{"id":42469,"date":"2023-02-10T16:44:55","date_gmt":"2023-02-10T16:44:55","guid":{"rendered":"https:\/\/www.klozers.com\/como-melhorar-a-eficacia-das-vendas\/"},"modified":"2024-07-12T15:19:39","modified_gmt":"2024-07-12T14:19:39","slug":"como-melhorar-a-eficacia-das-vendas","status":"publish","type":"post","link":"https:\/\/www.klozers.com\/pt-br\/como-melhorar-a-eficacia-das-vendas\/","title":{"rendered":"Como melhorar a efic\u00e1cia das vendas"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"42469\" class=\"elementor elementor-42469 elementor-28561\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-39787ef elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"39787ef\" data-element_type=\"section\" data-e-type=\"section\" id=\"topquestion\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-0103f09\" data-id=\"0103f09\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-c5d33a3 elementor-widget elementor-widget-heading\" data-id=\"c5d33a3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Efic\u00e1cia das vendas - Principais perguntas do Google<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-0b00a86 elementor-widget elementor-widget-heading\" data-id=\"0b00a86\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Como voc\u00ea mede a efic\u00e1cia das vendas?<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-489ee7f elementor-widget elementor-widget-text-editor\" data-id=\"489ee7f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p data-pm-slice=\"1 1 []\">Aqui est\u00e1 a resposta curta:<\/p>\n<p data-pm-slice=\"1 3 []\">A forma como voc\u00ea mede a efic\u00e1cia das vendas depender\u00e1 das metas e dos objetivos da sua empresa. <a href=\"https:\/\/www.klozers.com\/sales-management\/\">Aqui est\u00e3o cinco medidas ou KPIs (indicadores-chave de desempenho) de vendas<\/a> para voc\u00ea come\u00e7ar:<\/p>\n<ol>\n<li>\n<p>Crescimento da receita. Nem tudo deve ter a ver com dinheiro, mas se o crescimento da sua receita estiver estagnado ou, pior ainda, regredindo, voc\u00ea precisar\u00e1 agir.<\/p>\n<\/li>\n<li>\n<p>Taxa de convers\u00e3o. Em termos gerais, voc\u00ea precisar\u00e1 garantir que a equipe de vendas esteja convertendo novos leads de vendas. Para obter taxas de convers\u00e3o mais detalhadas, examine as taxas de convers\u00e3o entre cada est\u00e1gio do seu processo de vendas, como MQL para SQL.<\/p>\n<\/li>\n<li>\n<p>Tamanho m\u00e9dio do neg\u00f3cio. Aumentar o tamanho m\u00e9dio de suas negocia\u00e7\u00f5es por meio de vendas cruzadas e upselling \u00e9 uma \u00f3tima maneira de melhorar a efic\u00e1cia de suas vendas.<\/p>\n<\/li>\n<li>\n<p>Ciclo de vendas. Seu ciclo de vendas \u00e9 o tempo entre o que chamamos de primeiro contato com um cliente potencial e o momento em que voc\u00ea recebe o dinheiro no banco por seus produtos e servi\u00e7os. Quanto mais curto for o ciclo de vendas, mais eficiente ser\u00e1 o processo.<\/p>\n<\/li>\n<li>\n<p>Satisfa\u00e7\u00e3o do cliente. Nunca se esque\u00e7a de seus clientes e garanta que qualquer melhoria na efic\u00e1cia das vendas n\u00e3o seja feita \u00e0s custas da satisfa\u00e7\u00e3o do cliente.<\/p>\n<\/li>\n<\/ol>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-ea6750c elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"ea6750c\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-0268f37\" data-id=\"0268f37\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-45dfc1a elementor-toc--minimized-on-tablet elementor-widget elementor-widget-global elementor-global-20886 elementor-widget-table-of-contents\" data-id=\"45dfc1a\" data-element_type=\"widget\" data-e-type=\"widget\" id=\"contents\" data-settings=\"{&quot;headings_by_tags&quot;:[&quot;h2&quot;],&quot;exclude_headings_by_selector&quot;:&quot;.widget-title&quot;,&quot;marker_view&quot;:&quot;bullets&quot;,&quot;icon&quot;:{&quot;value&quot;:&quot;far fa-arrow-alt-circle-right&quot;,&quot;library&quot;:&quot;fa-regular&quot;},&quot;no_headings_message&quot;:&quot;No headings were found on this page.&quot;,&quot;minimize_box&quot;:&quot;yes&quot;,&quot;minimized_on&quot;:&quot;tablet&quot;,&quot;hierarchical_view&quot;:&quot;yes&quot;,&quot;min_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;min_height_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;min_height_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]}}\" data-widget_type=\"table-of-contents.default\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-toc__header\">\n\t\t\t\t\t\t<h4 class=\"elementor-toc__header-title\">\n\t\t\t\tIn this article we will cover...\t\t\t<\/h4>\n\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-toc__toggle-button elementor-toc__toggle-button--expand\" role=\"button\" tabindex=\"0\" aria-controls=\"elementor-toc__45dfc1a\" aria-expanded=\"true\" aria-label=\"Open table of contents\"><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-chevron-down\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div>\n\t\t\t\t<div class=\"elementor-toc__toggle-button elementor-toc__toggle-button--collapse\" role=\"button\" tabindex=\"0\" aria-controls=\"elementor-toc__45dfc1a\" aria-expanded=\"true\" aria-label=\"Close table of contents\"><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-chevron-up\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M240.971 130.524l194.343 194.343c9.373 9.373 9.373 24.569 0 33.941l-22.667 22.667c-9.357 9.357-24.522 9.375-33.901.04L224 227.495 69.255 381.516c-9.379 9.335-24.544 9.317-33.901-.04l-22.667-22.667c-9.373-9.373-9.373-24.569 0-33.941L207.03 130.525c9.372-9.373 