Given Commercial

Why Commercial Outsourcing is the best option to boost your business?

Elena — Fri, 25 Mar 2022 16:29:31 +0000

Our best partner to create demand.

Sales force is all the employees who work to increase the interest on an offer. They are in charge of selling a product or a service.

Reaching the goals can be easier with a good sales force organization, to have one let see some basic questions.

– Define the strategy and goals

– Tools and info guaranteed for all the employees

– Define actions and categorize objectives.

One of the most basic tools is the action of a CRM in a sales team. Excel documents are not enough precise to show the task of the salesmen or completed goals.

The participation and relationship between workers can be organized by different methods, let´s see some ways to do it.

1. Isolated sales force organization.

Based in the traditional “sale or die”. This poor structure has the following elements to organize the sales agreement.

o Sales acquisition

o Range of promotion products.

o Sales commissions

o An office

With this type of organization, the salesman is the only one who creates leads, quantify them, and finish the agreements.

This kind of organization don´t have a frame of reference, as a consequence, the relationship between employees use to be tense and aggressive.

Advantages:

§ Lower supervision by the CEOs

§ Is useful in short sales process when the agreement can be made in one or two conversations.

Disadvantages:

§ Aggressive environment between partners.

§ Lower brand control owing to the marketing style.

§ Every worker must do several activities, that makes harder the tracking for best efficiency.

2. As a assembly line sales force organization.

This kind of organization promote the specialization of the employees. With this structure they can improve in their fields increasing the efficiency.

The inner and external sales force can be divided in 4 groups:

o Leads team: The aim is to catch potential clients and make the data registration

o Sales development team: The try to arrange the terms and satisfy the clients. Their main duty is taking the correct decisions.

o Sales executive: They close contracts and deals with clients showing them presentations or information about the product or service.

o Client success team: The ones who maintain the clients satisfied with the service to extend their life on the company.

The assembly line structure helps to maintain the staff specialized in their fields making each team in charge of one step of the sales process.

Advantages in an assembly line of sales force organization:

· The negotiations are more predictable.

· It is easier to solve problems because they are divided in small groups.

· Employees improve their training because their duties are focus in one principal goal.

Disadvantages in an assembly line of sales force organization:

· Clients use to compete each other.

· Common goals tend to be forgotten due to the divided staff.

3. Capsule sales force organization.

Several groups made with employees who have particular roles focused on the client.

As an example let´s see how will work a group with 6 members.

· 3 employees works on sales development.

· 2 sales executives.

· 1 success client manager.

The roles are the same as in the line sales way but the capsules can compete each other not between members. Works as a flexible and modular structure and each member will have a wider vision of the company.

Advantages in capsule sales force organization:

· The members of the groups are really connected, they feel really involve in the process of contract negotiations.

· Communication between capsules is essential, improves the empathy and support each other.

· More flexible and agile.

Disadvantages in capsule sales force organization:

· Less oportunities to grow.

· The specialization of the professionals is smaller than in an assembly line.

This kind of organization is more specific than the others, is perfect to small business or startups who wants to optimize their resources.

Two main goals of this structures to have in mind to choose one of these three ways to manage the sales force are:

· Maximize results

· The special specialization in lower.

Define strategies will help is to create a sustainable system and a great and profitable long term growth.

Why Commercial Outsourcing is the best option to boost your business?

Elena — Tue, 08 Feb 2022 17:25:13 +0000

What does commercial outsourcing mean?

Commercial outsourcing is to delegate the point of sales management to a specialized company.They provide a professional team trained to manage commercial issues with a wide experience in this area. Capable of rise the sales and promote the product. These questions are sometimes hard to manage if you have no experience in this field.

The main goal of the outsourcing is not only increase the sales, but also manage commercial relationships, reach the KPI’s and make several reports about the perfect strategy for the client

Main advantages with the outsourcing

01 Risk decreasing

When the commercial management is made by an outsourcing company, there is a wonderfull relief avoiding to make decisions that can be risky for the business, Using an outsourcing they will be the ones in charge to decide which is the best option.

02 Better quality and efficiency

An specialized company will increase the quality and the efficiency of services. They have been trained and have the resources to design the perfect commercial strategy to obtain the setted goals.

03 Competitive Advantage

This kind of competition will increase due to the outsourcing management. The employee will manage the selling points to show the product in the best way and therefore, the competence will take advance over other brands.

04 Resource Optimization

With the outsourcing, a part of the task is made by professionals who are focus to management the commercial relationships with the selling points. This deal will give the opportunity to the company to focus on the main activity of the business saving resources and time.

05 Cost reduction

Using an outsourcing company specialized in commercial management, there are several costs that can be avoided such as employee or infrastructures. With the outsourcing services those resources are not necessary and there is a cost reduction.

