7.- Adjustments to the Structure, Equipment and Support Processes
The STRUCTURE, the TEAM and the SUPPORT PROCESSES, design or re-design of the support processes, adjustments to the structure and the team, roles and functions aligned with the strategy.
STRUCTURE and Team ADJUSTMENTS, Roles and Functions
The Structure follows the “Structure follow Strategy”, adjusting the structure, selecting the team, defining the positions, roles and functions, is essential to achieve the success of commercial management since it is a Human-Human HtoH process. par excellence beyond BtoB, BtoC, CtoC or any other type of classification of our commercial model.
The personal agenda, relationships, contacts, environment, empathy, profile, personal skills, etc...
They will be key to making contact with a prospect and starting the sales process.
PIPELINE & FORECAST
The PIPELINE or pipeline is where all the business opportunities detected or generated enter the commercial system, to the extent of their progress and particularly after the price offer, the prospects are considered as FORECAST or budget since the conversion rate between offer and order is the most certain of the sales process.
The PIPELINE and FORECAST are supported on the basis of a CRM Customer Relationship Management system (which can be on its own servers, in the cloud, preferably integrated with the ERP) that manages the sales cycle, the agenda, and allows management analysis.
Training management is the basis for achieving sales objectives since in summary it is a mathematical resolution to negative conversion rates that consolidates the commercial process and feeds the FORECAST.
By integrating people and professional processes and technologies of excellence, the possibilities of success increase.
Online CRM
Overcome
Includes:
Generic Competitive Strategy
Product-Market Development Strategies (Ansoff Matrix)
Products/Services Policy
Distribution Policy
Pricing policy
