{"id":11365,"date":"2026-03-25T14:55:01","date_gmt":"2026-03-25T12:55:01","guid":{"rendered":"https:\/\/www.closerocket.com\/sales-leaders-talk-preco-disciplina-nie-technologia-urcuje-spickove-predajne-timy\/"},"modified":"2026-04-13T16:24:39","modified_gmt":"2026-04-13T14:24:39","slug":"sales-leaders-talk-preco-disciplina-nie-technologia-urcuje-spickove-predajne-timy","status":"publish","type":"post","link":"https:\/\/www.closerocket.com\/sk\/sales-leaders-talk-preco-disciplina-nie-technologia-urcuje-spickove-predajne-timy\/","title":{"rendered":"Sales Leaders Talk: Pre\u010do discipl\u00edna a technol\u00f3gie, bud\u00fa definova\u0165 najlep\u0161ie obchodn\u00e9 t\u00edmy"},"content":{"rendered":"\n

Robert Kudrna<\/a>, riadite\u013e pre strat\u00e9giu rozvoja predaja v spolo\u010dnosti Global Payments<\/a>, prin\u00e1\u0161a pragmatick\u00fd poh\u013ead zameran\u00fd na realiz\u00e1ciu, ktor\u00fd sa formuje na z\u00e1klade dlhoro\u010dn\u00fdch sk\u00fasenost\u00ed s budovan\u00edm a zvy\u0161ovan\u00edm v\u00fdkonnosti predaja. Zd\u00f4raz\u0148uje, \u017ee hoci umel\u00e1 inteligencia r\u00fdchlo men\u00ed prostredie predaja, nenahrad\u00ed \u0161pi\u010dkov\u00fdch predajcov, ale sk\u00f4r posiln\u00ed t\u00fdch, ktor\u00ed ju vedia efekt\u00edvne vyu\u017e\u00edva\u0165. Pod\u013ea neho skuto\u010dn\u00fd posun nie je o samotnej technol\u00f3gii, ale o tom, ako predajcovia vyu\u017e\u00edvaj\u00fa \u010das a poznatky, ktor\u00e9 im AI poskytuje. <\/p>\n\n\n\n

<\/p>\n\n\n\n

Nahrad\u00ed umel\u00e1 inteligencia predajcov, alebo bud\u00fa najlep\u0161\u00ed predajcovia jednoducho vyu\u017e\u00edva\u0165 umel\u00fa inteligenciu lep\u0161ie ako ostatn\u00ed?<\/strong><\/strong><\/strong><\/h4>\n\n\n\n

Umel\u00e1 inteligencia \u010diasto\u010dne nahrad\u00ed niektor\u00e9 predajn\u00e9 poz\u00edcie, najm\u00e4 tie, ktor\u00e9 sa zameriavaj\u00fa najm\u00e4 na administrat\u00edvne spracovanie potenci\u00e1lnych z\u00e1kazn\u00edkov, a nie na skuto\u010dn\u00fd predaj. Pre \u0161pi\u010dkov\u00fdch predajcov sa v\u0161ak AI stane v\u00fdkonn\u00fdm asistentom. Najlep\u0161\u00ed predajcovia bud\u00fa vyu\u017e\u00edva\u0165 AI na zv\u00fd\u0161enie svojej r\u00fdchlosti, pr\u00edpravy a efektivity. T\u00ed, ktor\u00ed bud\u00fa AI ignorova\u0165, bud\u00fa ma\u0165 jednoducho probl\u00e9m udr\u017ea\u0165 krok s tempom a kvalitou, ktor\u00e9 si modern\u00fd predaj vy\u017eaduje. <\/p>\n\n\n\n

N\u00e1stroje umelej inteligencie n\u00e1m vracaj\u00fa \u010das, ktor\u00fd n\u00e1m kedysi vzala pr\u00e1ca. Ako to zmen\u00ed predaj? <\/strong><\/strong><\/h4>\n\n\n\n

N\u00e1stroje umelej inteligencie n\u00e1m vracaj\u00fa \u010das, ktor\u00fd predt\u00fdm zaberali manu\u00e1lne \u00falohy. To vytv\u00e1ra priestor na osobn\u00fd rozvoj a \u010dinnosti s vy\u0161\u0161ou hodnotou. Obchodn\u00edci, ktor\u00ed tento \u010das vyu\u017eij\u00fa na zlep\u0161enie svojich zru\u010dnost\u00ed, znalost\u00ed trhu a vz\u0165ahov, z\u00edskaj\u00fa v\u00fdrazn\u00fa v\u00fdhodu. T\u00ed, ktor\u00ed sa bud\u00fa na\u010falej spolieha\u0165 len na tradi\u010dn\u00e9 n\u00e1vyky, bud\u00fa zaost\u00e1va\u0165. <\/p>\n\n\n\n

