\u1eb7c bi\u1ec7t l\u00e0 c\u00e1c c\u00f4ng ty m\u1ea1nh v\u1ec1 inbound marketing, s\u1ebd giao cho nh\u00e2n vi\u00ean kinh doanh \u0111\u1ea3m nh\u1eadn c\u1ea3 vi\u1ec7c ch\u1ed1t h\u1ee3p \u0111\u1ed3ng v\u00e0 \u0111\u1ea3m b\u1ea3o kh\u00e1ch h\u00e0ng lu\u00f4n h\u00e0i l\u00f2ng v\u1edbi s\u1ea3n ph\u1ea9m, d\u1ecbch v\u1ee5. Nh\u00e0 qu\u1ea3n l\u00fd c\u0169ng n\u00ean k\u1ebft h\u1ee3p \u0111\u00e1nh gi\u00e1 m\u1ee9c \u0111\u1ed9 h\u00e0i l\u00f2ng v\u00e0 \u0111\u1ed9 trung th\u00e0nh, y\u00eau m\u1ebfn c\u1ee7a kh\u00e1ch h\u00e0ng v\u1ec1 s\u1ea3n ph\u1ea9m c\u1ee7a doanh nghi\u1ec7p, t\u1eeb \u0111\u00f3 \u0111\u00e1nh gi\u00e1 \u0111\u00fang v\u1ec1 nh\u00e2n vi\u00ean kinh doanh c\u1ee7a c\u00f4ng ty.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"4_Gia_tri_vong_doi_khach_hang_Customer_Lifetime_Value\"><\/span><strong><em>4. Gi\u00e1 tr\u1ecb v\u00f2ng \u0111\u1eddi kh\u00e1ch h\u00e0ng (Customer Lifetime Value)<\/em><\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>Gi\u00e1 tr\u1ecb v\u00f2ng \u0111\u1eddi = T\u1ef7 su\u1ea5t l\u1ee3i nhu\u1eadn bi\u00ean% x (1\/T\u1ec9 l\u1ec7 hu\u1ef7 \u0111\u01a1n h\u00e0ng h\u00e0ng th\u00e1ng) x Doanh thu \u0111\u0103ng k\u00fd trung b\u00ecnh h\u00e0ng th\u00e1ng tr\u00ean m\u1ed9t kh\u00e1ch h\u00e0ng. \u0110\u00e2y c\u0169ng l\u00e0 ti\u00eau ch\u00ed quan tr\u1ecdng \u0111\u01b0\u1ee3c nhi\u1ec1u nh\u00e0 qu\u1ea3n l\u00fd \u00e1p d\u1ee5ng khi \u0111\u00e1nh gi\u00e1 nh\u00e2n vi\u00ean kinh doanh.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"5_Thoi_gian_chuyen_doi_trung_binh_Average_Conversion_Time\"><\/span><strong><em>5. Th\u1eddi gian chuy\u1ec3n \u0111\u1ed5i trung b\u00ecnh (Average Conversion Time)<\/em><\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>C\u00f2n g\u00ec tuy\u1ec7t v\u1eddi h\u01a1n n\u1ebfu b\u1ed9 ph\u1eadn kinh doanh c\u1ee7a b\u1ea1n s\u1edf h\u1eefu m\u1ed9t h\u1ec7 th\u1ed1ng \u0111o l\u01b0\u1eddng th\u1eddi gian trung b\u00ecnh t\u1eeb th\u1eddi \u0111i\u1ec3m ti\u1ebfp x\u00fac \u0111\u1ea7u ti\u00ean v\u1edbi m\u1ed9t kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng \u0111\u1ebfn th\u1eddi \u0111i\u1ec3m ch\u1ed1t \u0111\u01b0\u1ee3c \u0111\u01a1n h\u00e0ng. KPI m\u1eabu \u0111\u00e1nh gi\u00e1 nh\u00e2n vi\u00ean b\u1eb1ng Excel hi\u1ec3n th\u1ecb c\u00e1c ch\u1ec9 s\u1ed1 n\u00e0y s\u1ebd ph\u1ea3n \u00e1nh n\u0103ng su\u1ea5t ph\u1ec5u b\u00e1n h\u00e0ng c\u1ee7a doanh nghi\u1ec7p b\u1ea1n v\u00e0 gi\u00fap b\u1ea1n \u0111\u00e1nh gi\u00e1 ch\u00ednh x\u00e1c v\u1ec1 nh\u00e2n vi\u00ean kinh doanh \u0111\u00f3.