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Planejamento estratégico de vendas em 6 passos simples

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Um planejamento estratégico de vendas efetivo exige, antes de tudo, muita informação e análise de cenários.

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Planejamento estratégico de vendas em 6 passos simples

  1. 1. www.agendor.com.br
  2. 2. Um planejamento estratégico de vendas efetivo exige, antes de tudo, muita informação e análise de cenários.
  3. 3. www.agendor.com.br
  4. 4. O que o general faz antes de planejar suas estratégias? Manda batedores sondarem o terreno, interroga os habitantes locais e usa sua luneta para obter o máximo de informações. Tem muita coisa para fazer… Para ajudar você nessa tarefa, preparamos um passo a passo para que estruture seu plano estratégico de vendas.
  5. 5. www.agendor.com.br 6 passos para elaborar seu planejamento estratégico de vendas
  6. 6. Vale a pena usar um tempo inicial para planejar uma ação antes de por a mão na massa. Mas não passe 75% do tempo no planejamento. Apenas certifique-se de tê-lo feito sem pressa e com o cuidado necessário.
  7. 7. www.agendor.com.br Coleta e análise de informações
  8. 8. Um bom sistema de gerenciamento de vendas, organização e planejamento ou de gestão são de grande ajuda neste momento. Se não dispuser de tudo isso, analise suas planilhas, relatórios e demais arquivos para estar bem informado. Peça à equipe para ajudar. O importante é saber dados como:
  9. 9. www.agendor.com.br Quanto foi vendido1
  10. 10. www.agendor.com.br Quais os produtos e serviços mais vendidos2
  11. 11. www.agendor.com.br Clientes conquistados3
  12. 12. www.agendor.com.br Clientes retidos4
  13. 13. www.agendor.com.br Clientes perdidos5
  14. 14. www.agendor.com.br Clientes mais rentáveis6
  15. 15. www.agendor.com.br Produtos e serviços mais rentáveis7
  16. 16. Você precisa ter em mente também quais são os períodos de sazonalidade e outras informações, como o crescimento previsto da economia, juros, câmbio, crises e eventos que possam influenciar suas vendas. Outro dado importantíssimo para ter em mãos é o quanto sua empresa gasta para se manter.
  17. 17. www.agendor.com.br Definição de cenários e previsão de vendas
  18. 18. Agora imagine o cenário mais provável do ano: aumento de vendas, diminuição ou estagnação? É hora de definir o quanto você vai vender. Aqui podemos definir 3 cenários: o realista, o pessimista e o otimista. Considere o ponto de equilíbrio para saber se vai ter lucro. O indicado é sempre que possível ter lucro.
  19. 19. www.agendor.com.br Determine os objetivos e as metas de vendas
  20. 20. Com sua previsão de vendas determinada, você precisa definir os objetivos de vendas para cada produto ou serviço. Faça isso ao longo do ano, dividindo por metas mensais, trimestrais e semestrais. Depois, atribua as metas de cada vendedor, conforme seu desempenho, área de atuação e estilo de venda.
  21. 21. www.agendor.com.br Alocação dos recursos
  22. 22. Você já alocou os vendedores, mas será que outros recursos são necessários? É preciso estar preparado para executar o planejamento com todos os materiais e recursos prontos. Alguns exemplos:
  23. 23. www.agendor.com.br Treinamentos1
  24. 24. www.agendor.com.br Materiais de vendas, folders e apresentações2
  25. 25. www.agendor.com.br Equipamentos, celulares e computadores3
  26. 26. www.agendor.com.br Será necessário uma campanha de marketing?4
  27. 27. www.agendor.com.br Carros, combustíveis e passagens aéreas5
  28. 28. www.agendor.com.br Contratação de novos funcionários, se necessário6
  29. 29. www.agendor.com.br Implementação do plano de vendas
  30. 30. Prepare uma apresentação, reúna a equipe e apresente seu planejamento estratégico para vendas, cronograma, materiais de apoio e tudo o que foi determinado. Alinhe com todos os objetivos, metas e ações que serão realizados ao longo do ano. As metas individuais de cada vendedor devem ser tratadas em particular.
  31. 31. www.agendor.com.br Acompanhamento e controle
  32. 32. Com o plano em andamento, não deixe de acompanhar os resultados mês a mês, passar feedbacks para equipe, corrigir rumos e pensar em ações novas, caso necessário. Lembre-se: um bom planejamento só funciona se for corretamente executado e ajustado!
  33. 33. Gostou da apresentação? Compartilhe e espalhe a ideia! + conteúdo em: agendor.com.br/blog

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