24.568-9.373 33.941-.001z\"><\/path><\/svg><\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<div id=\"elementor-toc__45dfc1a\" class=\"elementor-toc__body\">\n\t\t\t<div class=\"elementor-toc__spinner-container\">\n\t\t\t\t<svg class=\"elementor-toc__spinner eicon-animation-spin e-font-icon-svg e-eicon-loading\" aria-hidden=\"true\" viewBox=\"0 0 1000 1000\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M500 975V858C696 858 858 696 858 500S696 142 500 142 142 304 142 500H25C25 237 238 25 500 25S975 237 975 500 763 975 500 975Z\"><\/path><\/svg>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-34fbdf7c elementor-section-content-middle elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"34fbdf7c\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t\t<div class=\"elementor-background-overlay\"><\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-inner-column elementor-element elementor-element-58a55b3f\" data-id=\"58a55b3f\" data-element_type=\"column\" data-e-type=\"column\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-664e347b elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"664e347b\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-inner-column elementor-element elementor-element-5774311a\" data-id=\"5774311a\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-5b3256cc elementor-widget elementor-widget-heading\" data-id=\"5b3256cc\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">H\u00e1 uma nova maneira de aumentar as vendas...<\/h2>\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-585cabdd elementor-section-content-middle elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"585cabdd\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-1950ca78\" data-id=\"1950ca78\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-42cb02c elementor-widget elementor-widget-text-editor\" data-id=\"42cb02c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>N\u00e3o compre o treinamento de vendas at\u00e9 que voc\u00ea tenha assistido a <a href=\"https:\/\/www.klozers.com\/pt-br\/nao-compre-formacao-em-vendas\/\" class=\"greenText\">este v\u00eddeo<\/a>&#8230;<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-4e29287f\" data-id=\"4e29287f\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-1daf3428 elementor-widget elementor-widget-image\" data-id=\"1daf3428\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<a href=\"https:\/\/www.klozers.com\/pt-br\/nao-compre-formacao-em-vendas\/\">\n\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"971\" height=\"575\" src=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2022\/09\/video-still1.jpg\" class=\"attachment-large size-large wp-image-25825\" alt=\"\" srcset=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2022\/09\/video-still1.jpg 971w, https:\/\/www.klozers.com\/wp-content\/uploads\/2022\/09\/video-still1-600x355.jpg 600w, https:\/\/www.klozers.com\/wp-content\/uploads\/2022\/09\/video-still1-300x178.jpg 300w, https:\/\/www.klozers.com\/wp-content\/uploads\/2022\/09\/video-still1-768x455.jpg 768w\" sizes=\"auto, (max-width: 971px) 100vw, 971px\" \/>\t\t\t\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-00d032d elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"00d032d\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-def6e3a\" data-id=\"def6e3a\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-80c33eb elementor-widget elementor-widget-heading\" data-id=\"80c33eb\" data-element_type=\"widget\" data-e-type=\"widget\" id=\"whyaresales\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">1. Afinal, o que \u00e9 efici\u00eancia de vendas?<br><\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-aa43b7e elementor-widget elementor-widget-text-editor\" data-id=\"aa43b7e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p data-pm-slice=\"1 1 []\">A efici\u00eancia de vendas consiste simplesmente em medir a rela\u00e7\u00e3o entre o valor obtido com os custos de sua equipe de vendas e a receita que eles geram. Quanto maior for a propor\u00e7\u00e3o, maior ser\u00e1 o retorno e mais eficaz ser\u00e1 a unidade de vendas.<\/p>\n<p>Para acompanhar e medir a efici\u00eancia de suas vendas, voc\u00ea precisar\u00e1 conhecer todos os custos dos departamentos de vendas e marketing. O ideal \u00e9 que voc\u00ea tenha identificado seu custo por lead e o valor do seu cliente vital\u00edcio.<\/p>\n<p>Essas m\u00e9tricas de vendas podem variar entre produtos, departamentos e at\u00e9 mesmo entre vendedores, e s\u00e3o a chave para qualquer plano de melhoria de vendas.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-8feff62 elementor-widget-divider--view-line_icon elementor-view-default elementor-widget-divider--element-align-center elementor-widget elementor-widget-global elementor-global-23936 elementor-widget-divider\" data-id=\"8feff62\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon elementor-divider__element\">\n\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-rocket\" viewBox=\"0 0 512 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M505.12019,19.09375c-1.18945-5.53125-6.65819-11-12.207-12.1875C460.716,0,435.507,0,410.40747,0,307.17523,0,245.26909,55.20312,199.05238,128H94.83772c-16.34763.01562-35.55658,11.875-42.88664,26.48438L2.51562,253.29688A28.4,28.4,0,0,0,0,264a24.00867,24.00867,0,0,0,24.00582,24H127.81618l-22.47457,22.46875c-11.36521,11.36133-12.99607,32.25781,0,45.25L156.24582,406.625c11.15623,11.1875,32.15619,13.15625,45.27726,0l22.47457-22.46875V488a24.00867,24.00867,0,0,0,24.00581,24,28.55934,28.55934,0,0,0,10.707-2.51562l98.72834-49.39063c14.62888-7.29687,26.50776-26.5,26.50776-42.85937V312.79688c72.59753-46.3125,128.03493-108.40626,128.03493-211.09376C512.07526,76.5,512.07526,51.29688,505.12019,19.09375ZM384.04033,168A40,40,0,1,1,424.05,128,40.02322,40.02322,0,0,1,384.04033,168Z\"><\/path><\/svg><\/div>\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-139544c elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"139544c\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-a9c8cec\" data-id=\"a9c8cec\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-083e396 elementor-widget elementor-widget-heading\" data-id=\"083e396\" data-element_type=\"widget\" data-e-type=\"widget\" id=\"typesofsales\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">2. Estrutura de efic\u00e1cia de vendas<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a7d3840 elementor-widget elementor-widget-text-editor\" data-id=\"a7d3840\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p data-pm-slice=\"1 1 []\">Ao longo dos anos, descobrimos que \u00e9 de grande valia simplificar nossos pr\u00f3prios sistemas e processos, que depois compartilhamos com nossos clientes. Nos \u00faltimos 10 anos, concentramos nossa estrat\u00e9gia de vendas, planejamento e melhorias no que chamamos de quatro \u00e1reas de alto valor das vendas B2B. S\u00e3o eles:<\/p>\n<p><b>Encontrar:<\/b> voc\u00ea precisa encontrar pessoas, empresas e oportunidades antes de poder vender para elas.<\/p>\n<p><b>Klozing:<\/b> depois de encontrar um neg\u00f3cio, voc\u00ea precisa ser capaz de conduzi-lo por um processo de vendas e conquist\u00e1-lo.<\/p>\n<p><b>Crescimento:<\/b> depois de ter feito todo o trabalho \u00e1rduo de encontrar e conquistar novos clientes pagantes, voc\u00ea precisa manter e aumentar essa conta.<\/p>\n<p><b>Desenvolvimento:<\/b> por fim, encontrar, escolher e desenvolver s\u00e3o atividades realizadas pelos representantes de vendas e precisamos mant\u00ea-los, desenvolv\u00ea-los e criar uma cultura de vendas vencedora, tudo isso com processos de vendas escalon\u00e1veis.<\/p>\n<\/p>\n<p>Se voc\u00ea simplesmente dedicar o m\u00e1ximo de tempo poss\u00edvel a essas quatro \u00e1reas, \u00e9 quase imposs\u00edvel n\u00e3o vender mais e aumentar a efic\u00e1cia das vendas.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3e79834 elementor-widget elementor-widget-image\" data-id=\"3e79834\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"300\" height=\"251\" src=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2022\/04\/Choose-Effective-300x251.png\" class=\"attachment-medium size-medium wp-image-22222\" alt=\"b2b sales consultancy\" srcset=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2022\/04\/Choose-Effective-300x251.png 300w, https:\/\/www.klozers.com\/wp-content\/uploads\/2022\/04\/Choose-Effective-600x503.png 600w, https:\/\/www.klozers.com\/wp-content\/uploads\/2022\/04\/Choose-Effective-768x644.png 768w, https:\/\/www.klozers.com\/wp-content\/uploads\/2022\/04\/Choose-Effective.png 940w\" sizes=\"auto, (max-width: 300px) 100vw, 300px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d012712 elementor-widget-divider--view-line_icon elementor-view-default elementor-widget-divider--element-align-center elementor-widget elementor-widget-global elementor-global-23936 elementor-widget-divider\" data-id=\"d012712\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon elementor-divider__element\">\n\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-rocket\" viewBox=\"0 0 512 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M505.12019,19.09375c-1.18945-5.53125-6.65819-11-12.207-12.1875C460.716,0,435.507,0,410.40747,0,307.17523,0,245.26909,55.20312,199.05238,128H94.83772c-16.34763.01562-35.55658,11.875-42.88664,26.48438L2.51562,253.29688A28.4,28.4,0,0,0,0,264a24.00867,24.00867,0,0,0,24.00582,24H127.81618l-22.47457,22.46875c-11.36521,11.36133-12.99607,32.25781,0,45.25L156.24582,406.625c11.15623,11.1875,32.15619,13.15625,45.27726,0l22.47457-22.46875V488a24.00867,24.00867,0,0,0,24.00581,24,28.55934,28.55934,0,0,0,10.707-2.51562l98.72834-49.39063c14.62888-7.29687,26.50776-26.5,26.50776-42.85937V312.79688c72.59753-46.3125,128.03493-108.40626,128.03493-211.09376C512.07526,76.5,512.07526,51.29688,505.12019,19.09375ZM384.04033,168A40,40,0,1,1,424.05,128,40.02322,40.02322,0,0,1,384.04033,168Z\"><\/path><\/svg><\/div>\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-1ef8672 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"1ef8672\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-efcee9d\" data-id=\"efcee9d\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-d4d7464 elementor-widget elementor-widget-heading\" data-id=\"d4d7464\" data-element_type=\"widget\" data-e-type=\"widget\" id=\"salestrainingstatistics\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">3. Descoberta - Taxa de convers\u00e3o de leads em oportunidades<br><\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-fa2ded5 elementor-widget elementor-widget-text-editor\" data-id=\"fa2ded5\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p data-pm-slice=\"1 1 []\">Antes de podermos converter leads em oportunidades, precisamos primeiro medir o quanto somos bons em gerar leads. Qual \u00e9 o nosso processo para preencher a parte superior do funil de vendas com clientes em potencial e ele \u00e9 escalon\u00e1vel? Voc\u00ea j\u00e1 explorou todos os diferentes canais dispon\u00edveis e identificou os mais proveitosos?