{"id":1133,"date":"2020-10-01T13:33:00","date_gmt":"2020-10-01T11:33:00","guid":{"rendered":"https:\/\/www.overlap.net\/mx\/?p=1133"},"modified":"2024-01-24T06:42:30","modified_gmt":"2024-01-24T12:42:30","slug":"sales-systematics-back-to-basics","status":"publish","type":"post","link":"https:\/\/www.overlap.net\/mx\/en\/sales-systematics-back-to-basics\/","title":{"rendered":"Sales systematics: Back to basics?"},"content":{"rendered":"\n

A colleague from the Automotive sector reminded me a few days ago of the need to change the role of the salesperson in the dealership.<\/strong> \u00abWhen a few years ago nearly one and a half million vehicles were registered, the seller did not sell, he shipped. \u00abI informed you of the delivery times with the assurance that the client would not raise any objection.\u00bb It was not necessary to have any commercial system, it was not necessary to \u00abcreate sellers.\u00bb The Sales Manager did not even energize: he accompanied, trained and followed the commercial activity of his team. It is evident that the situation has changed: half the potential sales, similar competition, greater marketing activity, more and better informed customers\u2026 and the same sales teams. If in this context we ask any young professional if they would like to be a salesperson, the answer is obvious: why?<\/strong><\/p>\n\n\n\n

The profile of the successful salesperson <\/strong>has usually been associated with a person with social skills, a regular relationship with diverse customer profiles, and a results orientation. In a complex environment like the current one, this profile must be complemented with other elements that impact performance and professionalize the commercial function.<\/p>\n\n\n\n

Having a sales system, a work method, is key.<\/strong> A salesperson must have a homogeneous methodology for analyzing their territory – or portfolio – with objective criteria; a methodology capable of segmenting your potential and current clients to direct the effort rationally, but also of analyzing each client in terms of contribution and product portfolio, and of establishing a monitoring sequence based on effectiveness and efficiency indicators, that not only quantify sales, but also how they are achieved.<\/p>\n\n\n\n

To do this, you must know and handle tools to support commercial activity: <\/strong>have your customer and prospect database updated, have buyer maps in those accounts that require it, record the activity to know the history of each moment at all times. client, and be able to obtain conclusions and actions. The commercial command is a key piece. <\/strong>You must establish goals, accompany each salesperson frequently to support them, analyze the indicators and act to improve efficiency, identify best practices and share them.<\/p>\n\n\n\n

If someone has come this far reading the article, they will think that this is not new, that what has been discussed is part of the decalogue of commercial activity. Totally true. The question is: why don’t we work like this then?<\/strong><\/p>\n\n\n\n

A client commented a few days ago that the systems were all similar; What is really different is the way of implementing it, <\/strong>the way of building salespeople with a homogeneous and internalized method. The figure of the commercial command is key. If management wants to change the way their team works and build salespeople, they will do it. We then return to the starting point: salespeople with method, with systematics, with skills, adapted to current media to better take advantage of opportunities, trained by their managers on a day-to-day basis, identifying and fighting for opportunities. That is, without leaving aside traditional profiles, but professionalizing them: building salespeople.<\/strong><\/p>\n\n\n\n

<\/p>\n","protected":false},"excerpt":{"rendered":"

A colleague from the Automotive sector reminded me a few days ago of the need to change the role of the salesperson in the dealership.<\/p>\n","protected":false},"author":3,"featured_media":1159,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_sitemap_exclude":false,"_sitemap_priority":"","_sitemap_frequency":"","footnotes":""},"categories":[118,139],"tags":[],"class_list":["post-1133","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales","category-mobility"],"acf":[],"lang":"en","translations":{"en":1133,"mx":1061},"pll_sync_post":[],"_links":{"self":[{"href":"https:\/\/www.overlap.net\/mx\/wp-json\/wp\/v2\/posts\/1133","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.overlap.net\/mx\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.overlap.net\/mx\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.overlap.net\/mx\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/www.overlap.net\/mx\/wp-json\/wp\/v2\/comments?post=1133"}],"version-history":[{"count":0,"href":"https:\/\/www.overlap.net\/mx\/wp-json\/wp\/v2\/posts\/1133\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.overlap.net\/mx\/wp-json\/wp\/v2\/media\/1159"}],"wp:attachment":[{"href":"https:\/\/www.overlap.net\/mx\/wp-json\/wp\/v2\/media?parent=1133"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.overlap.net\/mx\/wp-json\/wp\/v2\/categories?post=1133"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.overlap.net\/mx\/wp-json\/wp\/v2\/tags?post=1133"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}