\u010co bude v roku 2026 odli\u0161ova\u0165 \u0161pi\u010dkov\u00e9 predajn\u00e9 t\u00edmy od priemern\u00fdch?<\/strong><\/h4>\n\n\n\n

Rozdiel bude spo\u010d\u00edva\u0165 v pr\u00edprave, r\u00fdchlosti, presnosti, riaden\u00ed pr\u00edle\u017eitost\u00ed, znalosti trhu a discipl\u00edne. Dobr\u00fdm porovnan\u00edm s\u00fa jednotky Navy SEALs. Pre\u010do s\u00fa pova\u017eovan\u00ed za jednu z najefekt\u00edvnej\u0161\u00edch a najuzn\u00e1vanej\u0161\u00edch vojensk\u00fdch jednotiek na svete? Discipl\u00edna. V\u010faka modern\u00fdm n\u00e1strojom a umelej inteligencii, ktor\u00e9 automatizuj\u00fa rutinn\u00fa pr\u00e1cu, bud\u00fa ma\u0165 \u0161pi\u010dkov\u00e9 predajn\u00e9 t\u00edmy viac \u010dasu na budovanie silnej internej discipl\u00edny a realiz\u00e1ciu. Najlep\u0161ie t\u00edmy bud\u00fa vyu\u017e\u00edva\u0165 technol\u00f3gie, aby sa stali e\u0161te \u0161trukt\u00farovanej\u0161\u00edmi a efekt\u00edvnej\u0161\u00edmi. <\/p>\n\n\n\n

Pre\u010do spolo\u010dnosti investuj\u00fa mili\u00f3ny do predajn\u00fdch technol\u00f3gi\u00ed, ale st\u00e1le maj\u00fa probl\u00e9my s pipeline?<\/strong><\/h4>\n\n\n\n

Spolo\u010dnosti investuj\u00fa mili\u00f3ny do syst\u00e9mov CRM, automatiz\u00e1cie a predajn\u00fdch n\u00e1strojov na vytv\u00e1ranie pr\u00edle\u017eitost\u00ed. Najv\u00e4\u010d\u0161\u00edmi probl\u00e9mami v\u0161ak \u010dasto zost\u00e1vaj\u00fa \u013eudsk\u00fd faktor, nedostatok discipl\u00edny, nejednotn\u00e9 procesy, nedostato\u010dn\u00e9 znalosti alebo obmedzen\u00e9 kapacity. Samotn\u00e1 technol\u00f3gia nevytv\u00e1ra pipeline. Sta\u010d\u00ed realiz\u00e1cia. <\/p>\n\n\n\n

Je outbound sales na \u00fastupe, alebo ho spolo\u010dnosti jednoducho robia zle?<\/strong><\/strong><\/h4>\n\n\n\n

Outbound sales nezanik\u00e1. To, \u010do zomiera, je zastaran\u00fd sp\u00f4sob, ak\u00fdm to mnoh\u00e9 spolo\u010dnosti robia u\u017e roky. Podnikatelia a decision-makers s\u00fa unaven\u00ed z generick\u00fdch e-mailov, nekvalitn\u00fdch studen\u00fdch hovorov a irelevantn\u00fdch spr\u00e1v.<\/p>\n\n\n\n

Ak\u00fa \u00falohu bud\u00fa zohr\u00e1va\u0165 \u013eudsk\u00e9 vz\u0165ahy v podnikovom predaji vo veku umelej inteligencie?<\/strong><\/strong><\/h4>\n\n\n\n

