Tomar Decisões Em Uma Empresa De Venda Direta

As pessoas novas na indústria de  vendas diretasgeralmente acham seus conceitos e práticas difíceis de dominar. Mesmo que sejam executivos experientes de outro modelo de negócios ou pessoas novas para qualquer tipo de empresa, eles acham as decisões tomadas pelos gerentes ou especialistas em Vendas Diretas confusas.


As pessoas novas na indústria de  vendas diretas geralmente acham seus conceitos e práticas difíceis de dominar. Mesmo que sejam executivos experientes de outro modelo de negócios ou pessoas novas para qualquer tipo de empresa, eles acham as decisões tomadas pelos gerentes ou especialistas em Vendas Diretas confusas.

“Ao longo dos anos, desenvolvi uma ferramenta de tomada de decisão de processo, a fim de ajudar novos funcionários e executivos do setor a entender como pensamos sobre a venda direta. Eu chamo este processo: ” Três princípios e quatro perguntas “

 

Os três princípios:

1. A força de vendas é composta por voluntários independentes.

A natureza voluntária da força de vendas é o conceito mais importante para entender se você terá sucesso em vendas diretas. Mais de 90% da força de vendas independente é formada por pessoas que trabalham parcialmente no negócio de vendas diretas, sem ser sua principal fonte de renda. Eles vendem os produtos da empresa porque querem, não porque precisam. Como acontece com todos os voluntários, se ficarem infelizes, decepcionados ou acreditarem que estão sendo maltratados … Eles desaparecem como fumaça em uma brisa e simplesmente não fazem outro pedido.

 

2. Os vendedores pensam mais como “clientes” do que como “homens de negócios”.

A maioria dos vendedores de uma empresa aderiu porque eles amam e compram os produtos para uso próprio. Isso os torna principalmente clientes que compram porque acreditam que os produtos representam um bom valor (custo / benefício). Se eles acreditam que um produto tem um preço muito alto (eles não pagariam esse valor), eles não o venderão. Se eles acreditarem que um produto não será reconhecido ou não será útil, eles não o venderão. Afinal, eles estão vendendo para a família, amigos, vizinhos e colegas de trabalho. 

A mentalidade típica de um fornecedor do setor, que investe apenas meio período na atividade, está mais sintonizada com seus clientes do que com o departamento de marketing da empresa.

 

3. A equação “confiança / medo” está sempre presente.

Existe uma relação direta entre o grau de confiança e segurança que as pessoas têm na empresa e o sucesso dela. Quando a força de vendas acredita que a empresa está comprometida com seus interesses, as vendas e o crescimento nos níveis de recrutamento podem ser dramáticos. O oposto também é verdade.

Quando as ações da empresa geram desconfiança, os temores sobre seu compromisso começam a surgir. Mesmo tendo excelentes produtos e promoções incríveis, estes não conseguem superar a falta de confiança das pessoas nas intenções das empresas. 

 

Com esses três princípios em mente, você deve questionar o seguinte: 

As quatro perguntas:

Quando são adotadas decisões que podem afetar a força de vendas, mesmo que apenas remotamente:

 

1. Esta é uma boa decisão para vendedores novos e a tempo parcial? Por quê? Seja específico!

  • Seu benefício aumenta / diminui?
  • A papelada aumenta / diminui?
  • Isso facilita o recebimento de pedidos?
  • Isso facilita o recrutamento / patrocínio?
  • Torna mais fácil ou mais difícil se tornar um vendedor?
  • Torna a venda do produto mais fácil ou mais difícil?

Se a decisão tornar qualquer uma dessas atividades difícil … não faça isso!

 

2. Esta é uma boa decisão para os líderes de vendas novos e de nível médio que estão tentando construir um negócio em tempo integral? Por quê?

Mais uma vez, seja específico. Use as mesmas perguntas, aplicadas desta vez a líderes de vendas novos e de nível intermediário.

Além desses, você deve se perguntar se:

  • Torna mais fácil ou mais difícil treinar líderes de vendas novos e de nível médio?

Se a decisão tornar o seu trabalho difícil … não faça isso!

 

3. Esta é uma boa decisão para os líderes de vendas (níveis superiores) nos planos de marketing e compensação?

Líderes de vendas em níveis mais altos começaram a se afastar do estrito “status de voluntário”. Toda ou parte substancial da renda familiar pode vir do seu negócio para venda direta. Como grupo, eles começaram a pensar mais como empreendedores e menos como clientes.

Assim, por exemplo, se a empresa toma uma decisão que afeta positivamente novas, vendedores Enquanto isso, novos líderes e líderes de vendas de nível médio, mas enquanto isso é uma disposição sequer se preocuparam em líderes de vendas em níveis mais elevados, Pode valer a pena tomar a decisão.

 

4. Esta é uma boa decisão para a empresa?

Sempre coloque a empresa na última fase do processo de perguntas e respostas. Por quê?

Porque muitas idéias, à primeira vista, parecem ter benefícios reais para a empresa ou para certos departamentos ou mesmo para os funcionários.

As pessoas, especialmente em departamentos que não têm contato direto com a força de vendas, estão tão entusiasmadas com o benefício óbvio para a empresa ou sua área de responsabilidade, que se esquecem de realmente pensar sobre o impacto que ela tem para o setor.

Ao nos obrigar a ver todas as decisões, independentemente das responsabilidades do departamento e do ponto de vista do impacto potencial da decisão sobre a força de vendas, podemos evitar muitos erros dispendiosos. Por definição, qualquer ação que afete negativamente a força de vendas e os líderes não é uma boa decisão para a empresa.

 

Se a resposta às quatro perguntas for positiva … você deve fazer o mais rápido possível!

 

Por: Alan Luce  Parceiros de Escolha Estratégica 

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