Como actuar para no perder la Estructura Comercial. Toma medidas inmediatas
Cuando hablamos de organización comercial de una empresa; nos estamos refiriendo a la composición de la estructura comercial. Que posee el departamento de ventas y el conjunto de recursos humanos y técnicos de la parte comercial; donde están ordenadas todas las áreas por funciones. En el caso de la venta además se puede estructurar por producto, por clientes, por área geográfica, por mercado o por especialización; para hacer más fácil el establecimiento de objetivos.
La estructura comercial junto con la fuerza de ventas es una de las claves más importante del éxito de la empresa. Y en este escrito me quiero referir sobre todo a la mediana y pequeña empresa. Pero para que esto suceda tiene que ser la adecuada de acuerdo con la naturaleza y la razón de ser de tu empresa o negocio; pero en este escrito nos vamos a referir a como tenemos que actuar para no perder la estructura comercial después de haberla creado; y con todo el tiempo y dinero que hemos dejado en el camino.
El sector de las ventas ha evolucionado mucho en los últimos años y los departamentos comerciales profesionales y bien dirigidos desde el liderazgo han cobrado gran importancia. Y como ya hemos comentado en anteriores escritos una gran competitividad entre empresas; ya que vender y vender bien genera ingresos.
Por ello los buenos vendedores se están convirtiendo en profesionales muy necesarios y valorados; pero no solo los vendedores sino que también todas las personas que dirigen un departamento comercial desde el Director Comercial y Marketing, Jefe de Formación, Jefe de ventas y Jefe de Equipo; son figuras más necesarias que nunca en el mercado actual; si quieres tener éxito en ventas.
Aunque siempre que escribimos sobre este tema tan importante nos referimos a que una clave importante está en la formación. También debemos destacar que para no perder nuestra estructura comercial en un mercado con tanta incertidumbre como el actual; y además no vaya a la competencia con toda la información y formación e inversión que ya hemos realizado; (seas una empresa mediana o pequeña) es necesario cubrir unas expectativas mínimas pero importantes; y que abarcan: Desde la selección de personal, formación y sistema de ventas, sistema de promociones a la política de contratación y remuneración.
Y a pesar de lo ágil y competitiva que puede ser una mediana o pequeña empresa con respecto a las grandes multinacionales; y a pesar de tener el producto adecuado a veces a la empresa; no le es fácil entender las necesidades de su mercado y menos la de su personal de ventas. Ni ofrecer las herramientas necesarias que permitan esta integración y que haga que estos profesionales se sientan; bien acogidos, valorados y con un clima laboral adecuado y motivados a todos los niveles.
Esto es debido quizás a que no han sabido rodearse de buenos profesionales y cuando se han rodeado de profesionales de primer nivel y con talento; no han sabido responder a sus expectativas. Sobre todo por los medios que ponían en manos del vendedor; así como por las formas de retribución.
Con este post o escrito solo busco una vez más; aportar (desde mi experiencia en ventas y creación de estructuras comerciales grandes y pequeñas) unas bases sólidas que te puedan servir. Para definir tu estrategia y acciones para lograr el fin de como actuar al margen de que seas una empresa pequeña o mediana. Lo que en España y Europa llamamos PYMES; para que no pierdas la estructura comercial que tanto te ha costado crear; ya que son unas reglas que como ya hemos dicho se pueden aplicar a cualquier tamaño de empresa; y que bien aplicadas pueden marcar el éxito para mucho tiempo.
Para que sepas como actuar para no perder la estructura comercial te voy a dar unos consejos o reglas que creo son muy simples pero valiosas; si sabes o quieres aplicarlas para no perder a la estructura o departamento comercial que tienes:
Sin importar el tamaño de tu empresa actúa como una multinacional y diferénciate con tu producto y servicio de atención al cliente.
Realiza un buen análisis con la matriz DAFO se puede analizar las «Amenazas y Oportunidades» Lo ideal de tu empresa con respecto a la competencia y también las «Fortalezas y Debilidades» lo posible. Y esto te dará una idea real de como debes de actuar y lo que necesitas para no perder la estructura comercial.