<\/p>\n<p>Al\u00e9m disso, \u00e9 importante que voc\u00ea defina o que \u00e9 um lead. Qu\u00e3o pr\u00f3ximos eles est\u00e3o da sua <a href=\"https:\/\/en.wikipedia.org\/wiki\/Sales_effectiveness\" target=\"_blank\" rel=\"noopener\">Persona de Cliente Ideal (ICP)<\/a> e que processo usamos para qualific\u00e1-los? Em nosso pr\u00f3prio neg\u00f3cio, usamos MQL e SQL, que significam Marketing Qualified Lead (MQL) e Sales Qualified Lead (SQL).<\/p>\n<p>N\u00f3s deliberadamente mantemos isso simples, de modo que, em nosso mundo, um lead de marketing \u00e9 simplesmente um contato que baixou um ativo de nosso site ou participou de um webinar, ou que nos segue nos canais sociais. Um MQL \u00e9 um lead que pediu ativamente para falar conosco, seja por meio de nosso site, telefone ou e-mail. O principal diferencial aqui \u00e9 o fato de nunca termos falado com eles.<\/p>\n<p>Em seguida, temos nossos leads qualificados para vendas, definidos como pessoas que falaram com o departamento de vendas e atendem aos crit\u00e9rios do nosso ICP e do BANT (Budget, Authority, Need and Time), que \u00e9 um processo simples de qualifica\u00e7\u00e3o de vendas.<\/p>\n<p>Em nosso pr\u00f3prio neg\u00f3cio, medimos nossa taxa de convers\u00e3o de MQLs em rela\u00e7\u00e3o aos neg\u00f3cios fechados. A maioria das empresas usaria o SQL em rela\u00e7\u00e3o aos neg\u00f3cios fechados, mas nosso sistema funciona bem para n\u00f3s e nossa taxa de convers\u00e3o de MQLs na \u00faltima medi\u00e7\u00e3o foi de 42,22%, o que consideramos muito bom.<\/p>\n<p>Tamb\u00e9m vale a pena observar a import\u00e2ncia do tempo de resposta do lead aqui. De acordo com uma pesquisa da Lead Connect, 78% dos clientes compram de quem responde primeiro. Al\u00e9m disso, as convers\u00f5es de vendas s\u00e3o 391% mais altas quando a primeira resposta chega em at\u00e9 1 minuto. Por fim, os leads com mais de 5 minutos recebem uma queda de 80% na qualifica\u00e7\u00e3o de leads. A velocidade \u00e9 sua amiga na gera\u00e7\u00e3o de leads.  <\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-8c9f3c5 elementor-widget elementor-widget-heading\" data-id=\"8c9f3c5\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Taxas de aquisi\u00e7\u00e3o de novos clientes<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-17fcdf8 elementor-widget elementor-widget-text-editor\" data-id=\"17fcdf8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p data-pm-slice=\"1 1 []\">Embora as taxas de convers\u00e3o sejam importantes, o que \u00e9 igualmente importante s\u00e3o as taxas de aquisi\u00e7\u00e3o de novos clientes. Se voc\u00ea tiver uma taxa de convers\u00e3o de 100%, mas gerar e fechar apenas um neg\u00f3cio por m\u00eas, \u00e9 improv\u00e1vel que obtenha os resultados de vendas que deseja ou precisa.<\/p>\n<p>Sempre que poss\u00edvel, recomendamos uma abordagem baseada em dados e que voc\u00ea comece pelo seu ICP. O marketing mais eficiente \u00e9 direcionado a laser no ICP, o que gera uma melhor qualidade de leads. Pequenas mudan\u00e7as na mensagem e no design podem ter um grande impacto sobre isso.<\/p>\n<p>Muitas vezes, um ganho f\u00e1cil para o marketing e as vendas \u00e9 usar campanhas e ofertas especiais para aumentar as convers\u00f5es e a aquisi\u00e7\u00e3o de novos clientes. Geralmente reconhecidas como t\u00e1ticas para B2C, tivemos grande sucesso com clientes que criaram campanhas em torno de uma oferta especial.<\/p>\n<p>\u00c9 interessante notar que as ofertas especiais mais bem-sucedidas com as quais trabalhamos com os clientes acabaram sendo mais caras do que a oferta original. A arte de vender n\u00e3o tem a ver com descontos, mas com a venda de seu produto pelo seu pre\u00e7o.<\/p>\n<p>Por motivos \u00f3bvios, \u00e9 importante que sua taxa de aquisi\u00e7\u00e3o de clientes seja superior \u00e0 taxa de desgaste de clientes, que abordaremos mais adiante neste artigo.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e3e36fa elementor-widget-divider--view-line_icon elementor-view-default elementor-widget-divider--element-align-center elementor-widget elementor-widget-global elementor-global-23936 elementor-widget-divider\" data-id=\"e3e36fa\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon elementor-divider__element\">\n\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-rocket\" viewBox=\"0 0 512 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M505.12019,19.09375c-1.18945-5.53125-6.65819-11-12.207-12.1875C460.716,0,435.507,0,410.40747,0,307.17523,0,245.26909,55.20312,199.05238,128H94.83772c-16.34763.01562-35.55658,11.875-42.88664,26.48438L2.51562,253.29688A28.4,28.4,0,0,0,0,264a24.00867,24.00867,0,0,0,24.00582,24H127.81618l-22.47457,22.46875c-11.36521,11.36133-12.99607,32.25781,0,45.25L156.24582,406.625c11.15623,11.1875,32.15619,13.15625,45.27726,0l22.47457-22.46875V488a24.00867,24.00867,0,0,0,24.00581,24,28.55934,28.55934,0,0,0,10.707-2.51562l98.72834-49.39063c14.62888-7.29687,26.50776-26.5,26.50776-42.85937V312.79688c72.59753-46.3125,128.03493-108.40626,128.03493-211.09376C512.07526,76.5,512.07526,51.29688,505.12019,19.09375ZM384.04033,168A40,40,0,1,1,424.05,128,40.02322,40.02322,0,0,1,384.04033,168Z\"><\/path><\/svg><\/div>\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-cc1388a elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"cc1388a\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-b4f0c8d\" data-id=\"b4f0c8d\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-321a089 elementor-widget elementor-widget-heading\" data-id=\"321a089\" data-element_type=\"widget\" data-e-type=\"widget\" id=\"salesmethodology\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">4. Klozing e desempenho de vendas<br><\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-194ddd3 elementor-widget elementor-widget-text-editor\" data-id=\"194ddd3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p data-pm-slice=\"1 1 []\">Como dito anteriormente, o Klozing surge quando voc\u00ea encontra um neg\u00f3cio ou uma oportunidade e, em seguida, conduz esse neg\u00f3cio pelo pipeline de vendas e o conquista. A maioria das empresas basear\u00e1 suas m\u00e9tricas de vendas e a forma como medem a efic\u00e1cia das vendas no fechamento de leads qualificados para vendas.