Fazer ou não fazer outsourcing? Eis a questão
No mundo empresarial com o qual nos deparamos, diversos líderes de vendas já se questionaram se deveriam ou não adotar o outsourcing. Adotar um processo de outsourcing pode ser um pouco assustador, mas não se assuste! Se está apensar fazer outsourcing das suas vendas, partilhamos aqui alguns critérios relevantes para o sucesso do mesmo.
Como escolher a empresa de outsourcing?
A escolha da empresa de outsourcing não deve ser efetuada de forma leviana, é uma parceria muito importante que se está a estabelecer e que irá influenciar de forma bastante significativa as suas vendas. Então o que deve fazer quando está à procura de uma empresa de outsourcing?
Definir objetivos claros e âmbito de atuação: Em primeiro lugar, antes de começar a procura pela empresa de outsourcing deve definir claramente qual é o resultado pretendido, para muitos é adicionar capacidade, para outros é baixar custos e para si até pode ser para ter mais tempo disponível para se focar noutro projeto, portanto, os objetivos podem ser variados. Além disso, é importante definir qual será o âmbito de atuação, isto é, se vai fazer outsourcing de todo o processo de vendas, ou só a equipa de vendas ou até mesmo só a gestão das vendas. Após ter tudo definido, já se pode dedicar à procura de empresa.
Verificar a experiência: A experiência é, possivelmente, um dos melhores indicadores se a empresa de outsourcing é a indicada ou não. O objetivo aqui é verificar as referências da empresa, ver os projetos que já foram realizados e os clientes com quem trabalharam, assim como os setores em que atuam. Projetos bem sucedidos e clientes satisfeitos é um óptimo indicador. Se além destas questões quiserem saber informação adicional, pode verificar qualificações da própria equipa de vendas, por exemplo.
Processos , métodos e ferramentas utilizadas: É importante saber que tipo de processos e métodos a empresa de outsourcing utiliza para ver se vão de encontro ao que pretende. Devem-se levantar questões como se a empresa tem o seu próprio CRM ou se vai utilizar o seu ou se têm sistemas de reportig que o mantenha permanentemente atualizado, entre outras.
Formação: Se está a pensar fazer outsourcing de vendas, as pessoas têm um papel fundamental. É necessário saber se empresa de outsourcing trabalha no sentido de formar as pessoas para levarem a sua empresa mais longe. Neste seguimento, devem ser verificadas questões como se a empresa de outsourcing faz formação interna ou se trabalha com uma empresa de formação. No caso de trabalhar numa empresa de formação, quais são as referências dessa mesma empresa. O sucesso depende das pessoas certas! A exceder tem uma preocupação bastante significativa com a formação, porque quer as pessoas certas para o trabalho certo e, nesse sentido, o período de formação por pessoa em terreno pode ir até 3 dias por mês.
Comunicação: A comunicação é chave! É de extrema relevância avaliar como se irá suceder o processo de comunicação. O idioma falado é comum ? A empresa está disposta a falar através de que canais de comunicação – e-mail, telefone, Skype… ? Para si, qual é a melhor forma de comunicar, é compatível com a empresa de outsourcing? São algumas questões a avaliar na sua escolha
Cada vez mais se criam parcerias em vez das tradicionais relações empresariais, por isso, a reflexão prévia antes de escolher o seu parceiro é relevante. A exceder, também, trabalha no sentido de ter uma relação de parceria com os seus clientes e não apenas uma relação transacional.
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