Comment pouvez-vous identifier et résoudre les problèmes de performance commerciale à un stade précoce ?

Algo que considero que é sempre subestimado no momento da definição de metas, são as metas de processo. O mais comum é focar esforços na definição das metas de resultados como vender X volumes ou X em valor mas se esquecem que muitas vezes, é necessário estabelecer metas para o processo como visitar X clientes, etc. essas metas de processo criam melhores hábitos no trabalho desenvolvendo times que atuarão de forma sistêmica no futuro com as características necessárias para atingir aquela meta de performance desejada. Alguns livros tratam do assunto como Hábitos Atômicos de James Clear.

Here are some pointers - 1) Ensure the team full understand the product and services they are selling. Customers have vast access to information and will always probe more. 2) Study your competition well - know their strengths/weaknesses and know how your product is better than the competition. 3) Capture clear reasons why you did not win a bid and perform a deep-dive on it to understand what is driving sales down - it is people selling the product/service, is it the product, is it the competition or is it the timing of the sales pitch. 4) Involve sales representatives during the early stage of product design/engineering. This will ensure that the product that is being built will be fit for purpose.

Identifying and addressing sales performance issues early is crucial for any organization to maintain and improve sales outcomes. Here are some steps you can take to effectively identify and address sales performance issues: Set clear performance expectations: Clearly define what constitutes successful sales performance for your organization. This includes setting specific goals, targets, and key performance indicators (KPIs) that align with your business objectives. Regularly monitor performance metrics: Implement a robust system for tracking sales performance metrics and regularly review them. These metrics may include revenue generated, conversion rates, average deal size, number of leads, or any other relevant indicators.

🌟 Set clear and realistic goals: Establishing well-defined and achievable sales goals provides a roadmap for success. It aligns the team, fosters motivation, and enables easier identification of performance gaps.

Addressing issues early involves a mix of data analysis, communication, and proactive training. Keep an eye on sales data like conversion rates, average deal size, and sales cycle length to spot trends or sudden changes. Have consistent meetings with your sales team to discuss challenges and progress. Encourage open communication for feedback from the sales team about obstacles they face. Offer ongoing training and support to address skill gaps or market changes.

If A is for Achievable, then R is for Relevant. Relevant goals address the "why". What happens if we achieve the goals, and what will happen if we don't. Achievable does not mean to set goals that are achievable, it's to find ways to make them achievable.

As metas devem ser coerentes, baseada em dados, em atualidades, tendências e performance. Entendendo a meta, é o momento de traçar os objetivos para alcançá-las. Entendendo seus clientes, produtos e a CIA em que trabalha, você tem as ferramentas para seu plano de ação. Estude seus potenciais clientes antes da abordagem, entenda o perfil de compra para ser assertivo ao oferecer novos serviços ou produtos.

Uma boa prática é utilizar da metodologia de OKRs e North Start Metric, isto ajuda a equipe a ajustar as velas a medida que executamos.

Let me share two points 1. Ensure your goals align to the specific objective (s) and your actions should be pragmatic 2. Capture the objective (s) and actions on a short to midium term plan

For Sales attainment, the key is 1)ensure planning and forecasting coming from detail /deeper level involvement ,even from the project level( bottom-up approach),you must know where the forecasts coming from and details of it 2)executing what is planned 3)forseeing the risk well in advance for any delivery slippage 4)running a systematic sales and operation cadence to ensure execution on track / timely correction is applied for any risk 5) last but not the least, have a resource to manage the S&OP cadence

Sempre comparo o trabalho sem métricas como dirigir em uma rodovia monitorada por radares sem o velocímetro ou mesmo, um avião que perdeu a bússola. Antes de traçar seu objetivo, é extremamente necessário entender onde se encontra e qual o rumo se deve tomar e isso só será possível analisando os indicadores chaves para o negócio. Não adianta olhar uma série de indicadores, devem ser simples, de fácil acesso e compreensão para que TODOS da cadeia entendam exatamente a leitura e possa corrigir a rota em tempo. É necessário estabelecer um processo de monitoramento, um owner e um “botão de pânico” para as ações emergenciais o owner funciona bem para isso. Com o objetivo definido, a direção e o monitoramento do percurso há chance de sucesso.