<\/p>\n<p>Essas m\u00e9tricas de vendas s\u00e3o influenciadas ou impulsionadas pela capacidade e pelo desempenho da equipe de vendas. A capacidade refere-se \u00e0s habilidades e aos tra\u00e7os da equipe de vendas para fechar neg\u00f3cios, e o desempenho refere-se \u00e0 sua produ\u00e7\u00e3o. Voc\u00ea pode ter os representantes de vendas mais bem treinados do mundo, mas, a menos que eles atuem e estejam altamente engajados, n\u00e3o fechar\u00e3o neg\u00f3cios. Portanto, definimos a efic\u00e1cia de vendas como Habilidade + Desempenho = Efic\u00e1cia de vendas.<\/p>\n<p>Primeiro, vamos detalhar a Ability. Se a capacidade vem de caracter\u00edsticas e habilidades, o que isso significa em termos reais?<\/p>\n<p>As caracter\u00edsticas s\u00e3o importantes na fase de contrata\u00e7\u00e3o &#8211; quais s\u00e3o os hobbies dos representantes de vendas fora do trabalho? Voc\u00ea contrataria um jogador que fica preso em seu quarto durante a noite ou o capit\u00e3o do time de futebol local? Normalmente, os esportistas se destacam em vendas porque t\u00eam \u00f3timas caracter\u00edsticas, autodisciplina, boa \u00e9tica de trabalho e trabalham em equipe.<\/p>\n<p>Obviamente, as habilidades s\u00e3o importantes, por\u00e9m, em vendas, h\u00e1 uma infinidade de habilidades necess\u00e1rias, algumas das quais s\u00e3o mais ou menos relevantes, dependendo da fun\u00e7\u00e3o. Por exemplo, um AE (executivo de contas) pode precisar de habilidades de comunica\u00e7\u00e3o, de apresenta\u00e7\u00e3o e de negocia\u00e7\u00e3o para fechar neg\u00f3cios.<\/p>\n<p>Um vendedor focado em vender para o setor p\u00fablico por meio de ofertas e licita\u00e7\u00f5es exigiria um conjunto de habilidades completamente diferente.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2e498f9 elementor-widget elementor-widget-video\" data-id=\"2e498f9\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;youtube_url&quot;:&quot;https:\\\/\\\/youtu.be\\\/2Z8NTwv8wGc&quot;,&quot;video_type&quot;:&quot;youtube&quot;,&quot;controls&quot;:&quot;yes&quot;}\" data-widget_type=\"video.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-wrapper elementor-open-inline\">\n\t\t\t<div class=\"elementor-video\"><\/div>\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-0b2e0f4 elementor-widget-divider--view-line_icon elementor-view-default elementor-widget-divider--element-align-center elementor-widget elementor-widget-global elementor-global-23936 elementor-widget-divider\" data-id=\"0b2e0f4\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon elementor-divider__element\">\n\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-rocket\" viewBox=\"0 0 512 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M505.12019,19.09375c-1.18945-5.53125-6.65819-11-12.207-12.1875C460.716,0,435.507,0,410.40747,0,307.17523,0,245.26909,55.20312,199.05238,128H94.83772c-16.34763.01562-35.55658,11.875-42.88664,26.48438L2.51562,253.29688A28.4,28.4,0,0,0,0,264a24.00867,24.00867,0,0,0,24.00582,24H127.81618l-22.47457,22.46875c-11.36521,11.36133-12.99607,32.25781,0,45.25L156.24582,406.625c11.15623,11.1875,32.15619,13.15625,45.27726,0l22.47457-22.46875V488a24.00867,24.00867,0,0,0,24.00581,24,28.55934,28.55934,0,0,0,10.707-2.51562l98.72834-49.39063c14.62888-7.29687,26.50776-26.5,26.50776-42.85937V312.79688c72.59753-46.3125,128.03493-108.40626,128.03493-211.09376C512.07526,76.5,512.07526,51.29688,505.12019,19.09375ZM384.04033,168A40,40,0,1,1,424.05,128,40.02322,40.02322,0,0,1,384.04033,168Z\"><\/path><\/svg><\/div>\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-1e9d642 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"1e9d642\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-cd48dc6\" data-id=\"cd48dc6\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-c09f282 elementor-widget elementor-widget-heading\" data-id=\"c09f282\" data-element_type=\"widget\" data-e-type=\"widget\" id=\"bestsalescourses\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">5. Crescimento - reten\u00e7\u00e3o e expans\u00e3o.  <span style=\"color: var( --e-global-color-primary );font-family: var( --e-global-typography-primary-font-family ), Sans-serif;font-style: inherit;font-weight: var( --e-global-typography-primary-font-weight )\"><\/span><br><\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-8225f11 elementor-widget elementor-widget-text-editor\" data-id=\"8225f11\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p data-pm-slice=\"1 1 []\">Uma parte importante da efic\u00e1cia das vendas vem da capacidade de n\u00e3o apenas conquistar novos neg\u00f3cios, mas de mant\u00ea-los e expandi-los dentro dessas contas. Afinal, a parte mais dif\u00edcil e mais cara das vendas, ou seja, a aquisi\u00e7\u00e3o de novos clientes, est\u00e1 conclu\u00edda. O crescimento e a reten\u00e7\u00e3o por meio de vendas cruzadas e upselling devem ser obrigat\u00f3rios em todas as estrat\u00e9gias da empresa.