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. Standing idly by can be the difference between winning or succumbing. Companies that have implemented vendor management systems in their sales departments have managed to minimize the drop in sales and in some cases reverse it slightly, however, companies that operate their sales teams out of trust are on the verge of crisis in many cases. cases.
Why is it that sellers seem so unguarded in market crises?
Fundamentally it is because, metaphorically, a good surfer will hardly maintain his ability in the middle of a storm. The market situation no longer allows taking orders as before, now it is necessary to go out and convince the client about the convenience of using our products; for this it is necessary to arrive before the competition or just to be listed and have the option to negotiate.
To achieve this, the seller needs support; In good times the lack of support is often overlooked, but today teamwork is essential, and for this there must be a sales management system that allows you to clearly monitor who is failing, what is failing 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 that we are 100% on the ground with each seller, 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 in the hands of an inefficient sales team succumb, 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, since the applied technologies have been developed and the people capable of transferring them in the shortest time are at hand. To improve the management of a sales department requires:
- Implementation of an adequate system: easy to use, informed and dynamic. Training of human resources involved in the management. Development of goals and permanent incentives over time that ensure the development of the sales force and growth of sales volumes..
The fact that there is no professionalization of the sales activity multiplies the risks of failure, since most of the time a salesperson does not know with certainty what to do in new and problematic situations, frequently resorting to trial and error.
A sales management system standardizes the efforts, sizes the markets that are being attacked, making them visible to the seller and the company, compartmentalizing the efforts, 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 wasted if there is no management framework that allows the individual to guide their efforts. In this way, training in sales techniques is lost, the efforts of the company in catalogs and support materials are lost, control is relaxed, and in the medium and long term it ends up taking orders and collecting what the market gives.
Check out your salespeople's sales reports today, and you'll be surprised to find that they're not 100 percent up to date in the first place, and reports are probably being filed with phrases like these: no news; the customer will call; They are not buying, purchases are suspended, bought, come back later, with stock, etc.
If with reports such as those referred to, a decision can be made about what to do to improve sales, we will agree that they are a barrier that prevents even determining if the seller is working in sales or is just walking around like an automaton in the market.
