Sales Efficiency
We usually address business challenges, including commercial and sales efficiency, in a structured way, focusing on actions related to processes, technological tools, KPIs, incentives, commission models, and management dynamics.
However, in large sales, whether services or equipment, the human factor always has a significant impact.
Throughout the stages leading to deal closure, it is essential that the team understands the situation, qualifies problems and needs, defines the impacts, and involves the customer in the need for a solution.
This journey involves training, personal profile and characteristics, and attitude.
Knowing how to ask the right questions and listen with focus on identifying and qualifying problems and needs is not an art. It is process, discipline, metrics, and preparation.
Carrying out countless meetings and contacts without preparation or clearly defined objectives may even reduce the chances of closing a deal. In other words, simply creating a visit plan is an incomplete and imperfect tactic.
At the end of interactions with customers, it is always important to measure results, whether there was real progress or merely an additional contact.
In a context of limited time and availability, it is crucial for sales teams to remain focused on objectives and results.
When processes, tools, training, KPIs, and incentives are properly aligned, the human factor stands out.
There must be no room for ego, insecurity, or personal attachment to leads. Teams must work collaboratively, seeking complementary skills to drive progress.
Progress is significantly greater when we address real and perceived customer needs, which must be properly identified and qualified.
Simply repeating product features or service lists does not deliver results.
BFG supports the structuring and optimization of all stages of the sales cycle, including methodologies, tools, indicators, processes, governance, and the human factor.
Get in touch and improve your sales efficiency.
Frederico Barbosa
Co-founder / Sr. Partner at BFG Consult Engineer graduated from UFMG, with an MBA from INSEAD (France). Extensive experience in management consulting, with a strong track record across multiple industries and geographies. I help companies overcome challenges and achieve tangible results by driving revenue growth, improving commercial and financial performance, enabling expansion into new markets and offerings, and enhancing customer satisfaction.