<\/p>\n<p>Muitas vezes, a primeira etapa do crescimento \u00e9 garantir a reten\u00e7\u00e3o e reduzir o desgaste ou a rotatividade dos clientes. As empresas medem a rotatividade de vendas de diferentes maneiras, por exemplo, as empresas de SaaS podem medir a rotatividade com base em suas assinaturas pagas mensalmente; no entanto, algumas empresas podem ser fortemente orientadas para assinaturas anuais e isso precisa ser levado em conta.<\/p>\n<p>Acreditamos que a redu\u00e7\u00e3o da rotatividade \u00e9 a \u00e1rea de efic\u00e1cia de vendas que toda organiza\u00e7\u00e3o de vendas deve abordar em primeiro lugar. N\u00e3o adianta ganhar novos neg\u00f3cios se voc\u00ea n\u00e3o puder ret\u00ea-los.<\/p>\n<p>As m\u00e9tricas cr\u00edticas usadas com mais frequ\u00eancia para reduzir a rotatividade seriam a satisfa\u00e7\u00e3o do cliente, o envolvimento do usu\u00e1rio e as mudan\u00e7as nas necessidades do cliente.<\/p>\n<p><span style=\"color: var( --e-global-color-text ); font-family: var( --e-global-typography-text-font-family ), Sans-serif; font-weight: var( --e-global-typography-text-font-weight );\"> <\/span><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1e961b4 elementor-widget-divider--view-line_icon elementor-view-default elementor-widget-divider--element-align-center elementor-widget elementor-widget-global elementor-global-23936 elementor-widget-divider\" data-id=\"1e961b4\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon elementor-divider__element\">\n\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-rocket\" viewBox=\"0 0 512 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M505.12019,19.09375c-1.18945-5.53125-6.65819-11-12.207-12.1875C460.716,0,435.507,0,410.40747,0,307.17523,0,245.26909,55.20312,199.05238,128H94.83772c-16.34763.01562-35.55658,11.875-42.88664,26.48438L2.51562,253.29688A28.4,28.4,0,0,0,0,264a24.00867,24.00867,0,0,0,24.00582,24H127.81618l-22.47457,22.46875c-11.36521,11.36133-12.99607,32.25781,0,45.25L156.24582,406.625c11.15623,11.1875,32.15619,13.15625,45.27726,0l22.47457-22.46875V488a24.00867,24.00867,0,0,0,24.00581,24,28.55934,28.55934,0,0,0,10.707-2.51562l98.72834-49.39063c14.62888-7.29687,26.50776-26.5,26.50776-42.85937V312.79688c72.59753-46.3125,128.03493-108.40626,128.03493-211.09376C512.07526,76.5,512.07526,51.29688,505.12019,19.09375ZM384.04033,168A40,40,0,1,1,424.05,128,40.02322,40.02322,0,0,1,384.04033,168Z\"><\/path><\/svg><\/div>\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-7b51b2b elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"7b51b2b\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-5ef9f97\" data-id=\"5ef9f97\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-5bdfcef elementor-widget elementor-widget-heading\" data-id=\"5bdfcef\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">6. Desenvolvimento - dimensionamento de pessoas e processos<br><\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3f41047 elementor-widget elementor-widget-text-editor\" data-id=\"3f41047\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p data-pm-slice=\"1 1 []\">Em nossa experi\u00eancia, o desenvolvimento se divide em duas categorias principais: primeiro, as startups.<\/p>\n<p>Muitos fundadores de empresas e l\u00edderes de vendas se apressam para ampliar seus neg\u00f3cios antes de terem os fundamentos estabelecidos. Eles querem contratar uma equipe de vendas inteira antes de, em alguns casos, terem comprovado sua proposta de valor, sem falar na implementa\u00e7\u00e3o de sistemas escalon\u00e1veis e processos de vendas para um crescimento lucrativo. Um representante de vendas que n\u00e3o consegue fechar neg\u00f3cios se transforma rapidamente em 10 representantes de vendas que n\u00e3o conseguem fechar neg\u00f3cios, o que agrava os problemas e aumenta a carga de trabalho dos l\u00edderes de vendas, que j\u00e1 t\u00eam pouco tempo. Etapa 1: concentre-se na proposta de valor e torne-a o mais atraente poss\u00edvel. Etapa 2: concentre-se em desenvolver a repeti\u00e7\u00e3o e a efic\u00e1cia das vendas em escala, e n\u00e3o apenas em vendedores individuais.<\/p>\n<p>Na \u00e1rea de Desenvolvimento, o segundo grupo com o qual lidamos \u00e9 formado por empresas estabelecidas que precisam reduzir custos (n\u00e3o necessariamente o custo das pessoas, mas o custo de aquisi\u00e7\u00e3o de clientes) ou que simplesmente desejam impulsionar o desempenho e uma equipe de vendas eficaz.<\/p>\n<p>Para essas empresas, o status quo e a mudan\u00e7a s\u00e3o os maiores desafios. Vendedores antigos podem ser resistentes a mudan\u00e7as, o que precisa ser levado em conta quando voc\u00ea estiver planejando melhorias na efic\u00e1cia das vendas.<\/p>\n<p>Em muitos casos, ministrar treinamento de vendas \u00e9 a parte f\u00e1cil, mas criar uma mudan\u00e7a comportamental significativa em toda a equipe \u00e9 o maior problema. T\u00e3o grande que muitos l\u00edderes de vendas simplesmente toleram um desempenho abaixo da m\u00e9dia e uma produ\u00e7\u00e3o mediana de sua equipe de vendas.<\/p>\n<p>Na verdade, esses s\u00e3o os projetos mais gratificantes, pois sempre causam o maior impacto.