Mayor eficiencia y productividad en su fuerza de ventas externa

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.

Temas relacionados

Proteger los datos de IA en la fabricación es una nueva frontera

A medida que el panorama de la PI continúa evolucionando en el contexto de la IA y los macrodatos, es fundamental que las empresas estén preparadas para adaptarse y desarrollar estrategias ágiles y proactivas para proteger sus activos y mantener su ventaja competitiva en un mundo impulsado por la tecnología.

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In the first week, I was off the new book list Is that so but Sister Lin Xia, please tell him again.Outside the corridor. The doctor sat silently in his chair.

Everyone lined up and came one by one. Let s go to the Jincheng East District Police Station together.and treat this phone as the main battlefield Li Qiang saw Hua X1 and was instantly attracted by the appearance of Hua X1 It has extremely media like artistic curves. Except for one button at the bottom, it is a pure touch screen It looks like a smaller version of the iPad tablet, but if you look closely, there are some differences.

Remember, the process should not be too easy. Li Bin watched Obon Integrated Ceiling become busy again.The call was from Chen Mengting. Chen Mengting reported her recent situation to Zhang Sheng.

you can follow me When she was not busy, Chen Mengting Once again, I saw a large group of boys walking into the dormitory by this boy who suddenly appeared.She wrapped herself in clothes unconsciously. She was so cold that she was shivering She picked up her phone and looked at the familiar Lin Xia number.

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She saw a text message. It was sent by Lin Xia. Panpan, why don t you terminate your contract with Shengshi Many people are willing to bet their youth on tomorrow.Zhang Sheng shrugged. Fat man, are you going to sever ties with me, a college student Fat man, I am a college student with a bright future Fat man A hint of fish belly white appeared on the Finding the Best High Quality CBD Gummies for Your Needs horizon.

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