Medzi\u013eudsk\u00e9 vz\u0165ahy zostan\u00fa rovnako d\u00f4le\u017eit\u00e9 ako dnes. Nakoniec, rozhodnutia st\u00e1le robia \u013eudia. Umel\u00e1 inteligencia bude sl\u00fa\u017ei\u0165 ako n\u00e1stroj na r\u00fdchlej\u0161iu anal\u00fdzu, automatiz\u00e1ciu a lep\u0161ie inform\u00e1cie, ale d\u00f4vera, vz\u0165ahy a d\u00f4veryhodnos\u0165 bud\u00fa aj na\u010falej hnac\u00edm motorom podnikov\u00e9ho predaja. St\u00e1le sme len na za\u010diatku \u00e9ry AI a najlep\u0161\u00ed odborn\u00edci bud\u00fa t\u00ed, ktor\u00ed sa ju nau\u010dia rozumne vyu\u017e\u00edva\u0165. <\/p>\n\n\n\n

Ak\u00fa najv\u00e4\u010d\u0161iu chybu robia zakladatelia pri budovan\u00ed svojho prv\u00e9ho predajn\u00e9ho t\u00edmu?<\/strong><\/strong><\/strong><\/h4>\n\n\n\n

Pr\u00edli\u0161 skor\u00e9 budovanie intern\u00e9ho predajn\u00e9ho t\u00edmu m\u00f4\u017ee by\u0165 ve\u013emi n\u00e1kladn\u00e9 a riskantn\u00e9. Mnoh\u00ed zakladatelia podce\u0148uj\u00fa, ak\u00fd zlo\u017eit\u00fd je proces prij\u00edmania, \u0161kolenia a riadenia. V mnoh\u00fdch pr\u00edpadoch samotn\u00ed zakladatelia nikdy nevybudovali predajn\u00fa organiz\u00e1ciu od za\u010diatku do konca, \u010do tento proces e\u0161te viac s\u0165a\u017euje. <\/p>\n\n\n\n

Pre\u010do mnoh\u00e9 spolo\u010dnosti pri vstupe na nov\u00e9 medzin\u00e1rodn\u00e9 trhy zlyh\u00e1vaj\u00fa?<\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/h4>\n\n\n\n

Najv\u00e4\u010d\u0161\u00edmi rizikami s\u00fa n\u00e1klady a nedostatok sk\u00fasenost\u00ed na trhu. Vstup na nov\u00fd trh si vy\u017eaduje zna\u010dn\u00e9 invest\u00edcie, miestne znalosti a spr\u00e1vnu sie\u0165. V s\u00fa\u010dasnosti existuj\u00fa modely a partneri, ktor\u00ed m\u00f4\u017eu pom\u00f4c\u0165 zn\u00ed\u017ei\u0165 tieto rizik\u00e1. K\u013e\u00fa\u010dom je u\u010di\u0165 sa od t\u00fdch, ktor\u00ed u\u017e trhu rozumej\u00fa a vedia, ako sa roz\u0161\u00edri\u0165 na medzin\u00e1rodnej \u00farovni. <\/p>\n\n\n\n

Ak\u00e9 zru\u010dnosti bude nevyhnutne potrebova\u0165 nov\u00e1 gener\u00e1cia ved\u00facich pracovn\u00edkov v oblasti predaja?<\/strong><\/strong><\/strong><\/strong><\/h4>\n\n\n\n

Bud\u00faci ved\u00faci pracovn\u00edci v oblasti predaja bud\u00fa potrebova\u0165 siln\u00e9 kou\u010dovacie schopnosti, strategick\u00e9 myslenie, discipl\u00ednu, autoritu a hlbok\u00e9 znalosti n\u00e1strojov umelej inteligencie. Vedenie sa tie\u017e posunie smerom k budovaniu d\u00f4very a pomoci t\u00edmom efekt\u00edvnej\u0161ie rie\u0161i\u0165 probl\u00e9my. \u00daspe\u0161n\u00ed l\u00eddri bud\u00fa z\u00e1rove\u0148 \u010doraz viac kl\u00e1s\u0165 d\u00f4raz na rovnov\u00e1hu medzi pracovn\u00fdm a s\u00fakromn\u00fdm \u017eivotom a dlhodob\u00fa motiv\u00e1ciu t\u00edmu. <\/p>\n\n\n\n

Ako by mali spolo\u010dnosti vyv\u00e1\u017ei\u0165 automatiz\u00e1ciu a autentick\u00fa \u013eudsk\u00fa interakciu v predaji?<\/strong><\/strong><\/strong><\/strong><\/h4>\n\n\n\n

