26 de novembro de 2015 admin

Voltar a praia ou furar as ondas?

 

blog 2


Gestores comerciais, diante de suas equipes, estão acostumados a agir como um piloto de um avião que, ao entrar em uma turbulência pede aos passageiros que apertem os cintos até que esta cesse e tudo volte ao normal.

Inegavelmente estamos enfrentando uma adversidade econômica talvez jamais experimentada por alguns profissionais que atuam na gestão comercial de organizações, sejam elas industriais, comerciais ou prestadores de serviços. E, neste momento, o que estamos experimentando vai muito além de uma simples turbulência de mercado. Estamos diante de um cenário, no qual os indicadores comerciais caíram e precisam ser recuperados para que a empresa possa respirar resultados. Para este momento, não há outra alternativa que modifique a performance de uma organização, senão o incremento em vendas. E nós, gestores comerciais, temos a responsabilidade de dar a ordem e a direção para este avanço. É como um comandante de um navio. Enquanto ele não ordenar: “precisamos virar 0,3 graus à esquerda”, o navio não realiza tal manobra.

Assim, todo executivo, que tem a responsabilidade sobre uma equipe comercial, precisa tomar uma decisão:

É como ter conseguido entrar mar adentro e neste momento as ondas começam a bater muito fortes. Ou deixo as ondas me levarem novamente à praia e recomeço, ou furo as ondas e sigo em frente.

Não deixe sua equipe comercial se contaminar com o momento atual. Faça um pacto com todos seus liderados! Furem as ondas!

Augusto Reis Junior é Consultor/Diretor da Ágile Consultoria
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