Undoubtedly, in difficult times the visualization of solutions is complicated; However, if the rationalization measures have fallen short to endure the bad moment, the logic indicates going out to fight the market. Staying idle can be the difference between winning or succumbing.
Companies that have implemented sales management systems in their sales departments have been able to minimize sales decline and in some cases reverse it slightly, however companies that operate their sales teams with confidence are on the verge of crisis in many cases.
Why is it that in market crises sellers seem so unguarded?
Fundamentally it is because a good surfer is difficult to maintain his ability in the midst of a storm. The market situation no longer allows taking orders as before, now it is required to go out and convince the customer about the convenience of using our products; For this it is necessary to arrive before the competition or just to be quoted and have the option to negotiate.
To achieve this, the seller needs support; in good times the lack of support is often overlooked, but nowadays teamwork is essential, and for this there must be a sales management system that allows clear monitoring of who is faltering, what is faltering and how correct the situation.
A management system clearly establishes the performance parameters and exactly determines the microeconomic reality of the company and therefore the fight in the market is much colder and more assertive. This ensures being on the ground with each seller 100%, which is equivalent to multiplying the business opportunities of a contracted market and defending our position in the market by preventing it from deteriorating rapidly.
Good plans succumb to poor management.
Many times we have seen excellent business programs succumb to the hands of an inefficient sales team, and the most terrible thing is that when they are adopted by the competition they work smoothly: such is the power of proper management.
In our current reality this is very important, given that the applied technologies have been developed and the people capable of transferring them in the shortest time are within reach. To improve the management of a sales department requires:
1: Implementation of a suitable system: easy handling, informed and dynamic.
2: Training of the human resources involved in management.
3: Development of permanent goals and incentives over time that ensure development of the sales force and growth in sales volumes.
The fact that there is no professionalization of the sales activity multiplies the risks of failure given that most of the time a salesperson does not know with certainty what to do in new and problematic situations, resorting frequently to trial and error.
A sales management system standardizes efforts, sizes the markets that are attacked, making them visible to the seller and the company, compartmentalizes efforts, thereby isolating the sources of problems in the affected markets, avoiding generalized solutions and developing specific solutions.
Most of the efforts that are carried out with the seller are lost if there is no management framework that allows the individual to guide their efforts. In this way, training in sales techniques is lost, as well as the company's efforts in catalogs and support materials, control is relaxed, and in the medium and long term, we end up taking orders and collecting what the market gives.
Check your sales reports on your sellers today, and you'll be amazed to see that they're not 100 percent up to date first, and reports with phrases like these are probably being filed: plain; the client will call; They are not buying, purchases are suspended, bought, come back later, with stock, etc.
If with reports such as the aforementioned, a decision can be made regarding what to do to improve sales, we will agree that they are a barrier that does not even determine if the seller is working in sales or is just going around like an automaton in the market.
