Hello friends, I would put some pepper in our chat and bring into discussion the challenges of keeping your commercial area always proactive, motivated and productive.
This area enchants me! In my opinion and the area should undergo changes more frequently. This brings constant challenges and provokes constructive and handling provided it is well planned, it can change the behavior and make the team out of “sameness”.
As an example, I had an experience of close physical sales branches and turns them into “home office”. You can not imagine the initial resistance that we suffer because some managers and members of the sales team loved the coffee and their comfortable chairs. So was left less time for market presence and help our customers. There is a maximum in the commercial area that is very true: “Who is not seen, is not remembered.”
Once implemented this new working process and to remember that we had to improve connectivity in systems, people began to understand that going to take more time on the client results came more easily. Sure they were closer to the field, saw and understood the market opportunities. This has brought major improvements in our indicators, in addition to cost reduction in operations and customer satisfaction.
This was just one example of actions that can be taken in the commercial area, but allied to such actions, and always good to have a good and smart plan. To ensure the compliance and effectiveness of the plan, have good remuneration mechanism, a real view of the market potential and set the physical placement of your team according to the potential. Also important to have a strong team and this is a good criterion requires hiring, clear definitions of roles, training and coaching.
If you want to review your business operation, count on Prospy. We can help you
Back
