In any company, the Department of sales or commercial is the most pampered. It has almost exclusively the responsibility to increase billing, contact with the customer, satisfy it. In a generalized manner, States the following: in my company all sold. It is a baseless assertion, since in the company, as a rule, everyone will look at the navel and truck pulling in different directions, usually in the direction you feel more comfortable. This is not selling, but on the contrary. We have a very important moulting, which are useless efforts carried out in the commercial process, since these are not aligned with the aim of satisfying our customers. Business strategy can be on cost leadership, differentiation or a mix between the two (segmentation).
Costs, booming now, leadership is a dangerous decision which gives rise to a price war and a dramatic decrease in the margin. Usually we find strategies diffuse, i.e., at the same time we have strategy in cost and differentiation, leadership implying disaster. A trend in the commercial area, with the objective of maintaining margins, is to have a sales team with business-consultants. The following ideas refer mainly to small and medium-sized enterprises: commercial with constant training, both in own product as the competition. Thus, before a client can defend both the own product or performing compared to the competition. Motivation. Commercial work can be stressful, especially when Mark totally implausible objectives, that the only thing they do is discourage the team. Have a sales support team that supports the commercial, for example in the realization of complex deals, tracking orders, claims, among others.
Simple and fair incentive policy. Incentives not only for the commercial itself sayings, but also for commercial support, since these also form part of the team. Each Member of the sales support takes two or three commercial. Within the Lean Management philosophy, We should avoid any muda and as we have seen, the first moult is the lack of alignment of the efforts of the various departments in order to satisfy the customer. This is the first hurdle to overcome. The next is to have a sales management that no wasted resources, above all the most valued resources; persons. Original author and source of the article