Sales transformation to the next normal: the new “Hybrid Sales Consultant”

Article extracted from Harvard Deusto Business Review, nº308 (www.harvard-deusto.com). Document for personal and private use. Its copying, manipulation and distribution are prohibited. © Planeta DeAgostini Formación, S.L. The idea of working from home (WFH) is currently one of the great social debates: what can be considered remote working? Who can work remotely? How should companies […]

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How often should I visit my current and potential clients?

Undoubtedly, this is one of the key questions when planning commercial activities which implications will help defining the size of the sales force. To properly estimate the optimal number of visits for the different types of clients during the year, we must take these 5 factors into account: The size of the account, meaning the […]

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Commercial Academy: The lever of change for the sales team

When implementing a Commercial Academy in an organization, we are not simply referring to creating a training program for a company as its implications go much further. It is about setting up a training campus aimed at the entire sales team (commercial directors, salespeople, area managers, back office, etc.) that is fully adapted to their […]

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Key questions during a commercial visit

When going on a commercial visit, you have two main ways to gather client information. On one hand, there is the information collected prior to the visit such as an analysis of the market, products and potential needs. On the other hand, there is the information gathered from the conversation with the client during the […]

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