El mediador de seguros debe transformar su labor en algo vocacional, pues es la única vía del sector para sobrevivir y crecer. […]
Don’t try to sell insurances, acquire new clients
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 […]
Remote Sales: The Future of Sales
The Covid-19 pandemic has led to a drastic change in our lives. Almost everything changed in recent months: how we interact with our family and friends, how our children are taught in school and / or university, how we train our teams, how we connect with colleagues and clients, how we do sports and leisure […]
How often should I visit my current and potential clients?
Por: Cosimo Chiesa
Consultancy
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 […]
Commercial Academy: The lever of change for the sales team
Por: Ana Fernández Formación
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 […]
Key questions during a commercial visit
Por: Cosimo Chiesa Consultancy
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 […]
Marketplaces: opportunity or challenge?
Por: Laia Morales Consultancy
When it comes to addressing your sales strategy in digital environments, many retailers ask themselves the big question: should we sell or not marketplace? They do not know if it is positive for the business to sell through virtual platforms, like Amazon, serving as a meeting point between buyers and sellers. The decision cannot be […]
Factors that determine a good working environment
Por: Ana Fernández Consultancy
What are the key aspects that affect the working environment of organizations? It is certainly a fundamental question because, if we do not detect them, we can never understand how to improve it, what is failing, or even know if something is failing. In my previous article “Benefits and risks of the study of the […]