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"6_Ty_so_MRR_moi_va_MRR_mo_rong_New_and_Expansion_MRR\"><\/span><strong><em>6. T\u1ef7 s\u1ed1 MRR m\u1edbi v\u00e0 MRR m\u1edf r\u1ed9ng (New and Expansion MRR)<\/em><\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>T\u1ef7 s\u1ed1 MRR (hay c\u00f3 th\u1ec3 hi\u1ec3u l\u00e0 doanh thu \u0111\u1ecbnh k\u1ef3 h\u00e0ng th\u00e1ng) = (s\u1ed1 l\u01b0\u1ee3ng kh\u00e1ch h\u00e0ng \u0111\u00e3 tr\u1ea3 ti\u1ec1n) x (l\u01b0\u1ee3ng ti\u1ec1n trung b\u00ecnh c\u1ee7a t\u1ea5t c\u1ea3 kh\u00e1ch h\u00e0ng). Ch\u1ec9 s\u1ed1 MRR m\u1edbi l\u00e0 l\u01b0\u1ee3ng MRR th\u00eam v\u00e0o \u0111\u01b0\u1ee3c nh\u00e2n vi\u00ean kinh doanh \u0111\u1ea1t \u0111\u01b0\u1ee3c trong th\u00e1ng.<\/p>\n\n\n\n<p>V\u1edbi nh\u1eefng doanh nghi\u1ec7p kinh doanh m\u00f4 h\u00ecnh SaaS, ch\u1ec9 s\u1ed1 MRR m\u1edf r\u1ed9ng l\u00e0 l\u01b0\u1ee3ng MRR \u0111\u01b0\u1ee3c b\u1ed5 sung t\u1eeb nh\u1eefng kh\u00e1ch h\u00e0ng hi\u1ec7n t\u1ea1i \u0111\u0103ng k\u00fd n\u00e2ng c\u1ea5p ho\u1eb7c m\u1edf r\u1ed9ng th\u00eam s\u1ea3n ph\u1ea9m, d\u1ecbch v\u1ee5 m\u00e0 h\u1ecd c\u00f3. V\u00e0 ch\u1eafc ch\u1eafn r\u1eb1ng, c\u00e1c nh\u00e2n vi\u00ean kinh doanh hi\u1ec7n \u0111\u1ea1i s\u1ebd kh\u00f4ng d\u1eebng \u1edf vi\u1ec7c ch\u1ed1t h\u1ee3p \u0111\u1ed3ng m\u00e0 bao g\u1ed3m s\u1ef1 k\u1ebft h\u1ee3p c\u1ee7a c\u1ea3 MRR m\u1edbi v\u00e0 MRR m\u1edf r\u1ed9ng.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"7_So_cuoc_goi_tiep_can_va_demo_hang_thang_Number_of_Monthly_Onboarding_and_Demo_Calls\"><\/span><strong><em>7. S\u1ed1 cu\u1ed9c g\u1ecdi ti\u1ebfp c\u1eadn v\u00e0 demo h\u00e0ng th\u00e1ng (Number of Monthly Onboarding and Demo Calls)<\/em><\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>H\u1eb1ng th\u00e1ng, nh\u00e0 qu\u1ea3n l\u00fd c\u1ea7n n\u1eafm \u0111\u01b0\u1ee3c: C\u00f3 bao nhi\u00eau cu\u1ed9c g\u1ecdi n\u1ed9i tuy\u1ebfn ho\u1eb7c cu\u1ed9c g\u1ecdi demo cho kh\u00e1ch h\u00e0ng m\u00e0 b\u1ed9 ph\u1eadn kinh doanh \u0111\u00e3 ho\u00e0n th\u00e0nh trong th\u00e1ng n\u00e0y? Nh\u1eefng cu\u1ed9c g\u1ecdi nh\u01b0 v\u1eady c\u00f3 th\u1ec3 r\u1ea5t quan tr\u1ecdng \u0111\u1ec3 d\u1eabn t\u1edbi ch\u1ed1t h\u1ee3p \u0111\u1ed3ng th\u00e0nh c\u00f4ng, n\u00ean \u0111\u00e2y l\u00e0 m\u1ed9t KPI c\u1ea7n thi\u1ebft. Gi\u1ed1ng nh\u01b0 c\u00e1c ch\u1ec9 s\u1ed1 \u0111\u01b0\u1ee3c \u0111\u1ec1 c\u1eadp ph\u00eda tr\u00ean, s\u1ed1 cu\u1ed9c g\u1ecdi n\u00e0y c\u00f3 th\u1ec3 chia nh\u1ecf \u0111\u1ec3 t\u00ednh cho m\u1ed7i nh\u00e2n vi\u00ean v\u00e0 nh\u00e0 qu\u1ea3n l\u00fd c\u0103n c\u1ee9 v\u00e0o s\u1ed1 li\u1ec7u \u0111\u00f3 \u0111\u1ec3 \u0111\u00e1nh gi\u00e1.