Crea una hoja de ruta de donde estas y a donde quieres llegar y como. Para que puedas saber con que cuentas y como podrás colocar tus productos o servicios en tu mercado y que tipo de personal comercial necesitarías.
Confirma que tus vendedores o estructura comercial funciona correctamente y cumple los objetivos. Sino cámbiala sin dilación.
Ofrece a tus vendedores o estructura comercial una propuesta de valor única y sostenible en el tiempo; pero sostenible por tu empresa en relación a la competencia y que no se pueda rechazar. Tiene que ser diferenciadora y no solo económica y no olvides que para mantener las estructuras sobre todo comerciales y la Gestión del Talento Humano moderna, es necesario tener muy presente que esto no solo va más allá de la Administración de las Personas. Lo más importante es que está orientada a la Gestión o Administración con las Personas.
Este es el reto; para conseguir el objetivo que proponíamos. Lograr que las personas se sientan y actúen como socias de la organización; y participen activamente en un proceso de desarrollo continuo a nivel personal y organizacional; y sean los protagonistas del cambio y las mejoras de tu empresa.
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88 thoughts on “Como actuar para no perder la Estructura Comercial”
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در این مقاله قصد داریم به
معرفی تعدادی از بهترین های کلاس فن بیان مشهد
بپردازیم. تا انتها همراه ما باشید.
امروزه در جهت برقراری ارتباط باید
بتوانیم مفهوم را به فرد مقابل به خوبی و بدون
هیچ ابهامی منتقل کنیم و برای اینکه این کار انجام گردد نیاز است با فن بیان آشنایی خوبی داشته
باشید، زیرا با رعایت این نکته قطعا سخنان ما تاثیرگذارتر و کاملتر خواهند بود.
فن بیان یعنی به کار بردن
کلمات درست در جای درست! یعنی طوری صحبت کنیم که از الفاظ به کار برده ما همان چیزی که مدنظر ماست
فهمیده شود، نه کمتر و نه بیشتر.
وقتی ما توانستیم منظورمان را به مخاطبمان، همان طور که در ذهنمان هست منتقل کنیم و طرف
مقابلمان هم به درستی متوجه قضیه شود، گام بلندی در
جهت ارتباط موثر خودمان برداشتیم و بدون شک مهارت خوبی
در سخن گفتن داریم.
حالا هرچقدر بهتر و مسلط تر بتوانیم صحبت کنیم و
در زمان ها و مکان های مختلف که شاید
فشارهای روحی و ذهنی خاصی هم روی
ما می باشد با دیگران ارتباط درست
تر برقرار کنیم، به همان اندازه مهارت در فن بیانمان داریم.
پس فن بیان یعنی توانایی صحبت کردن در هر زمان ، مکان و هر شرایطی
متناسب با مخاطبمان…
فن بیان چیست؟
فن بیان یکی از مهمترین مهارت های ارتباطی انسان امروز است که
در مسیر پیشرفت و ترقی او تاثیر به سزایی دارد و به معنای توان سخنگفتن (در هر شرایط و زمان)
است. زمانی که صحبت از فن بیان به میان میآید، جدا از
این که شما چه کسی هستید؟ چه کاری
دارید؟ با چه کسی صحبت میکنید؟ فقط
کافیست که از زبان خود استفاده کنید، شما نیاز به فن بیان دارید.
اگر میخواهید با دوستان خود ارتباط
خوبی برقرار کنید، روابط عمومی
خوبی داشته باشید، منظور خود را به خوبی به مخاطبانتان منتقل کنید
و همچنین کاری کنید که بقیه از همنشینی و صحبت با شما لذت ببرند باید «فن بیان» خوبی داشتهباشید.
به طور کلی فن بیان یعنی این که بتوانیم مقصود و مفهوم
سخن خود را بدون هیچ کمی و کاستی
به فرد شنونده منتقل نماییم و
هرچه فن بیان ما بهتر باشد و اصول آن را بدانیم قطعا مخاطب تحت تاثیر حرفهای ما قرار گرفته و شنونده خوبی برای صحبت هایمان است.
قطعا سخنان یکنواخت و موضوعات تکراری برای مخاطب لذتبخش نخواهد بود.