06 Flexibility

All outsourcing companies will offer their best flexibility with the purpose to guarantee the satisfaction of their costumers. They will design a marketing strategy made for its liking.

These are the main advantages of the outsourcing. All of them must be always with a payback of the investment

The perfect visit of a Commercial Manager in a selling point.

Elena — Thu, 03 Feb 2022 10:27:47 +0000

The perfect visit of a Commercial Manager in a selling point.

The outsourcing of promotions and actions in a store makes sure the perfect plan and organization for take actions to promote the brand or particular products such as posters or discounts. The outsourcing not only will increase the sales but also will maintain the data of the mall update it and under control.

In this writing, Given Commercial Outsourcing will let you know which the most important factors are to make the perfect visit by the commercial manager in order in increase the sales.

MOST IMPORTANT FACTORS TO MAKE THE PERFECT COMMERCIAL MANAGER VISIT IN A SELLING POINT.

Get additional spaces and second locations.To increase the locations and several facing on the linear it is important to deal with the store manager or staff and get more visibility with the purpose to increase the sales.
Specific locations for the merchandising. Not only the location of products is important, but the merchandising from the promotions should also be in strategic places in the store to promote the sales and the visibility.
Linear distribution:The properly distribution of the product in the linear is essential to let the costumer know where is what they need from the store in an easy way.
Out of stock:The commercial manager must avoid having out of stock, every product should be on the linear. Otherwise, they should force an order of the product missed.To control these problems is important to visit the store from time to time and analyze the information to maintain the store updated.
Achieve promotional deals:The commitment deals must be perfectly done according to the planograms and with the store manager.
Data collection:Commercial manager will take some information along the visit. Facts such as prices, facings or promotions. Not only from the brand but also from the competence.
Weekly report and photography:These reports will help to design several marketing strategies to improving the sales.Given Commercial Outsourcing, the sales points are a priority for the brand to obtain the best results bearing in mind the management reports and analysis.

For more information do not hesitate to get in touch.

Trends on 2022 to obtain the best results in a point of sale

oscar — Mon, 24 Jan 2022 09:15:45 +0000

In this article we will analyze three important trends on 2022. Thanks to this information you´ll overtake your opponents and move along your customers requirements.

Consumer Profile.

According to Food Retail, the pandemic has brought two new profiles of costumers. The one called “low cost” whose main characteristics are to have a small shopping basket and usually checks the prices and promotions of the products. On the other hand there is a “no cost” costumer who buys a great amount of products looking for premium quality products with confidence and security.

In spite of their differences, these two profiles have a point in common, both of them wants a personalize shopping experience.

With the purpose to make a proper sales management in a point of sale, we must known which type of costumer is and what are their needs from the shop. These two factors are crucial to design our marketing strategy.

For a “low cost” costumer, we have to be focus on promote discounts, nevertheless with a “no cost” costumer the focus must be in a great shopping experience and the fidelity of the client.

Make the reaction time shorter.

During the 2020 and 2021, supermarkets have lived one of their hardest moments of their history. According to the newspaper “El Español” in the sanitary crisis there was several stock breakages in basic products as: toilet paper, yoghurt, cookies or eggs.

The stock breakage is the biggest nightmare for a sales manager. On a report of Harvard,31% of the costumers who don´t find the product, decides to change of supermarket. This means an opportunity lost for sale and a costumer lost for the market.

Next years will be determinant for some sales managers, because the markets will evaluate the workers and say if is able to offer a good management during the emergencies situations or difficult moments.

Technology will be an essential tool to control the situation in real time and the brand should provide their team with devices to make an appropriate analysis.

The outsourcing in marketing business

Flexibility is one of the most important factors at the moment therefore entrust in a professional team who make the marketing plan for the markets would be a good option. With this team you can adjust your goals on the variations of the markets fluctuation.

Given action protocol

oscar — Wed, 19 Jan 2022 09:08:05 +0000

In compliance with the commercial outsourcing regulations, Given has an Action Protocol:

This protocol follows the rules of Spanish Royal Legislative Decree 1/1995, of March 24, which approves the revised text of the Workers’ Statute Law, in order to avoid occupational risks such as the illegal assignment of workers.

Compliance with the rules reflected here does not imply a loss of control or monitoring by the Client. It simply avoids a direct relationship between the own team and the external one.

The Client’s team will always be able to supervise the quality of the service, carry out follow-ups, propose changes, give instructions, optimize resources and have daily control of the activities of the external team.

To carry out any action related to the following points, the Client must process it through the Given Coordinator or Account Manager. These will be in charge of giving instructions to the GPV team.