Odborn\u00edci na predaj musia hlboko rozumie\u0165 svojim z\u00e1kazn\u00edkom aj vlastn\u00fdm produktom. V\u0161etko, \u010do sa d\u00e1 automatizova\u0165 ako zber \u00fadajov, prieskum, reporting – by malo by\u0165 automatizovan\u00e9. Ale budovanie vz\u0165ahov, pochopenie potrieb z\u00e1kazn\u00edkov a z\u00edskanie d\u00f4very sa automatizova\u0165 ned\u00e1. To s\u00fa oblasti, v ktor\u00fdch bude interakcia s \u010dlovekom v\u017edy nevyhnutn\u00e1. <\/p>\n\n\n\n

Ak by ste dnes budovali predajn\u00fd t\u00edm od nuly, \u010do by ste urobili inak?<\/strong><\/strong><\/strong><\/strong><\/h4>\n\n\n\n

Nevytv\u00e1ral by som hne\u010f ve\u013ek\u00fd intern\u00fd predajn\u00fd t\u00edm. Najprv by som presk\u00famal trh a dostupn\u00e9 extern\u00e9 predajn\u00e9 modely alebo partnerov. A\u017e po z\u00edskan\u00ed hlb\u0161ieho preh\u013eadu o trhu a presnom pochopen\u00ed, ak\u00e9 profily s\u00fa potrebn\u00e9, by som za\u010dal budova\u0165 intern\u00fd t\u00edm. pre k\u013e\u00fa\u010dov\u00fdch strategick\u00fdch klientov by som v\u0161ak aj tak odpor\u00fa\u010dal ma\u0165 od za\u010diatku sk\u00fasen\u00fdch intern\u00fdch mana\u017e\u00e9rov pre k\u013e\u00fa\u010dov\u00fdch z\u00e1kazn\u00edkov. <\/p>\n\n\n\n

<\/p>\n\n\n\n

<\/p>\n\n\n\n

<\/p>\n\n\n\n

<\/p>\n","protected":false},"excerpt":{"rendered":"

Robert Kudrna, riadite\u013e pre strat\u00e9giu rozvoja predaja v spolo\u010dnosti Global Payments, prin\u00e1\u0161a pragmatick\u00fd poh\u013ead zameran\u00fd na realiz\u00e1ciu, ktor\u00fd sa formuje na z\u00e1klade dlhoro\u010dn\u00fdch sk\u00fasenost\u00ed s budovan\u00edm a zvy\u0161ovan\u00edm v\u00fdkonnosti predaja. Zd\u00f4raz\u0148uje, \u017ee hoci umel\u00e1 inteligencia r\u00fdchlo men\u00ed prostredie predaja, nenahrad\u00ed \u0161pi\u010dkov\u00fdch predajcov, ale sk\u00f4r posiln\u00ed t\u00fdch, ktor\u00ed ju vedia efekt\u00edvne vyu\u017e\u00edva\u0165. Pod\u013ea neho skuto\u010dn\u00fd posun […]<\/p>\n","protected":false},"author":7,"featured_media":11367,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[10],"tags":[],"class_list":["post-11365","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized-sk"],"yoast_head":"\nSales Leaders Talk: Pre\u010do discipl\u00edna a technol\u00f3gie, bud\u00fa definova\u0165 najlep\u0161ie obchodn\u00e9 t\u00edmy | AI-Powered B2B Sales Platform for Global Teams<\/title>\n<meta name=\"description\" content=\"Robert Kudrna sa del\u00ed o to, ako umel\u00e1 inteligencia men\u00ed podobu predaja, pre\u010do je v\u00fdkon lep\u0161\u00ed ako n\u00e1stroje a \u010do bude v roku 2026 odli\u0161ova\u0165 najv\u00fdkonnej\u0161ie t\u00edmy od ostatn\u00fdch.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.closerocket.com\/sk\/sales-leaders-talk-preco-disciplina-nie-technologia-urcuje-spickove-predajne-timy\/\" \/>\n<meta property=\"og:locale\" content=\"sk_SK\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Leaders Talk: Pre\u010do discipl\u00edna, nie technol\u00f3gia, ur\u010duje \u0161pi\u010dkov\u00e9 predajn\u00e9 t\u00edmy\" \/>\n<meta property=\"og:description\" content=\"Umel\u00e1 inteligencia men\u00ed fungovanie predajn\u00fdch t\u00edmov, ale \u00faspech bude st\u00e1le z\u00e1visie\u0165 od v\u00fdkonu, discipl\u00edny a \u013eudsk\u00e9ho kontaktu. 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