In a banking context, alongside traditional sales metrics, closely analyze client/member satisfaction, cross-selling success, and adherence to compliance standards. Implement regular risk assessments to ensure the sales team aligns with the credit unions ethical and regulatory guidelines, addressing any deviations promptly.

Monitor key metrics and indicators 📊 Regularly tracking key performance indicators (KPIs) allows for real-time assessment. Monitoring metrics like conversion rates and sales volume helps pinpoint areas of concern before they escalate.

Add in activity metrics: 1) What is a typical profile of qualified customers? 2) How many qualified customers can one meet in a month? 3) Who did we meet? What roles do they play? 4) What is the "hook" that we use to get the meeting? 5) What challenges do the customers need to overcome? What outcomes do they want? 6) How can we help them reach those outcomes?

Sem achismo! Identificar o porque está vendendo acima da média também faz parte do seu desempenho. Sempre falamos em saber o porquê de não entregar o resultado (aqui já é difícil) mas é importante entender porque as vendas decolaram nesse período, assim você terá histórico e pode medir os acontecimentos atuais e futuros.

I agree 100% with the above. KPI settings and periodic review is non negotiable. This has worked for me throughout my profession and I still utilize it.

Key matrix and indicators are also known as key performance indicators (KPIs), which are the most critical measures of our business performance and progress toward our strategic goals. To monitor the key matrix and indicators, we need to Define our KPIs based on our business objectives and align them with your customer needs and market trends. Collect and analyze data on our KPIs using tools such as dashboards, reports, and analytics. Communicate and act on the results of your KPIs using feedback, coaching, rewards, and adjustments. By monitoring key matrix and indicators, we can improve your business efficiency, effectiveness, and competitiveness.

Analyze root causes and impacts 🕵️♂️ Digging into the underlying causes of performance issues is crucial. Whether it's training gaps or market shifts, understanding the root causes enables targeted and practical solutions.

An example of a root cause is often a lack of understanding of what you’re actually trying to sell ! Has the sales person ever used one , can they tell you the features and benefits to the customer and after listening provide the right advise and product to suit there needs . I client referral on how you came with a solution form someone else is also a good start , but often I find not understanding what you are selling is a major contributor to poor sales

Be prepared that some of the root causes may lie in other departments. It could be supply chain unable to fulfil orders in time. Or engineering unable to address certain technical needs. Or finance unwilling to give better payment terms. Whatever the root causes, instead of blaming, work with the relevant stakeholders and map out solutions that are acceptable to all parties.

Entendendo os porquês você terá a chance de entrar mais afiado a cada ligação, visita ou apresentação. Quanto mais souber do que está acontecendo com seus clientes, pode ter mais chance de mudar a rota se necessário. Mesmo que as metas esteja sendo batida, escute seus clientes, sempre preste atenção nas “reclamações” ou sugestões, ali certamente tem dores escondidas.

Muitas das vezes, as principais causas estão entre o alinhamento do discurso e o público alvo. É preciso identificar se 1 - comunicação está sendo bem desenvolvida e 2 - O público que está recebendo esta comunicação é o correto. A partir disso, é fácil de identificar os erros mais comuns em vendas e marketing.

Analizar las causas de raíz e impactos Una vez analizadas sean buenas o malas en sus valores, además hay que identificar el porqué.. Nos ponemos en el lugar del cliente? Sabemos lo que realmente necesita? Un testeo continuo para tener un factor importante ,es la empatía en las ventas. El valor humano es importante para saber de raíz realmente lo necesario ,sean para dar valor y la métricas funcionen. El sentimiento de mercado vs tendencias,es crucial.