THE CUSTOMER MUST REFRAIN (DIRECTLY) FROM:

Give direct orders to the POS managers team. The client must inform the coordinator or assigned account manager, and these will be the ones who transmit the pertinent orders to the team
Give orders of a contractual nature. Contractual nature is understood as those such as modification of working hours, economic conditions, etc.
Promise contractual improvements, salaries, prizes, gifts or the like
Alter routes or functions
Execute sanctions or dismissals. You must inform the Given team, and they will be in charge of notifying and justifying
Give work tools to the external team for the development of their functions. You must inform Given in advance, and it will be done through an assignment document.
Substitute any member of the external team without prior approval by the Given team.
Hold follow-up, informational or training meetings without the presence of the Project Coordinator.
Send communications to the external team without the Coordinator being aware of it

Advantages of outsourcing the sales network

desarrollo — Wed, 19 May 2021 09:29:05 +0000

Less economic costs for the company in relation to the global hiring process (not necessarily payroll).

Transfer of fixed costs to variable costs, since we avoid all the fixed costs involved in hiring staff.

Saving time in the search and selection of HR.

You can have more commercials force offering your products or services.

It’s possible to redefine strategic functions of the commercial team, such as: frequency of visits, coverage of territories, the possibility of creating new markets, customer selections, etc.

Varied experience in different sectors and products and enriching skills aspects for the new team.

Self-motivation and self-leadership, also taking into account whether there are future ways and opportunities to be part of the contracting company network.

Qualified staff and specific profile: staff must be carefully selected for the project in question, having previously identified the necessary skills, knowledge and skills.

Wide and varied network of contacts that provides wealth in new customer profiles.

It provides its own commercial network with teamwork with new members.

Opportunity to make changes in direct delegations to people and / or geographical changes.

Outsourcing advantages

desarrollo — Wed, 19 May 2021 09:26:26 +0000

These are 8 advantages of sales force outsourcing

1.- Deadlines are reduced and controlled, the company gains time

Before starting the process, the deadlines will be established taking into account the customer needs. These times will always be respected by the outsourcing services company, which will serve as a guarantee to control and reduce campaign preparation times. While the company’s resources are arranged by schedule, outsourcing is managed by objectives and achievements.

2.- Faster and higher quality services.

The managers will be experts in business skills. The negotiations will therefore be of high quality and the waiting time for the product to reach the market will be visibly reduced.

3.- Higher efficiency.

The external company will have an expert human team who will only have to be trained in specific knowledge about its product or service. You will do the job applying your best techniques and knowledge in order to increase sales and / or create new sales channels. Thanks to this, efficiency and productivity will be increased, thus helping to improve the benefits of the brand.

4.- Release internal staff for other purposes.

Professional experts with extensive experience in the industry will be in charge of conceiving the campaign and the commercial strategy and carrying out its development. In this way, the hiring company can focus on performing its key competencies (developing new products, making innovations, etc.), increasing profitability.

5.- Savings in infrastructure and technology.

Companies will not need to invest in infrastructure since the outsourcing company will be responsible for business processes and developing the necessary infrastructure.

6.- Access to expert resources.

The hiring companies will not see the need to continue investing in the recruitment and training of human resources for their business. The contracted company will have specialized and highly qualified human resources that will make the quality of the service notably advanced.

7.- Trust.

A relationship of trust and mutual loyalty will be established between the company and its external supplier. Among them, a firm commitment will be created to ensure that the business achieves the goals pursued and can stand out and become a benchmark for other companies in the same sector.

8.- Costs are reduced.

It’s, without a doubt, one of the most obvious and visible advantages obtained by outsourcing business needs.

How to improve the visibility of your brand at the point of sale (POS)

desarrollo — Wed, 19 May 2021 09:21:58 +0000

Every day, consumers come to the POS shelf in search of a type of product, and at that very moment they must decide between your product or that of the competition.

But, what makes the consumer choose your brand or another one? The price, the information about your brand and the prestige play a fundamental role.

It’s useless to have a product of the best quality if the consumer doesn’t find it on the shelf, taking into account that 70% of purchase decisions are made at the point of sale.

The competition is increasing every day, and if you don’t fight daily for the best locations at the POS, your competition will eventually exclude you from the shelf.

Therefore, to achieve effective POS management, we must take into account the following rules:

Frequently visit the POS and know their needs first-hand, gaining the trust of those manager for each section and optimizing the visits of our team to invest time in what really generates value: sales

Study your competition to make a difference. Small details count and it’s essential to know the movements of your competition and analyze what their value proposition is

Provide value to the head of the point of sale (retailer) in order to establish win-win alliances for the growth the business

Involve, train and motivate our human team. They are the ones who will ensure that your brand is placed in a privileged and effective place at the point of sale