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-13114ce elementor-widget-divider--view-line_icon elementor-view-default elementor-widget-divider--element-align-center elementor-widget elementor-widget-global elementor-global-23936 elementor-widget-divider\" data-id=\"13114ce\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon elementor-divider__element\">\n\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-rocket\" viewBox=\"0 0 512 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M505.12019,19.09375c-1.18945-5.53125-6.65819-11-12.207-12.1875C460.716,0,435.507,0,410.40747,0,307.17523,0,245.26909,55.20312,199.05238,128H94.83772c-16.34763.01562-35.55658,11.875-42.88664,26.48438L2.51562,253.29688A28.4,28.4,0,0,0,0,264a24.00867,24.00867,0,0,0,24.00582,24H127.81618l-22.47457,22.46875c-11.36521,11.36133-12.99607,32.25781,0,45.25L156.24582,406.625c11.15623,11.1875,32.15619,13.15625,45.27726,0l22.47457-22.46875V488a24.00867,24.00867,0,0,0,24.00581,24,28.55934,28.55934,0,0,0,10.707-2.51562l98.72834-49.39063c14.62888-7.29687,26.50776-26.5,26.50776-42.85937V312.79688c72.59753-46.3125,128.03493-108.40626,128.03493-211.09376C512.07526,76.5,512.07526,51.29688,505.12019,19.09375ZM384.04033,168A40,40,0,1,1,424.05,128,40.02322,40.02322,0,0,1,384.04033,168Z\"><\/path><\/svg><\/div>\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-0f777d7 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"0f777d7\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-d06063a\" data-id=\"d06063a\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-357ad15 elementor-widget elementor-widget-image\" data-id=\"357ad15\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"575\" src=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2023\/02\/Sales-Effectiveness-Questions-1024x575.png\" class=\"attachment-large size-large wp-image-28588\" alt=\"sales effectiveness\" srcset=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2023\/02\/Sales-Effectiveness-Questions-1024x575.png 1024w, https:\/\/www.klozers.com\/wp-content\/uploads\/2023\/02\/Sales-Effectiveness-Questions-600x337.png 600w, https:\/\/www.klozers.com\/wp-content\/uploads\/2023\/02\/Sales-Effectiveness-Questions-300x168.png 300w, https:\/\/www.klozers.com\/wp-content\/uploads\/2023\/02\/Sales-Effectiveness-Questions-768x431.png 768w, https:\/\/www.klozers.com\/wp-content\/uploads\/2023\/02\/Sales-Effectiveness-Questions.png 1251w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-72e8ed4 elementor-widget elementor-widget-heading\" data-id=\"72e8ed4\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">7. Como aumentar a efic\u00e1cia das vendas - perguntas-chave<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2718630 elementor-widget elementor-widget-text-editor\" data-id=\"2718630\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p data-pm-slice=\"1 1 []\">O Sales Enablement \u00e9 uma das abordagens mais comuns para aumentar a efic\u00e1cia das vendas nas equipes de vendas. <a href=\"https:\/\/www.salesforce.com\/resources\/articles\/what-is-sales-enablement\/\" target=\"_blank\" rel=\"noopener\">O Sales Enablement<\/a> \u00e9 uma forma de fornecer as ferramentas, o conte\u00fado, o treinamento de vendas e os recursos certos de que as equipes de vendas precisam para conquistar mais neg\u00f3cios.<\/p>\n<p>Al\u00e9m disso, um departamento moderno de capacita\u00e7\u00e3o de vendas seria respons\u00e1vel por apoiar a implementa\u00e7\u00e3o da estrat\u00e9gia de vendas da empresa, seus processos de vendas e medir a efic\u00e1cia das vendas em toda a organiza\u00e7\u00e3o.<\/p>\n<p>Se a sua organiza\u00e7\u00e3o de vendas n\u00e3o tiver sua pr\u00f3pria equipe de capacita\u00e7\u00e3o de vendas, nossa recomenda\u00e7\u00e3o seria primeiro obter uma compreens\u00e3o b\u00e1sica do desempenho geral de vendas da efic\u00e1cia da sua equipe de vendas.<\/p>\n<p>\u00c9 importante que qualquer avalia\u00e7\u00e3o seja feita de cima para baixo e inclua os l\u00edderes de vendas, os gerentes de vendas e todos os representantes de vendas. Isso incluiria aspectos como oportunidades de vendas geradas, melhores pr\u00e1ticas, taxas de ganho, cumprimento de cotas e habilidades e comportamentos de vendas eficazes.<\/p>\n<p><b>Principais perguntas  <\/b><\/p>\n<p><b>1. Quais dados eu tenho?<\/b><\/p>\n<p>\u00c0s vezes, deixamos que a perfei\u00e7\u00e3o atrapalhe o progresso. Quais s\u00e3o os dados que voc\u00ea tem e a partir dos quais pode tomar medidas?<\/p>\n<p><strong>2. Que dados voc\u00ea deve ter?<\/strong><\/p>\n<p>De quais dados voc\u00ea precisar\u00e1 para tomar as decis\u00f5es certas e como posso come\u00e7ar a recodific\u00e1-los?<\/p>\n<p><strong>3. Quais dados s\u00e3o f\u00e1ceis de coletar?<\/strong><\/p>\n<p>Os dados em si podem acabar sobrecarregando voc\u00ea. Sempre que poss\u00edvel, facilite a coleta de dados e evite aumentar a carga de trabalho dos vendedores.<\/p>\n<p><strong>4. Voc\u00ea n\u00e3o tem dados?  <\/strong><\/p>\n<p>Se voc\u00ea n\u00e3o tiver dados, pontue cada se\u00e7\u00e3o em uma escala de 1 a 10, sendo 10 perfeito.  <\/p>\n<p><strong>5. Onde est\u00e3o as vit\u00f3rias f\u00e1ceis?<\/strong><\/p>\n<p>Encontre algumas vit\u00f3rias f\u00e1ceis para dar impulso ao seu projeto.<\/p>\n<p><strong>6. Quais s\u00e3o os maiores abandonadores?<\/strong><\/p>\n<p>Quais melhorias ter\u00e3o o maior impacto?<\/p>\n<p>Reservar um tempo para fazer uma medi\u00e7\u00e3o completa da efic\u00e1cia geral da organiza\u00e7\u00e3o de vendas proporcionar\u00e1 um melhor entendimento e ajudar\u00e1 voc\u00ea a identificar metas realistas em termos de melhorias que podem ser alcan\u00e7adas.