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O Grande Desafio Da Diretora De Vendas: As Consultoras

O grande desafio da Diretora de Vendas: as consultoras

Mary Kay, Tupperware, Hinode, Avon. Diretoras de venda encontrarão desafios similares quando formos falar do que importa: suas consultoras.

A retenção das consultoras pode ser uma tarefa árdua: seja porque elas estão no negócio apenas para complementar renda e não têm tanto comprometimento, seja porque família e casamento se misturam à profissão, seja simplesmente porque os valores dos pedidos mínimos são elevados.

O grande desafio da diretora de vendas é recrutar e reter estas consultoras.

Meu trabalho, meu estudo e atuação focam em uma das mais importantes áreas para a retenção das consultoras: as relações que elas estabelecem com a família e com o orçamento.

Ensino maneiras de equilibrar a relação com os filhos, com o marido e com os estudos em uma rotina de trabalho tão instável. Demonstro como devem administrar suas finanças de forma mais profissional.

Ou seja, busco desenvolver, nestas mulheres, a inteligência emocional e profissional necessária para arcar com o fato de que elas são suas próprias empresas e, também, mães e esposas.

Entre em contato

Dolores Bordignon ministra dezenas de oficinas e palestras sobre casais e relacionamentos. Entre em contato com a psicopedagoga e promova um evento em sua instituição. Transforme a vida das pessoas.

Mas, hoje, vou compartilhar algumas dicas que desenvolvi ao longo dos workshops ministrados na área com relação às vendas.

Vamos ver como estas breves reflexões podem te ajudar a se tornar uma grande diretora de vendas, uma diretora capaz de criar consultoras imbatíveis.

Seja uma grande Diretora de Vendas

1# Pare de ensinar às consultoras que a melhor forma de fechar negócios é com amigos e familiares.

Uma empresa jamais pode depender de conhecidos para se tornar lucrativa, convenhamos. A verdade é que suas consultoras são microempresas e precisam abordar seus negócios como tal.

Em vendas diretas, é comum que se crie uma lista de todas as pessoas que você conhece desde o jardim de infância para pedir que te ajudem a começar sua nova empreitada.

É uma abordagem de marketing um tanto quanto irrealista (principalmente, em um mundo de internet, que anda na direção oposta, buscando atingir pessoas em escala global).

Líderes de equipes devem mostrar às consultoras como encontrar fontes diversas para fecharem suas vendas. Quanto maior a diversidade de abordagens, mais vendas virão.

Amigos, família, trabalho, vizinhos, organizações, escolas, feiras, web – tudo deve ser parte da fundação que solidifica o planejamento de vendas.

De todos estes, é claro, o mais importante é aumentar a cartela de pessoas – ou seja, investir em atingir novos públicos.

Quando a consultora agendar três ou quatro demonstrações em cada uma das categorias de público, a fundação estará minimamente sólida e estável. Ela terá uma agenda mais eficiente, capaz de gerar mais leads, como chamamos no marketing (nada mais são do que clientes em potencial).

2# Treine, capacite, lidere!

Todas as grandes empresas do mundo têm um sistema de treinamento. Você, como diretora, também precisa ter. Os treinamentos existem não apenas para ensinar novas consultoras ou reciclar métodos de vendas com quem já te acompanha há um bom tempo.

Os treinamentos também são uma forma de reunir esta equipe e gerar laços entre todos.

Estas amizades são chave na retenção de consultoras.

É do ser humano a busca por agradar aqueles que amamos, os nossos amigos. Por isso, a amizade e a camaradagem são essenciais na motivação.

Você pode fazer conferências via Skype ou reunir todos em uma sala, não importa. O que importa é que vocês se reúnam com frequência e construam laços e aprendizados juntos.

#3 – Ensine recrutamento desde o primeiro dia

O recrutamento não é difícil e é uma etapa muito desejável por todas que entram no sistema de vendas diretas. Portanto, por que privar suas novas consultoras destes treinamentos?

Não separe o treinamento de vendas do treinamento de recrutamento. Quando você separa sua equipe entre “amadores” e “profissionais”, ou seja, consultoras que já são capazes de recrutar e consultoras que ainda não são capazes, você faz a tarefa do recrutamento parecer mais difícil do que já é, além de possivelmente limitar a evolução da sua equipe.

Se você é uma diretora de vendas hábil na arte de gerar desejo por produtos, você conseguirá repetir a lógica na geração de desejos por oportunidades, certo?

Lembre-se sempre que a única forma de alguém fazer algo por você é que esta pessoa queira fazer isso por ela mesma.

Portanto, treine suas consultoras para serem imensas desde o primeiro dia. Crie desejos, dê asas e treine os voos. Explique os benefícios das oportunidades de crescimento oferecidas pela empresa e você construirá um engajamento muito maior.

Por último, ensine sua equipe a promover as primeiras demonstrações com um amplo conhecimento sobre geração de novos leads e também de retenção de clientes antigos, amigos e familiares, claro.

Ensine-as a tornar as demonstrações verdadeiras festas, reuniões de amigos – porque amigos sempre voltam e esta é a chave de tudo na retenção: seja de clientes ou de consultoras.

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Dolores Bordignon

Terapeuta e Coach de casais

Dolores Bordignon tem mais de duas décadas de experiência clínica, somando centenas de casos individuais, de famílias e casais que desejam construir novos paradigmas. Suas palestras e workshops trazem à luz a importância da inteligência emocional para as relações pessoais, profissionais e familiares.

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