{"id":4864,"date":"2024-04-10T16:10:38","date_gmt":"2024-04-10T14:10:38","guid":{"rendered":"https:\/\/kompassmoldova.md\/?p=4864"},"modified":"2024-04-10T16:18:42","modified_gmt":"2024-04-10T14:18:42","slug":"iceberg-of-ignorance","status":"publish","type":"post","link":"https:\/\/kompassmoldova.md\/ro\/2024\/04\/iceberg-of-ignorance","title":{"rendered":"Iceberg-ul Ignorantei, sau ce cunosc angajatii despre problemele din cadrul companiei"},"content":{"rendered":"<div data-elementor-type=\"wp-post\" data-elementor-id=\"4864\" class=\"elementor elementor-4864\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-3e8ad09e elementor-section-full_width blog-page-image-wrapper elementor-section-height-default elementor-section-height-default elementor-invisible\" data-id=\"3e8ad09e\" data-element_type=\"section\" data-settings=\"{&quot;animation&quot;:&quot;fadeInDown&quot;}\">\n\t\t\t\t\t\t\t<div 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https:\/\/kompassmoldova.md\/wp-content\/uploads\/2024\/04\/Iceberg_large-300x109.png 300w, https:\/\/kompassmoldova.md\/wp-content\/uploads\/2024\/04\/Iceberg_large-768x280.png 768w, https:\/\/kompassmoldova.md\/wp-content\/uploads\/2024\/04\/Iceberg_large-18x7.png 18w\" sizes=\"(max-width: 1009px) 100vw, 1009px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-50728b90 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"50728b90\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-12ba6121 elementor-invisible\" data-id=\"12ba6121\" data-element_type=\"column\" data-settings=\"{&quot;animation&quot;:&quot;slideInUp&quot;}\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-468d3b38 elementor-widget elementor-widget-post-info\" data-id=\"468d3b38\" data-element_type=\"widget\" data-widget_type=\"post-info.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<ul class=\"elementor-inline-items elementor-icon-list-items elementor-post-info\">\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item elementor-repeater-item-6c606b8 elementor-inline-item\" itemprop=\"datePublished\">\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t\t<i aria-hidden=\"true\" class=\"fas fa-calendar\"><\/i>\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text elementor-post-info__item elementor-post-info__item--type-date\">\n\t\t\t\t\t\t\t\t\t\t<time>aprilie 10, 2024<\/time>\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t<li class=\"elementor-icon-list-item elementor-repeater-item-af507fa elementor-inline-item\">\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t\t<i aria-hidden=\"true\" class=\"far fa-clock\"><\/i>\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text elementor-post-info__item elementor-post-info__item--type-time\">\n\t\t\t\t\t\t\t\t\t\t<time>16:10<\/time>\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t<li class=\"elementor-icon-list-item elementor-repeater-item-eb1bdfc elementor-inline-item\" itemprop=\"about\">\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t\t<i aria-hidden=\"true\" class=\"fas fa-tags\"><\/i>\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text elementor-post-info__item elementor-post-info__item--type-terms\">\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-post-info__terms-list\">\n\t\t\t\t<a href=\"https:\/\/kompassmoldova.md\/ro\/category\/b2b\" class=\"elementor-post-info__terms-list-item\">B2B<\/a>\t\t\t\t<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t<\/ul>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-27211092 elementor-widget elementor-widget-heading\" data-id=\"27211092\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Iceberg-ul Ignorantei, sau ce cunosc angajatii despre problemele din cadrul companiei<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7be6ac03 elementor-widget elementor-widget-text-editor\" data-id=\"7be6ac03\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>In 1989, top-managerul japonez Sidney Yoshida a formulat principiul \u201cIceberg-ul Ignorantei. El sustinea ca:<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2ce5721a elementor-widget elementor-widget-text-editor\" data-id=\"2ce5721a\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ul><li>Angajatii obisnuiti cunosc aproximativ 100% din problemele din cadrul companiei<\/li><li>Managerii lor directi \u2013 aproximativ 74%<\/li><li>Managerii de mijloc \u2013 aproximativ 9%<\/li><li>Top managerii \u2013 aproximativ 4%.