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Sardinha planejamento e treinamento profissional go to market english
- 1. SARDINHA -Planejamento e Treinamento Profissional Telefone: 19-992067574 E-mail:sarda@terra.com.br Com que atuamos: • Estratégia de Preços; • Gestão do Nível de Serviço aos Clientes; • Plano de Incentivos à Força de Vendas; • Rotina de Vendas; • Organização de S & P; • Execução de Mercado ATUAMOS NO GO TO MARKET COM FOCO EM ESTRUTURAÇÃO E NÍVEL DE SERVIÇO DE ÁREAS COMERCIAIS
- 2. Go to Market Volume Merchandising Equipments RED Reports Customer Registration SAC Remil Check Lists “Picture of success” From a Model Organized by Person… Tools to Help New Model Prospecção Prospect Picture o Success Form for Customer Registration Kit for Negotiation New customers Checklist for evaluating Customer Potencial Customer Registration Form Financial Simulator Registration for Cases Cadastro Customer Registration Venda consultiva Customer Development Ativação Activation Take Order Merchandising Equipments Activation registrer Cases Customer Registration “Picture o Success” Potencial New Customers …To Organized by Commercial Process Customers Prospecting Market Development Order Taking ActivationCustomer Registration 1 2 3 4 5 Follow Up 1 2 2 3 5 4 Tel Sell The current management model is highly dependent on both individual charisma and personal experience. The new model is based on different processes and especific capabilities that support it.
- 3. Go to Market – Profile Account Developer 33% 66% Capabilites to be Developing - Personal influence - Execute strategies based on the client - Analysis of problems and decision - Business knowledge - Planning and organization - Reach challenging goals - Negotiation 66 % of the sales team is able to be an Account Developer. 33% of the sales team needs to improve some capabilities or be replaced.
- 4. •Activities The processes currently evaluated for the salesman define general activities and competencies •Processes of RED – “Right Execution Daily“ Current evaluation process for the salesman • 1. Relationship management • Motivate the team • Keep visit frequency • Act as a consultant • Follow routines defined for the cluster • Evaluate opportunities and threats • Sales planning • Expand market • Stock verification • Negotiation for space • Sell the right product in the right place • Negotiation for adequate price • Place promotions • Increase product mix • Place the right merchandising for the cluster • Communication of key strategy • Supplying some equipaments • Follow up of KPIs • Use of sales tools • 2. Capture opportunities • 4. Activation • 3. Translate strategies into sales • 5. Tracking •Competencies • Create relations based on values • Contribute to team’s success • Consulting to the client • Personal influence • Execute strategies based on the client • Think systemically • Capture opportunities • Analysis of problems and decision • Business knowledge • Planning and organization • Initiative and sense of urgency • Reach challenging goals • Negotiation • Leadership • Coaching Go to Market – Profile Account Developer