{"id":13,"date":"2011-03-01T12:00:00","date_gmt":"2011-03-01T15:00:00","guid":{"rendered":"http:\/\/actiongroup.com.ar\/?p=13"},"modified":"2016-09-28T14:54:32","modified_gmt":"2016-09-28T17:54:32","slug":"evaluacion-de-la-efectividad-del-equipo-comercial","status":"publish","type":"post","link":"https:\/\/actiongroup.com.ar\/en\/evaluacion-de-la-efectividad-del-equipo-comercial\/","title":{"rendered":"Evaluating the Effectiveness of the Sales Team"},"content":{"rendered":"<p>and <a href=\"http:\/\/actiongroup.com.ar\/en\/?author=2\"><strong>Lic. Magdalena Busso<\/strong><\/a><strong> \/ e-mail: <\/strong><a href=\"mailto:magdalena@actiongroup.com.ar\"><strong>magdalena@actiongroup.com.ar<\/strong><\/a><\/p>\n<p>One of the first questions that usually comes up when we evaluate the Sales Force is more or less the following:<\/p>\n<p><em><strong>Do we or don&#039;t we have the right sales staff?<\/strong><\/em><\/p>\n<p>And perhaps contradicting the rules of courtesy, our answer is another question:<\/p>\n<p><em><strong>Suitable for what?<a href=\"http:\/\/actiongroup.com.ar\/wp-content\/uploads\/2010\/12\/equipo-comercial.jpg\"><img loading=\"lazy\" decoding=\"async\" class=\"alignright size-full wp-image-30\" title=\"sales team\" src=\"http:\/\/actiongroup.com.ar\/wp-content\/uploads\/2010\/12\/equipo-comercial.jpg\" alt=\"\" width=\"270\" height=\"260\" \/><\/a><\/strong><\/em><\/p>\n<p>This simple question contains fundamental issues to be defined at the time of the evaluation process:<\/p>\n<ul>\n<li>Roles: What are they expected to do? In most cases, this involves evaluating the individuals expected to open\/manage customer accounts.<\/li>\n<li>Abilities: Are they top-tier players?<\/li>\n<li>Potential: Can these people be developed? If so, what gap needs to be filled and what content will be needed?<\/li>\n<li>Strategies: Can you execute the strategies that will allow you to move forward?<\/li>\n<li>Are they really a \u201csales team\u201d or just a group of people with individual goals and entangled in fierce internal competition?<\/li>\n<\/ul>\n<p>To address the above and generate a work plan that delivers concrete results, we work on the Sales Team Effectiveness Assessment.<\/p>\n<p>&nbsp;<\/p>","protected":false},"excerpt":{"rendered":"<p>Do we or don&#039;t we have the right sales staff?<\/p>","protected":false},"author":3,"featured_media":30,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_crdt_document":"","footnotes":""},"categories":[169,14],"tags":[194,187,195,202,186],"class_list":["post-13","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-desarrollo-integral-del-area-de-recursos-humanos","category-novedades","tag-adecuacion-al-puesto","tag-evaluacion-de-desempeno","tag-evaluacion-de-potencial","tag-mandos-medios","tag-trabajo-en-equipo"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Evaluaci\u00f3n de la Efectividad del Equipo Comercial - Action Group, Education &amp; Consulting<\/title>\n<meta name=\"description\" content=\"\u00bfTenemos o no tenemos el personal de ventas adecuado?\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/actiongroup.com.ar\/en\/evaluacion-de-la-efectividad-del-equipo-comercial\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Evaluaci\u00f3n de la Efectividad del Equipo Comercial - Action Group, Education &amp; Consulting\" \/>\n<meta property=\"og:description\" content=\"\u00bfTenemos o no tenemos el personal de ventas adecuado?\" \/>\n<meta property=\"og:url\" content=\"https:\/\/actiongroup.com.ar\/en\/evaluacion-de-la-efectividad-del-equipo-comercial\/\" \/>\n<meta property=\"og:site_name\" content=\"Action Group, Education &amp; Consulting\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/web.facebook.com\/ActionGroup\/?ref=ts&amp;amp%3bamp%3bamp%3bfref=ts\" \/>\n<meta property=\"article:published_time\" content=\"2011-03-01T15:00:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2016-09-28T17:54:32+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/actiongroup.com.ar\/wp-content\/uploads\/2010\/12\/equipo-comercial.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"270\" \/>\n\t<meta property=\"og:image:height\" content=\"260\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Lic. 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