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Cong_cu_danh_gia_nhan_vien_kinh_doanh_hieu_qua_cho_doanh_nghiep\"><\/span><strong>C\u00f4ng c\u1ee5 \u0111\u00e1nh gi\u00e1 nh\u00e2n vi\u00ean kinh doanh hi\u1ec7u qu\u1ea3 cho doanh nghi\u1ec7p\u00a0<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p><strong><em>T\u00ecm hi\u1ec3u th\u00eam:<\/em><\/strong><\/p>\n\n\n\n<p>>> <strong><em><a href=\"https:\/\/www.testcenter.vn\/blog\/kpi-cho-nhan-vien-kinh-doanh\/\" target=\"_blank\" rel=\"noreferrer noopener\">9 ch\u1ec9 s\u1ed1 KPI cho nh\u00e2n vi\u00ean kinh doanh nh\u00e0 qu\u1ea3n l\u00fd c\u1ea7n bi\u1ebft<\/a><\/em><\/strong><\/p>\n\n\n\n<p>>><strong><em><a href=\"https:\/\/www.testcenter.vn\/blog\/mau-kpi-cho-nhan-vien-kinh-doanh\/\" target=\"_blank\" rel=\"noreferrer noopener\"> Tham kh\u1ea3o m\u1eabu KPI cho nh\u00e2n vi\u00ean kinh doanh ch\u00ednh x\u00e1c nh\u1ea5t<\/a><\/em><\/strong><\/p>\n\n\n\n<p>>>\u00a0<em><strong><a rel=\"noreferrer noopener\" href=\"https:\/\/www.testcenter.vn\/blog\/danh-muc\/tai-lieu\/\" target=\"_blank\">T\u00e0i li\u1ec7u qu\u1ea3n tr\u1ecb nh\u00e2n s\u1ef1 d\u00e0nh cho doanh nghi\u1ec7p<\/a><\/strong><\/em><\/p>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"aligncenter\"><img decoding=\"async\" src=\"https:\/\/lh4.googleusercontent.com\/Wk8hnLpkZ7T_zxViVneJCu__UzaL0aFU1uXE3MAPfsorXZQYe0q3b2rpY2NIuXKfwzBCxnqBHo8iHV6jyBZ0q5yaIeLmWqoKPJzvGfhTlp6REhcG393c8sLzdOsS9t7wkE975HYS\" alt=\"c\u00f4ng c\u1ee5 \u0111\u00e1nh gi\u00e1 nh\u00e2n vi\u00ean kinh doanh\"\/><figcaption>C\u00f4ng c\u1ee5 \u0111\u00e1nh gi\u00e1 nh\u00e2n vi\u00ean kinh doanh hi\u1ec7u qu\u1ea3&nbsp;<\/figcaption><\/figure><\/div>\n\n\n\n<p>\u0110a ph\u1ea7n c\u00e1c b\u1ed9 ph\u1eadn kinh doanh chuy\u00ean nghi\u1ec7p khi \u0111\u00e1nh gi\u00e1 nh\u00e2n vi\u00ean kinh doanh \u0111\u1ec1u s\u1eed d\u1ee5ng c\u00f4ng c\u1ee5 \u0111o l\u01b0\u1eddng t\u1ef1 \u0111\u1ed9ng. N\u00f3 cho ph\u00e9p t\u1ea5t c\u1ea3 nh\u00e2n vi\u00ean kinh doanh v\u00e0 nh\u00e0 qu\u1ea3n l\u00fd th\u1ea5y s\u1ef1 r\u00f5 r\u00e0ng v\u00e0 minh b\u1ea1ch v\u1ec1 c\u00e1c con s\u1ed1 \u0111\u1ec3 \u0111\u1ed1i chi\u1ebfu v\u1edbi k\u1ebft qu\u1ea3 \u0111\u1ea1t \u0111\u01b0\u1ee3c. Qua \u0111\u00f3, \u0111\u00e1nh gi\u00e1 \u0111\u01b0\u1ee3c