1 Mar 2013

Organize a sua equipa de vendas

by | posted in: Dicas de Gestão, Equipas, Uncategorized | 711

Vendas Exceder

A motivação no interior de uma equipa de vendas é a chave para o sucesso nos resultados e vendas obtidas numa empresa. Num mercado cada vez mais competitivo é necessário fazer mudanças nas mentalidades dos vendedores, assim como na forma como estes se relacionam com os clientes. O “prospect” de vendas deve ser encarado com bastante rigor e seriedade, acabando de vez com as apresentações enfadonhas e mal articuladas. O que acontecia na maior parte dos casos, era que o cliente efetuava a compra por conhecer o produto e outras vezes para “calar” o próprio vendedor. Sabendo que neste ultimo caso o fecho da venda, não é significado de ganho de lealdade pelo comprador.

A atitude pró-activa de um vendedor e a capacidade de negociação parcerias com o cliente devem ser sustentadas, reconhecidas e recompensadas. Contudo, para que a equipa de vendas de uma empresa posso funcionar como um todo, deve ser tido em conta a organização da Força de Vendas. Esta estrutura deve ser feita por produto, serviço, características a nível tecnológico assim como a dispersão geográfica e o tipo de clientes/compradores.

A partir deste modelo é possível fazer-se a estruturação, delineação e projecção da equipa de vendas:

A especialização geográfica, isto irá criar uma relação de proximidade com o cliente, contudo, com o passar do tempo pode causar problemas, uma vez que irá criar uma saturação do mercado e a falta de conhecimentos tecnológicos poderá deixar o seu vendedor em desvantagem.

No caso da especialização por produtos, o vendedor está completamente familiarizado com as características dos bens a serem comercializados, mas isto obriga-o a fazer deslocações por todo o país e, se a empresa tiver vários produtos, irá também causar saturação, uma vez que o cliente terá de receber vários vendedores da mesma empresa.

A especialização por tipo de cliente é uma boa opção se for necessário um maior cuidado com determinado tipo de comprador, mas pode ocasionar dificuldades se clientes com características semelhantes se encontrarem dispersados geograficamente.

O ideal mesmo é criar um sistema misto, que englobe estas 3 estruturas (área geográfica/produto/cliente) para que os seus vendedores sejam o mais diretos e eficazes possíveis, conseguindo atingir os números necessários e delineados nos objetivos.

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