Por Marco Sicairos | Director general de Time Tracker México.
Desde que soy parte de ese grupo de hombres y mujeres que cada día salen de su casa para trabajar, me he dedicado a las ventas. Aunque al principio no era lo que tenía en mente, al final descubrí que es una actividad que no sólo me gusta, sino que además me considero muy bueno en ello. Llevo casi quince años en esto, y una de las realidades que más llaman mi atención es la manera en que la tecnología nos ha facilitado el trabajo, en especial en las actividades de ventas en campo.
Registros que antes se tenían que hacer en cuadernos o blocks de notas, para después llegar a la oficina a vaciarlos en plantilla de Excel, hoy los llevamos a cabo desde nuestro smartphone, gracias a ciertas aplicaciones con las que se hace el levantamiento de información y que automáticamente la incorporan a las bases centrales. ¡Es maravilloso! Ahora soy más productivo, realizo menos esfuerzo y consigo mayores clientes que no sólo le han beneficiado a mi compañía sino también a mi bolsillo.
La productividad en la fuerza de ventas
Indudablemente, el Departamento de Ventas es un área fundamental en cualquier negocio, en la que se debe poner atención para que sea lo suficientemente productiva y eficiente a fin de que se logren tanto los objetivos de ventas como los del negocio. Y es que no se puede ignorar que de esta área dependen, en buena medida, los ingresos financieros así como un mejor conocimiento de las necesidades del cliente, lo cual es posible gracias a que existe una mayor cercanía e interacción.
Es tal el rol de la fuerza de ventas, que muchas organizaciones la ven como una plataforma para crecer en el mercado, tal como lo indica un encuesta de la consultora Salles Sainz Grant Thornton, que señala que 60% de las empresas prevén impulsar su crecimiento a través de mejoras a su fuerza de ventas, ayudándose de empresas de biometría.
Sin embargo, no es secreto que, en la mayoría de las empresas, no se logran concretar los objetivos de ventas establecidos, debido a una serie de factores, entre ellos la deficiente productividad de cada miembro del equipo, sobre todo cuando se trata de la fuerza de ventas externa, quienes inevitablemente tienen que estar fuera de sus oficinas, ya sea laborando en la calle o en determinados lugares, como es el caso de los promotores en punto de venta quienes trabajan en centros comerciales.
¿Qué sucede especialmente con ellos? Al tratarse de personal en campo es más complicado llevar a cabo un monitoreo y seguimiento eficiente de cada vendedor; de manera que pueden quedar fuera de control diversos aspectos como la puntualidad, las horas reales trabajadas, el levantamiento de datos, etcétera; los cuales son de vital importancia para generar una mayor productividad en punto de venta.
Tecnología: trampolín para la productividad y eficiencia
Aunque un buen nivel de productividad es clave para el éxito del negocio, apenas 6 de cada 10 empresas se ocupan de impulsar iniciativas en relación con este tema, asegura la Amedirh (Asociación Mexicana en Dirección de Recursos Humanos). Un factor importante es que muy pocas empresa tienen idea de qué hacer para impulsar la productividad; y aunque ésta mucho tiene que ver con establecer estrategias, procesos y metodologías sólidas, también es cierto que algunas herramientas como las tecnológicas se han convertido en verdaderos detonadores de la productividad y eficiencia, sobre todo si se habla de la fuerza de ventas de campo.
Al respecto, una de las tecnologías que están revolucionando el control de personal son los sistemas biométricos, sistema de control de acceso. Llos sistemas biométricos permiten verificar tiempos y movimientos de personal que acuda a diferentes centros de trabajo externos, aumentando la productividad de los recursos mediante un control seguro, eficiente y veraz.
Este tipo de equipos ya han demostrado sus beneficios, incluso algunas de las grandes corporaciones de sectores como alimentos y bebidas, electrónica y consumo ya los están utilizando en sus operaciones cotidianas. De acuerdo con el analista de tecnología Gartner, alrededor de 30% de las empresas ya utilizan la identificación biométrica para el control de sus empleados; y según sus estimaciones, el mercado biométrico global crecería a 23 mil millones de dólares en 2019, con más de 500 millones de sensores potencialmente ligados al Internet en 2018.
La productividad de la fuerza de ventas en campo, es clave para lograr las metas de negocio, especialmente en aquellos compañías cuyas marcas necesitan dar a sus clientes una experiencia de compra inolvidable. De allí la importancia de contar con sistemas de registro de asistencia que verifican eficazmente la hora de entrada y salida de su personal en campo; esto ayudará a su empresa a incrementar la productividad.
Si usted da un vistazo hacia las compañías más exitosas, seguro que hallará en ellas tecnologías disruptivas como la biometría que está impulsado la productividad; por esto, no deje pasar la oportunidad de descubrir lo que esta tecnología puede hacer por su negocio.
Acérquese a socios que ofrecen una plataforma biométrica basada en horas reales trabajadas, proporcionando datos exactos e invaluables, eliminando errores y fraudes en el control de acceso, generando así mayor productividad y elevando los ingresos de su negocio.
Si este año no es la excepción y las ventas se incrementan, es importante estar preparado desde un comienzo, tomando en cuenta los consejos de Microsip.
Como parte de su transformación, Aeromar ha renovado su flota con aviones del fabricante franco-italiano ATR, que brindan confort, seguridad y además debido al bajo consumo de combustible, son aeronaves sustentables.
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Does Chai Xing er know that Chai Xian is Chai Jianyuan s illegitimate son If she knows, then killing her brother and framing Chai Xian can be said to kill two birds with one stone.
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By the way, my mother is here too. I have been very happy these days.Du Heng was so shocked that he didn t know what to ask.
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It is unlikely that we will get hired by the hospital, but there is absolutely no problem getting hired by the scientific department, and I have had this idea for a long time.Du Heng looked at Xu Pinglin angrily, Put it away quickly.
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Du Heng was very cautious. This was his first complaint since he took office, even including the Li Qingde era, and he couldn t help but be careless.Seeing that she still looked calm and relaxed, he said to himself, About half a year after we got married, she got pregnant.
Du Heng is not reluctant to leave the dean s office here.You are a criminal police officer. Du Heng was startled and looked at Wu Shengnan in surprise.
Du Xueting looked proud, but Du Heng coughed twice uncomfortably.
The book from the ground is the only magic weapon in the world that can carry dragon energy.If things get serious, the court may not be willing to turn against Buddhism.
The next moment, there was a series of bang bangs, accompanied by muffled grunts and the sound of falling to the ground.After a while, he led Jing Xin into the meditation room, and the latter saluted with palms together Uncle Du Nan.
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I am not alone in the fact that Si Tianjian has done such a chivalrous thing.Xu Yuanhuai is not stupid, on the contrary, he is very smart.
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The second son of Duke Ding, he is equally talented, both civil and military, and he has a special liking for you.Except for me, it is difficult for outsiders to control.
When in doubt, she likes to sit cross legged on the pool deep in Lingbao Temple, or just take a bath.Hmph Master Linghui snorted coldly.Liu Yun fell to her knees as if struck by lightning, and spat out blood with a wow.
You pick the weakest one to interrogate.Ask him about Chai Xian.We missed the opportunity.The monk who spoke just now shook his head.
Without asking any more questions, he left Yongzhou City under the guidance of Mahjong An.What do you want Xu Qi an frowned.he started Walking to the window, the blue sky is like washing, the earth is at your feet, and the Buddha Pagoda is flying in the air.
They include but are not limited to mice, snakes, dogs, cats, and insects.
Por Marco Sicairos | Director general de Time Tracker México.