17 Abr 2018

Características de um bom líder comercial

by | posted in: Clientes, Dicas de Gestão, Equipas, Recursos Humanos - Produtividade, energia, eficácia, Uncategorized | 2.218

Tempo de leitura: 2 min

Tal como disse Napoleão Bonaparte, um líder não é mais que “um vendedor de esperança”, quer para a equipa quer para o cliente. O essencial é que essa esperança se transforme em resultados – e como obtemos isso?

Ouve e respeita as opiniões da equipa

Apesar de estar numa posição de liderança, acima da sua equipa, o responsável comercial deve ter a preocupação de ouvir a sua equipa: as dificuldades que estão a ter nos vários processos, as dúvidas que têm relativamente ao produto ou até mesmo sugestões de melhoria que possam querer implementar.

Desta forma, está a mostrar respeito e confiança pelos comerciais, algo que, mais cedo ou mais tarde, se vai refletir no espirito de equipa e nos resultados da marca.

Comunicativo

O papel desta pessoa reside, principalmente, na passagem de uma mensagem , visões e objetivos. Desta forma, não é exigido ao supervisor que fale muito com a sua equipa, mas de uma forma regular e clara, que passe a mensagem sem erros de entendimento, transmitindo certas ordens de execução que sejam reais, executáveis  não deixem espaço para dúvidas ou erros.

Tem visão

Um líder comercial deve olhar para o futuro com um pensamento crítico, antecipando um quebra de vendas pela sazonalidade do produto que representa, bem como um novo lançamento de produto ou inserção de um novo player no mercado

Deve preparar a sua equipa para as adversidades ou consequências que cada fator pode trazer, preparando uma estratégia de execução e planeamento tanto a curto prazo como a longo prazo.

Exemplo a seguir

Tal como disse Ronald Reagan, o melhor líder não é necessariamente o que faz as melhoras coisas, mas sim aquele que faz com que os outros à sua volta façam o melhor.

Desta forma, a pessoa responsável pela equipa tem a função de mostrar aos vendedores como ele trabalha e executa as tarefas, da forma que acredita ser mais eficiente para alcançar a meta desejada.

Não tem medo de executar as tarefas

Um pouco à semelhança do ponto anterior, o líder comercial deve ser o primeiro a mostrar como se faz ou como pretende que se faça. Mais do que exemplos e slides sobre o processo, este deve meter “mãos à obra” e mostrar qual o processo a seguir na empresa – tudo pela marca e pelo cliente que estamos a representar!

Decisões assentes em dados numéricos

Números, gráficos e folhas de excel podem ser um pesadelo para a maioria dos trabalhadores, mas não para o responsável comercial. Não se limita a dizer “penso que o melhor era fazermos assim, porque…sim” – baseia as suas opiniões e decisões em números e dados estatísticos. Só assim seria possível aumentarmos a distribuição do produto, aumento de espaço e aumento de visibilidade do produto em loja – palavra de exceder!

 

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