Do you need to structure a sales area? know how
The commercial area is the driving force for any business to move forward. After all, as almost everyone agrees, sales is the heart of a company.
However, to have high-performance professionals who exceed targets every month, there is hard work involved in structuring, developing and measuring sales processes.
Ensuring the productivity of the sales team is not easy, as not even the best product or service sells itself, given the intense competitiveness of the market.
Therefore, in this article, you will see what models your organization can follow, the key skills for any salesperson, how to develop them and the benefits of structuring a sales department.
Which business model to implement in your company
Understanding which model best suits people's financial reality and even the type of product/service that your company offers is the initial step in commercial structuring.
It is from this choice that you will be able to develop the skills and competencies necessary for professionals and adjust processes that lead to the best numbers at the end of each month.
The most widespread on the market are:
Field sales
It is the oldest and most traditional model to sell, on a door-to-door basis. A close approach to the customer brings credibility and can even speed up a sales process, but it is worth mentioning that it is also what generates the most costs, due to constant travel.
Inside sales
Technology came to shorten distances, right? In this context, sales made often 100% of the office are an increasing reality. In inside sales, salespeople use and abuse email, telephone and video conferences to approach customers. It ends up generating less costs, but that eye-to-eye contact, still very important in sales, is lost.
Self-service
Depending on what your company offers, having salespeople who only support closing sales works well. This is the case of e-commerce, for example, in which the customer makes the purchase practically alone, consulting only the seller, whether via chat or telephone, for any questions that arise and the subsequent “final OK” of the shopping cart. As a rule, the cost is even lower than the previous options, as more is invested in technology than in people – the latter, known as the biggest expense for any company.
What do you need to develop in your salespeople?
OK, you've defined the best model for your company's type of business. Now, you need to understand what knowledge, skills and attitudes you need to develop in professionals. Here we list the essential ones:
- Knowledge about the business: It’s the basics of the sales process. Your salespeople need to know everything about what they are offering, answering all the questions a potential customer has. This conveys trust and credibility in the approach.
- Market understanding: Knowing how the market's logic works, trends and even the main difficulties will always put the seller on the same page as their next customer. Having this background is essential to convey seriousness in negotiations and, of course, boost the power of persuasion.
- Depth on customersbefore: When speaking to a potential buyer, the professional must anticipate purchasing needs and preferences. A tip here is to map out these desires of the target audience in advance.
- Domain over the commercial process: achieving goals never comes for nothing. A well-oiled commercial area depends on well-structured processes. Therefore, every salesperson needs to be aware of the techniques and methodologies chosen by the company to achieve the best results.
Benefits of commercial structuring
To achieve the expected result, you must keep in mind that the path will not be easy. Many hours of training, online and in person, the constant work of the area manager and the collaboration of the team are fundamental in all phases of the process.
If executed well, these steps will be of great value in the short term of commercial results. But not only that: you will have motivated employees on a daily basis, who feel valued. And believe me, sales without motivation simply don’t exist.
The well-executed structuring of a sales team will naturally make your company sell more and better, exceeding targets faster than you imagine.
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