Post by Munnaf911 on Oct 21, 2023 22:12:36 GMT -6
The control elements of commercial management should be seen as a flow in which, at one end, we will have total control by results. At this point, salespeople are rewarded for results and are pressured and even harshly managed to achieve results. At the other extreme, it is about controlling all the behaviors of the sellers through various forms and mechanisms that allow exhaustive, meticulous.
Constant control and supervision. The business model of most companies must end up somewhere between these two extremes. However, in practice, the tensions to control behavior or results can end up moible number data unbalancing the model, reducing its effectiveness. Therefore, the first step is to decide at which point of the results/behavior control spectrum we have to situate our business model and assess.
Whether our current model is at the point that we consider optimal. At each moment, the decision may be different. If, for example, we have a complex product and an inexperienced or inexperienced sales force, we would do well to opt for models more oriented towards behavior control. On the other hand, if we have a relatively simple product and a great diversity of types of customers.
Constant control and supervision. The business model of most companies must end up somewhere between these two extremes. However, in practice, the tensions to control behavior or results can end up moible number data unbalancing the model, reducing its effectiveness. Therefore, the first step is to decide at which point of the results/behavior control spectrum we have to situate our business model and assess.
Whether our current model is at the point that we consider optimal. At each moment, the decision may be different. If, for example, we have a complex product and an inexperienced or inexperienced sales force, we would do well to opt for models more oriented towards behavior control. On the other hand, if we have a relatively simple product and a great diversity of types of customers.