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Trabalhar com metas de venda: 6 passos fundamentais para seguir!

Você está pensando em trabalhar com metas de venda, mas ainda está com dúvidas sobre como defini-las? Ou, então, está tendo problemas em alcançar as metas estabelecidas? Apesar de já sabemos que elas são essenciais para o crescimento de uma empresa, defini-las pode ser um desafio.

Por isso, neste post você vai descobrir quais são os erros mais comuns na hora de estabelecer as metas e aprender os passos fundamentais para definir metas de sucesso para a sua empresa. Confira!

Qual a importância da definição de metas?

O crescimento de uma empresa está ligada à sua capacidade de vendas. Por isso, muitas empresas vêm adotando diferentes estratégias para melhorar os seus resultados. Uma delas é o estabelecimento de metas para a equipe.

Mas como as metas são essenciais para que um negócio seja bem-sucedido? Elas funcionam como um norte das ações dos colaboradores, uma vez que, ao saberem para onde devem ir, serão capazes de definir os recursos necessários para transformar sua missão em sucesso.

Também servem para corrigir a rota quando a equipe começa a se distanciar dos objetivos organizacionais. Assim, tão importante quanto definir uma meta, é necessário estabelecer objetivos.

Mas engana-se quem pensa que as metas de venda são apenas para a equipe comercial. Ela também afeta os demais setores da empresa, como o de marketing. Desse modo, ao trabalhar com essa estratégia, é importante desenvolver um programa para que todos os membros entendam seu papel nos resultados.

Quais erros podem acontecer na definição de metas?

Na hora de definir metas, alguns erros podem ser cometidos. Exemplos disso são as metas pouco desafiadoras ou, por outro lado, exageradamente inalcançáveis. Mas quais problemas essas situações podem gerar em sua empresa?

As metas pouco desafiadoras não servem de referência, já que os colaboradores não se esforçam tanto para alcançá-las. Quando alcançam, tendem a se acomodar e passam a fazer menos do que são capazes.

Com elas, também corre-se o risco de perder grandes talentos que gostam de ser desafiados no ambiente de trabalho. Além disso, pode ocorrer de a empresa perder oportunidades de mais vendas para a concorrência.

Por outro lado, as metas exageradamente desafiadoras podem desgastar o time e desmotivá-lo. Afinal, elas deixam de ser uma referência ao longo do processo por parecer algo impossível de ser atingida. Mas como definir metas de vendas corretamente? Veja a seguir!

Como definir as metas de vendas em sua empresa?

1. Analise os índices econômicos de confiança

Antes de definir as metas, você precisa entender e conhecer alguns indicadores importantes: o índice de crescimento do mercado que você atua, os hábitos de consumo dos consumidores e a situação econômica do país. Eles servem de termômetro para descobrir os períodos de quedas e picos de vendas.

2. Cheque seu histórico de vendas

Alie o histórico de vendas de sua empresa com o item anterior. Assim, você evita metas fora da realidade e que não condizem com o consumo do mercado. Para tanto, escolha os KPIs mais importantes a ser analisados, como taxa de conversão de leads, ticket médio e desempenho da equipe.

3. Mensure a capacidade da empresa

Se você deseja aumentar as suas vendas, precisa saber se a sua empresa está preparada para atender uma demanda mais alta. Por exemplo,há mão de obra suficiente, tecnologias atualizadas e capacidade de entrega dentro do prazo? Uma má gestão desses fatores pode fazer com que seu negócio caia em descrédito.

4. Utilize o método SMART

Essa ferramenta auxilia na hora da definição de metas inteligentes. Com base nas informações passadas, você verifica se os números a serem atingidos são específicos, mensuráveis, atingíveis, relevantes para os objetivos e se tem prazos determinados. Por exemplo, poderia ser aumentar a participação no mercado em 10% a cada cinco meses.

5. Defina indicadores de desempenho

Você precisa ter o controle sobre os resultados durante a execução do projeto até a sua conclusão. Assim você será capaz de saber se as estratégias utilizadas estão sendo eficientes ou não. As métricas de vendas podem ser oportunidades abertas, vendas encerradas, taxa de vitória, ciclo de vendas e tempo de resposta ao lead. Escolha as que fazem mais sentido para o seu negócio!

6. Monte um plano de ação

Escreva as metas com seus objetivos e trace as estratégias para alcançá-las. Também defina prazos e responsabilidades. Lembre também que metas podem ser inúteis se o seu time não estiver comprometido. Então, envolva-o durante a construção de um plano de ação. Não se esqueça de definir como a equipe será recompensada pelo seu desempenho.

Quais as vantagens de trabalhar com metas de venda?

Um sistema de metas de vendas podem trazer muitos benefícios para o seu negócio. Dentre eles, destacam-se:

Resultados mais palpáveis

Uma vez que a equipe já sabe onde quer chegar, ela será capaz de traçar estratégias mais eficazes para alcançar os objetivos organizacionais almejados, o que ajuda na organização da rotina e evita procrastinações.

Esse resultado é potencializado quando as metas maiores são transformadas em metas diárias e semanais. Isso porque ao analisar os resultados do dia, por exemplo, o colaborador ou o gestor poderão rever o planejamento e observar o que precisa melhorar.

Equipe mais engajada e motivada

Outro ponto importante é que as metas podem ser vistas como uma conquista individual e grupal, e não apenas da empresa. Isso se dá porque a equipe pode ser motivada quando atinge a meta por meio de incentivos, como bônus salarial, folgas, brindes e viagens.

É importante lembrar que os custos desses incentivos não devem comprometer a empresa financeiramente, afinal, descumprir as promessas também é algo que desengaja o colaborador. Outro ponto é conhecer bem o seu público interno, para oferecer recompensas que sejam desejáveis por ele.

Aumento na produtividade

As metas podem trazer um incentivo ainda maior para aumentar a produtividade da equipe, pois cada colaborador sabe que será beneficiado quando atinge os resultados esperados. Para alavancar os resultados do grupo, a empresa deve criar não só metas individuais, como também grupais.

Trabalhar com metas de venda pode parecer um desafio, mas elas são essenciais para ajudar a sua empresa crescer. Embora não exista um método específico para defini-las, com esses passos fundamentais você será capaz de estabelecer um sistema de sucesso e usufruir de seus benefícios.

Gostou das nossas dicas e quer saber mais sobre como fazer a sua empresa crescer? Então, siga-nos nas redes sociais e fique por dentro de mais novidades sobre o mundo dos negócios. Estamos no LinkedIn e no Facebook.

Conrado Adolpho

Minha missão no mundo: "Construir um mundo melhor por meio da internet". Autor do livro "Os 8Ps do Marketing Digital" e entusiasta da internet como fenômeno social.

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