برای کلاس فن بیان نیاز به راهنمایی دارید؟ اطلاعات خود
را از طریق دکمه نارنجی رنگ پایین صفحه ثبت کنید.
با شما تماس میگیریم.
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My sister last year has experienced this. It was a very difficult experience for her and for our family, and now we try to be careful and read the terms carefully, including the fine print. Try the solution described here
Your masterclass as always on top! Lessons from Fred also help me well, what do you think about them? I would be glad if you had a joint lesson with him, as far as I know, he does not mind. Try the solution described here
As I told you earlier, we have already used a similar service. It is very important to choose the team, which has long been on the market. Do not risk your money and health! I recently read a solution to a similar problem on the link
Sua master class estГЎ como sempre no topo! As liГ§Гµes de Fred tambГ©m me ajudam bem, o que vocГЄ acha delas? Eu ficaria feliz se vocГЄ tivesse uma aula conjunta com ele, pelo que eu sei, ele nГЈo se importa. Recentemente, li sobre uma soluГ§ГЈo para um problema semelhante neste site
VГЎrios de meus conhecidos me desencorajaram de usar seus serviГ§os. Embora eu esteja inclinado a acreditar que eles sГЈo caras normais. Parece que esse problema estГЎ escrito neste artigo
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Always glad to read you! Try the embodiments described above, I did it on the first try, though I’m just a beginner! And if you have not tried the Chris method, it is also good in this situation. It seems that this problem is discussed here
Als wir uns zum ersten mal bei einer meisterklasse trafen, war ich erstaunt Гјber deine lebensenergie! Ich werde darauf warten, dass sie diese geschichte fortsetzen, es stellte sich als sehr interessant heraus. Und doch halte ich mein versprechen aus dem vorherigen artikel: Probieren sie die auf dieser seite beschriebene option aus
Su clase magistral como siempre a la altura! Las lecciones de Fred tambiГ©n me ayudan bien, ВїquГ© piensas de ellas? Me alegrarГa si tuvieras una lecciГіn conjunta con Г©l, por lo que sГ©, no se opuso. Recientemente hubo un artГculo sobre este tema aquГ
Mi hermana experimentГі algo similar el aГ±o pasado. Fue una experiencia muy difГcil para ella y para nuestra familia, ahora tratamos de ser mГЎs cuidadosos y leer las condiciones cuidadosamente, incluida la letra pequeГ±a. Estoy de acuerdo contigo, hay una soluciГіn, lo leГ bajo este enlace
Mehrere meiner bekannten rieten mir davon ab, ihre dienste in anspruch zu nehmen. Obwohl ich geneigt bin zu glauben, dass sie normale typen sind. Dieses problem hat eine bekannte LГ¶sung, zum beispiel in diesem text
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Votre master class est comme toujours au top! Les leГ§ons de Fred m’aident aussi bien, que pensez-vous d’eux? Je serais heureux si vous aviez une leГ§on commune avec lui, pour autant que je sache, cela ne le dГ©range pas. Cette question a dГ©jГ Г©tГ© discutГ©e par ce lien
Sempre feliz em ler vocГЄ! Experimente o acima, eu fiz na minha primeira tentativa, embora eu seja apenas um iniciante! E se vocГЄ ainda nГЈo experimentou o mГ©todo de Chris, entГЈo ele tambГ©m Г© bom nesta situaГ§ГЈo. Recentemente, saiu um artigo sobre esse assunto aqui
Mi experiencia dice lo contrario. Aunque en una reuniГіn personal, usted fue capaz de convencerme 🙂 Por cierto, volviendo a nuestra conversaciГіn, ВїPor quГ© no intenta hacerlo como se describe en este sitio web?
My wife loves to watch your videos with me. She asked me to ask you how much time do you spend on it every day? And how difficult is it for a beginner? She doubts her own abilities after one article. It seems that this problem is discussed here
Ma sЕ“ur a elle-mГЄme vГ©cu une expГ©rience similaire l’annГ©e derniГЁre. Ce fut une expГ©rience trГЁs difficile pour elle et pour notre famille, maintenant nous essayons d’ГЄtre prudents et de lire attentivement les termes, y compris les petits caractГЁres. Il semble que ce problГЁme soit Г©crit dans cet article
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