<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-41b09ff9 elementor-widget elementor-widget-text-editor\" data-id=\"41b09ff9\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Yoshida nu este om de stiinta si nu a furnizat dovezi stiintifice.<\/p><p>Probabil in Japonia asa si are loc tot, insa pe piata locala cu siguranta lucrurile difera. Intr-o companie cu peste 50 de angajati, despre toate problemele nu cunoaste nimeni.<\/p><p>Angajatii obisnuiti cunosc doar ceia cu ce lucreaza.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5075ff93 elementor-widget elementor-widget-text-editor\" data-id=\"5075ff93\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Contabilii nu cunosc despre dificultatile managerilor de logistica \u2013 si invers, departamentul de marketing si cel de vanzari se acuza reciproc pentru lipsa de clienti, iar directorii vad doar ceia ce este la suprafata si inregistreaza o scadere a profiturilor.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2c4e89f1 elementor-widget elementor-widget-text-editor\" data-id=\"2c4e89f1\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Asa functioneaza o companie mare - toata lumea se agita, dar nimeni nu stie cum functioneaza mecanismul in ansamblu.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3452e459 elementor-widget elementor-widget-text-editor\" data-id=\"3452e459\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Insa si angajatii se agita in moduri diferite. Maximilian Ringelmann a descoperit in 1913 ca cu cat sunt mai multi oameni implicati intr-un loc de munca, cu atat productivitatea medie devine mai mica, deoarece fiecare participant simte ca propriile eforturi nu sunt decisive.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-34bd15fd elementor-widget elementor-widget-text-editor\" data-id=\"34bd15fd\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Patru oameni trag o franghie nu de patru ori mai tare decit unul singur, ci doar de 2,5 ori. Toata lumea se bazeaza pe ceilalti si eficienta scade.<\/p><p>Ne putem imagina - un birou mare, toata lumea lucreaza doar la jumatate din capacitate, iar conducerea nu cunoaste care este situatia.<\/p><p>Conducerea se intreaba de ce scad vinzarile.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-47ac8206 elementor-widget elementor-widget-text-editor\" data-id=\"47ac8206\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Solutia este identificarea KPI-urilor si a anumitor persoane responsabile pentru a evita iresponsabilitatea colectiva.<\/p><p>Cunoastem despre ce vorbim, anume in asa fel a fost structurat call centru nostru.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-78770f4 elementor-widget elementor-widget-text-editor\" data-id=\"78770f4\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Lucrand cu solicitarile de a gasi noi clienti, noi:<\/p><ol><li>Intocmim o lista a clientilor tinta ai clientului<\/li><li>Gasim contactele persoanelor de decizie in companiile necesare<\/li><li>Elaboram un scenariu de conversatie tinand cont de nevoile cheie ale potentialilor clienti<\/li><li>Testam si ajustam scriptul<\/li><li>Realizam negocieri preliminare, prezentam oferta\/produsul si punem la dispozitie clientului o lista de clienti fierbiti gata sa cumpere si sa colaboreze<\/li><\/ol>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-79aec74 elementor-widget elementor-widget-text-editor\" data-id=\"79aec74\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Totul este clar, rapid si in conformitate cu sarcina atribuita.<\/p><p>Nu transferam responsabilitatea asupra altora, luam totul asupra noastra.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-adf155d elementor-widget elementor-widget-text-editor\" data-id=\"adf155d\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Kompass - in afaceri nu te poti baza pe sansa. Doar pe informatii actualizate si calcule precise.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-79aa1912 elementor-align-center open-form elementor-widget elementor-widget-button\" data-id=\"79aa1912\" data-element_type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-xs\" href=\"#open-form\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Vreau sa discut<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-606cde34 custom-form-wrapper sticked-form 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