Debating the sales model for IT services and products in view of the impact of the pandemic on business was the central theme of the webinar New Times: Sales Approach, held by ABES on June 17, 2020, which featured journalist Cristiane Bottini, publisher of Channel 360 and a team of experts in a spectacular team of experts. The opening of the online event was carried out by Rodolfo Fücher, president of the entity, who spoke about the purpose of ABES in contributing to the construction of a More Digital and Less Uneven Brazil, in which information technology plays a fundamental role for the democratization of knowledge and the creation of new opportunities for all.
It's not time to cut the commercial area
The first speaker was Ricardo Brandão, founding partner of SkyOne Solutions, considered one of the most promising entrepreneurs in the Cloud in Brazil, highlighted that this is not the time to cut marketing and sales investments, as many companies do. “With the pandemic, we were looking to understand the customers' reasons for investing in this phase. There are always customers in need of something. We base our performance on the sales intelligence process, based on a lot of information. We are preparing to help clients in the post-crisis period”.
war planning
Dagoberto Hajjar, CEO of Advance Consulting, a professional with extensive experience in the commercial area and solid career in financial and ICT companies, highlighted the importance of reviewing sales processes and methodologies: understanding what has changed in customer behavior and how the company has that also change the posture and arguments that your team uses in the approach. “There is no longer an annual sales plan with a semi-annual review. The planning is for war, with weekly evaluations. Interactions with customers are digital, shorter and more frequent”, he explained.
Mentoring for the team
Next, Ines Precivalle, a partner at Advance Consulting, where she coordinates the entire training area, with more than 20,000 trained professionals and an award-winning career in large software companies, highlighted aspects of team management. “Managers need to overcome the challenges of mentoring their team, monitoring the day-to-day activities of salespeople and analyzing how sales are going against forecasts and the funnel (pipeline). He also has to monitor his salespeople more closely, adjusting his management to the need to recalibrate the planning. You must have a war plan. Sales planning should be for three months”, he warned.
Study the vertical market that prioritizes
Consultant Carlos Carnevali, who works as an instructor for entrepreneurs and sales directors and who was considered by Consumidor Moderno magazine "O Rei da Internet", recalled that there is a company growing and hiring in the middle of the pandemic, on the other hand, he has the pressure of use of investments sparingly. “Study the segments in which your customers operate, the verticals you prioritize in your business. Get to know the personal agenda of decision makers in the technical and finance areas, as they are the ones who will give the green light for the release of the money”, he emphasized.
To watch the webinar, visit the link https://www.youtube.com/watch?v=V4AEZb5vly0
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