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4146c22 elementor-widget-divider--view-line_icon elementor-view-default elementor-widget-divider--element-align-center elementor-widget elementor-widget-global elementor-global-23936 elementor-widget-divider\" data-id=\"4146c22\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon elementor-divider__element\">\n\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-rocket\" viewBox=\"0 0 512 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M505.12019,19.09375c-1.18945-5.53125-6.65819-11-12.207-12.1875C460.716,0,435.507,0,410.40747,0,307.17523,0,245.26909,55.20312,199.05238,128H94.83772c-16.34763.01562-35.55658,11.875-42.88664,26.48438L2.51562,253.29688A28.4,28.4,0,0,0,0,264a24.00867,24.00867,0,0,0,24.00582,24H127.81618l-22.47457,22.46875c-11.36521,11.36133-12.99607,32.25781,0,45.25L156.24582,406.625c11.15623,11.1875,32.15619,13.15625,45.27726,0l22.47457-22.46875V488a24.00867,24.00867,0,0,0,24.00581,24,28.55934,28.55934,0,0,0,10.707-2.51562l98.72834-49.39063c14.62888-7.29687,26.50776-26.5,26.50776-42.85937V312.79688c72.59753-46.3125,128.03493-108.40626,128.03493-211.09376C512.07526,76.5,512.07526,51.29688,505.12019,19.09375ZM384.04033,168A40,40,0,1,1,424.05,128,40.02322,40.02322,0,0,1,384.04033,168Z\"><\/path><\/svg><\/div>\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-478b53a3 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"478b53a3\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-66 elementor-top-column elementor-element elementor-element-27c0adaf\" data-id=\"27c0adaf\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-73cb8b93 elementor-widget elementor-widget-text-editor\" data-id=\"73cb8b93\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p><em>&#8220;Uma experi\u00eancia de aprendizagem fant\u00e1stica&#8221;<\/em><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-fac448 elementor-widget elementor-widget-text-editor\" data-id=\"fac448\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"background-color: var( --e-global-color-5cf93f13 );\">Amanda &#8211; Gestor de contas<\/span><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-top-column elementor-element elementor-element-d20526c\" data-id=\"d20526c\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-562fb579 elementor-align-right elementor-widget__width-initial elementor-widget elementor-widget-button\" data-id=\"562fb579\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/www.klozers.com\/pt-br\/cursos-de-formacao-em-vendas\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Confira nossos cursos de treinamento em vendas aqui<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-973371c elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"973371c\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-3b45e90\" data-id=\"3b45e90\" data-element_type=\"column\" data-e-type=\"column\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-39dae5b elementor-widget-divider--view-line_icon elementor-view-default elementor-widget-divider--element-align-center elementor-widget elementor-widget-global elementor-global-23936 elementor-widget-divider\" data-id=\"39dae5b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon elementor-divider__element\">\n\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-rocket\" viewBox=\"0 0 512 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M505.12019,19.09375c-1.18945-5.53125-6.65819-11-12.207-12.1875C460.716,0,435.507,0,410.40747,0,307.17523,0,245.26909,55.20312,199.05238,128H94.83772c-16.34763.01562-35.55658,11.875-42.88664,26.48438L2.51562,253.29688A28.4,28.4,0,0,0,0,264a24.00867,24.00867,0,0,0,24.00582,24H127.81618l-22.47457,22.46875c-11.36521,11.36133-12.99607,32.25781,0,45.25L156.24582,406.625c11.15623,11.1875,32.15619,13.15625,45.27726,0l22.47457-22.46875V488a24.00867,24.00867,0,0,0,24.00581,24,28.55934,28.55934,0,0,0,10.707-2.51562l98.72834-49.39063c14.62888-7.29687,26.50776-26.5,26.50776-42.85937V312.79688c72.59753-46.3125,128.03493-108.40626,128.03493-211.09376C512.07526,76.5,512.07526,51.29688,505.12019,19.09375ZM384.04033,168A40,40,0,1,1,424.05,128,40.02322,40.02322,0,0,1,384.04033,168Z\"><\/path><\/svg><\/div>\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Efic\u00e1cia das vendas &#8211; Principais perguntas do Google Como voc\u00ea mede a efic\u00e1cia das vendas? Aqui est\u00e1 a resposta curta: A forma como voc\u00ea mede a efic\u00e1cia das vendas depender\u00e1 das metas e dos objetivos da sua empresa. Aqui est\u00e3o cinco medidas ou KPIs (indicadores-chave de desempenho) de vendas para voc\u00ea come\u00e7ar: Crescimento da receita. &#8230; <a title=\"Como melhorar a efic\u00e1cia das vendas\" class=\"read-more\" href=\"https:\/\/www.klozers.com\/pt-br\/como-melhorar-a-eficacia-das-vendas\/\" aria-label=\"More on Como melhorar a efic\u00e1cia das vendas\">Leia mais<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[164],"tags":[],"class_list":["post-42469","post","type-post","status-publish","format-standard","hentry","category-nao-categorizado"],"acf":[],"_links":{"self":[{"href":"https:\/\/www.klozers.com\/pt-br\/wp-json\/wp\/v2\/posts\/42469","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.klozers.com\/pt-br\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.klozers.com\/pt-br\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.klozers.com\/pt-br\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.klozers.com\/pt-br\/wp-json\/wp\/v2\/comments?post=42469"}],"version-history":[{"count":0,"href":"https:\/\/www.klozers.com\/pt-br\/wp-json\/wp\/v2\/posts\/42469\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.klozers.com\/pt-br\/wp-json\/wp\/v2\/media?parent=42469"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.klozers.com\/pt-br\/wp-json\/wp\/v2\/categories?post=42469"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.klozers.com\/pt-br\/wp-json\/wp\/v2\/tags?post=42469"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}