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.

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
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 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