![\"\"](\"http:\/\/actiongroup.com.ar\/wp-content\/uploads\/2011\/02\/fuerza-de-ventas-grande.jpg\" "\\"large-sales-force\\"")
All of us who work in companies (industrial or service) know that the success of a sales transaction is largely linked to the nature of the interpersonal relationships between seller and buyer and, consequently, depends on the salesperson's personality traits. Moreover, experience teaches us that when a salesperson leaves the company, a large part of the client base leaves with them.<\/p>\n
It is in this sense that we believe it is not only valid, but fundamental, to explain a core of personality characteristics whose presence is indispensable for the professional success of the salesperson, regardless of the type and content of the sale, and also a set of interrelationships within the sales team that will achieve synergy and, consequently, the best results.<\/p>\n
It's common, then, for us to use general and specific tools in the selection process to assess a person's overall sales disposition and, at the same time, build an individual profile based on the personality traits that play a key role in sales professions.<\/p>\n
Now: what do we do when these salespeople aren't working alone? Or when the goals are for the sales team, not individual goals? (something we strongly support).<\/p>\n
That is why we think and propose the need for a comprehensive diagnosis of the sales team<\/strong>, where the analysis addresses the group as a whole and allows us to see the interactions and their results.<\/p>\n To understand each other better, we need to see:<\/p>\n \u2022 Motivators are assessed through a group activity that analyzes the reason for the behavior, the individual and organizational motivational axis: what are the individual motivators and how intense are they? What attitudes are the strongest? What are the group attitudes? What\/who dominates the commercial group?<\/p>\n \u2022 Sales behaviors relate to how you sell, what sales style you have, and analyzing individual and group strengths and weaknesses, associating behaviors with results.<\/p>\n The next step is to make sense of this in individual and group reports, highlighting strengths, weaknesses, and leverage points. Finally, we deliver a complete study with team maps and comparisons, bring the group together to present individual and group findings, and recommend action plans.<\/p>\n We can say that if we have a "sales team," we must evaluate it as such and not just individually. This way, we can verify its potential as a group, its weaknesses and strengths, and implement actions aimed at generating synergy between individual characteristics in pursuit of organizational goals.<\/p>\n Since we're just getting started in the new year, we think this is a great topic to consider.<\/p>","protected":false},"excerpt":{"rendered":" All of us who work in companies (industrial or service)\u2026 <\/p>","protected":false},"author":2,"featured_media":961,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_crdt_document":"","footnotes":""},"categories":[218],"tags":[],"class_list":["post-960","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-diagnostico-organizacional-y-plan-de-accion"],"acf":[],"yoast_head":"\n