ti\u1ec1m n\u0103ng v\u00e0 kh\u1ea3 n\u0103ng c\u1ee7a nh\u00e2n vi\u00ean nh\u1eb1m t\u1ea1o ti\u1ec1n \u0111\u1ec1 cho s\u1ef1 ph\u00e1t tri\u1ec3n trong t\u01b0\u01a1ng lai. <\/p>\n\n\n\n<p>Trong \u0111\u00f3, kh\u00f4ng th\u1ec3 kh\u00f4ng nh\u1eafc t\u1edbi <strong><a href=\"https:\/\/www.testcenter.vn\/\" target=\"_blank\" rel=\"noreferrer noopener\">N\u1ec1n t\u1ea3ng t\u1ea1o b\u00e0i test online TestCenter.vn<\/a><\/strong>. Th\u00f4ng qua c\u00f4ng c\u1ee5 n\u00e0y, nh\u00e0 qu\u1ea3n l\u00fd c\u00f3 th\u1ec3 \u0111\u00e1nh gi\u00e1 \u0111\u01b0\u1ee3c n\u0103ng l\u1ef1c hi\u1ec7n t\u1ea1i c\u1ee7a nh\u00e2n vi\u00ean th\u00f4ng qua c\u00e1c b\u00e0i ki\u1ec3m tra \u0111\u00e1nh gi\u00e1 n\u0103ng l\u1ef1c. Ch\u1ec9 v\u1edbi 5 ph\u00fat, nh\u00e0 qu\u1ea3n l\u00fd \u0111\u00e3 t\u1ea1o \u0111\u01b0\u1ee3c b\u00e0i ki\u1ec3m tra ph\u00f9 h\u1ee3p v\u1edbi c\u00f4ng ty c\u1ee7a m\u00ecnh. Kh\u00f4ng ch\u1ec9 v\u1eady, v\u1edbi kho \u0111\u1ec1 thi m\u1eabu \u0111a d\u1ea1ng l\u0129nh v\u1ef1c, b\u1ea1n c\u00f3 th\u1ec3 linh ho\u1ea1t \u1ee9ng d\u1ee5ng v\u00e0o quy tr\u00ecnh tuy\u1ec3n d\u1ee5ng \u0111\u1ec3 ch\u1ecdn l\u1ef1a \u0111\u01b0\u1ee3c \u1ee9ng vi\u00ean ph\u00f9 h\u1ee3p nh\u1ea5t.<\/p>\n\n\n\n<p>TestCenter.vn gi\u00fap doanh nghi\u1ec7p \u0111\u00e1nh gi\u00e1 v\u00e0 \u0111\u00e0o t\u1ea1o nh\u00e2n s\u1ef1 m\u1ed9t c\u00e1ch hi\u1ec7u qu\u1ea3. V\u1edbi TestCenter.vn, doanh nghi\u1ec7p c\u00f2n ti\u1ebft ki\u1ec7m th\u1eddi gian trong x\u00e2y d\u1ef1ng c\u00e1c b\u1ea3ng \u0111\u00e1nh gi\u00e1 nh\u00e2n s\u1ef1 v\u00e0 x\u00e2y d\u1ef1ng c\u00e1c ch\u01b0\u01a1ng tr\u00ecnh \u0111\u00e0o t\u1ea1o ch\u1ea5t l\u01b0\u1ee3ng nh\u00e2n s\u1ef1 kinh doanh.\u00a0<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Ket_luan\"><\/span><strong>K\u1ebft lu\u1eadn<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p>Hy v\u1ecdng 7 ti\u00eau ch\u00ed \u0111\u00e1nh gi\u00e1 nh\u00e2n vi\u00ean kinh doanh cho doanh nghi\u1ec7p tr\u00ean \u0111\u00e2y \u0111\u00e3 cho b\u1ea1n nh\u1eefng g\u1ee3i \u00fd b\u1ed5 \u00edch trong vi\u1ec7c x\u00e2y d\u1ef1ng b\u1ed9 ti\u00eau ch\u00ed \u0111\u00e1nh gi\u00e1 nh\u1eadn x\u00e9t nh\u00e2n vi\u00ean thu\u1ed9c b\u1ed9 ph\u1eadn kinh doanh \u1edf doanh nghi\u1ec7p m\u00ecnh. <\/p>\n\n\n\n<p><strong>TestCenter.vn &#8211; N\u1ec1n t\u1ea3ng c\u00f4ng ngh\u1ec7 cung c\u1ea5p gi\u1ea3i ph\u00e1p test online d\u00e0nh ri\u00eang cho doanh nghi\u1ec7p Vi\u1ec7t Nam. 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