7 Jun 2019

Supervisores: Ter ou não ter, eis a questão

by | posted in: Dicas de Gestão, Equipas, Gestão de vendas, Outsourcing vendas, Plano de vendas, Supervisor de Vendas, Uncategorized | 54

São várias as formas de gestão de uma equipa de vendas, mas para optar pela melhor estratégia é importante conhecer as opções e os seus benefícios.

Quando toca a decidir como organizar as equipas comerciais as opiniões divergem. Algumas empresas acreditam que é preferível uma grande equipa, descartando a presença do supervisor de vendas, e outras não dispensam a presença deste elemento que orienta e garante os resultados das suas equipas.

É verdade, que uma equipa de excelentes vendedores será capaz de atingir as metas definidas pelas empresas, independentemente da presença ou não do supervisor, mas também é verdade que esses resultados serão apenas temporários. Isto não acontece quando as equipas são compostas por supervisores que acompanham e orientam os seus vendedores a longo prazo. Porquê?

Desde o momento em que as equipas contam com um supervisor, este irá gerir e acompanhar todos os seus vendedores.

Sendo as suas principais funções: aconselhar; formar; motivar; acompanhar e garantir que as potencialidades de cada um são desenvolvidas da forma mais eficiente, para que os resultados propostos sejam alcançados. Adicionalmente, o supervisor realiza todo o acompanhamento ao cliente, de modo a garantir uma estratégia de vendas eficaz e alinhada com a equipa.

De um modo geral, o supervisor dirige o desempenho das vendas e dos vendedores a longo-prazo. Uma tarefa que exige tempo e dedicação, daí a importância de existir uma pessoa totalmente focada na mesma.

Na exceder sabemos que as empresas que apresentam melhores resultados são aquelas que apostam na força de vendas, através da construção de equipas vencedoras e supervisores capazes de criar um alto impacto com resultados finais acima da média!

É por isso que defendemos que as melhores vendas, são um resultado de um processo de trabalho conjunto entre supervisores dedicados que se focam no acompanhamento no terreno e na formação contínua para o crescimento técnico e comercial da sua equipa, de forma a poderem avaliar e alcançar objetivos de médio e longo prazo. Ou seja, uma grande equipa de vendas precisa de um supervisor que guie e oriente os seus elementos, assim como os supervisores necessitam de uma equipa de qualidade, com capacidade e compromisso para atingir os resultados propostos.

Se estiver com dúvidas sobre se ter um supervisor é uma mais valia para a sua estrutura de negócio, pense neste cargo como uma ferramenta de alavancagem, que suporta todo o seu processo comercial.

Se quiser conhecer como melhor o fazer e adotar este tipo de processos contacte-nos e saiba mais sobre os nossos serviços.

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