Root cause analysis (RCA) is the process of finding the underlying causes of problems and their impacts. RCA helps to solve problems effectively and prevent them from recurring. Some steps to conduct RCA are :- Define the problem and its scope. Identify and map the causes and effects. Collect and analyze evidence to support the causes. Report the results and set up an action plan. RCA can improve quality, performance, and customer satisfaction.

Eu considero as ações de melhoria corretivas ou preventivas parte de uma jornada. Primeiramente, é preciso entender de onde vem a informação que se necessita para obter insights. Em uma comparação simples, digamos que a informação que se necessita é o preço de um produto e essa informação vem de uma equipe através de pesquisa no mercado. Garantido que essa informação está correta, a segunda etapa é usá-la para algo como definir o preço de seu produto. Obviamente, o mercado é dinâmico e seus concorrentes podem fazer o mesmo por isso, a jornada não se encerra até que se estabeleça um processo cíclico, para essa análise. Isso pode ser feito preventivamente em períodos ou corretivamente ao se identificar queda em vendas por exemplo.

Implement corrective and preventive actions 🚀 Swiftly addressing identified issues with corrective measures is essential. Simultaneously, implementing preventive actions ensures the long-term health and resilience of the sales team.

Precisamos falar sobre soluções paliativas definitivas. Sabemos que sempre que surge um problema, principalmente quando envolve uma venda, a tendência é resolver para terminar a venda. Mas é preciso entender o que houve no processo que impactou no fechamento, por exemplo, assim você pode envolver os responsáveis e identificar o ocorrido para que seja corrigido de forma corretiva.

Corrective and preventive actions are the activities taken to eliminate or prevent the causes of problems and improve the quality and performance of processes, products, or services. Define the problem and its scope. Use data and evidence to support your analysis. Use tools such as the 5Why or the fishbone diagram to find the root causes. Generate and evaluate possible solutions.Consider the feasibility, effectiveness, and costs of each solution. Use tools such as the SWOT analysis or the decision matrix to compare and rank the solutions. Implement and monitor the chosen solution. Plan and execute the actions needed to implement the solution. Monitor the progress and results using KPIs and feedback.

Always best to review both success and failures in sales . Quite often we all celebrate the successes without a review of why , what product and what were the key factors in the decision makers thoughts for choosing you over someone else . In unsuccessful performance, what products , offer and pricing did you lose out to what where the factors that they didn’t choose you as a supplier They are the main areas to focus on when a sales team member is not hitting targets but seem to be getting opportunities.

Evaluate and review results 🔄 Regular evaluations provide insights into the effectiveness of implemented strategies. Adjustments can be made promptly based on the outcomes, ensuring ongoing improvement.

É hora de saber se as coisas estão saindo como o previsto. Neste momento, temos 2 visões: 1ª de quando a meta está sendo entregue, aí parece ser mais fácil, mas é preciso entender o que foi feito durante o percurso, para gerar experiência e ter mais bagagem para o próximo passo. 2ª quando não batemos as metas: esse momento é hora de entender os motivos e corrigir para o próximo orçamento, se uma correção for a meta, essa deve estar clara para todos, incluindo os principais envolvidos, os vendedores.

To evaluate and review results, you need to measure and compare the outcomes of your actions or processes against your goals and expectations. You also need to identify and analyze the factors that contributed to or hindered your success, and learn from your experience. Some steps to evaluate are:- Define your evaluation criteria and indicators Collect and analyze data and evidence. Interpret and report the findings and conclusions Implement and monitor the recommendations and improvements. Evaluating and reviewing results can help you improve your performance, quality, and efficiency.

Here’s what else to consider 🌐 Beyond the core steps, consider external factors like market trends and competitors. Foster open communication within the team, encouraging feedback to identify and address potential issues early on. Stay agile to adapt to evolving business landscapes.

In my experience always listen to clients, often sales go to meet don’t really listen or gather the information of what the customer really wants , is it because the last provider let them down with after service ? Or made the sale and then disappeared? , also what do they need and then taylor a solution that is personal to them , that hits a note and resonates with them , then when you give them a solution yours is not a tick the box quote .