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Lições para transformar desafios em sucesso

Lendo um artigo do Computerworld, encontrei essas “Lições para transformar desafios em sucesso” que se enquadram muito bem dentro do trabalho de uma equipe de vendas.“Apesar de as pessoas terem a sensação de que conseguem executar várias tarefas ao mesmo tempo com a mesma eficácia, na prática isso não funciona.

A cada 50 profissionais, apenas um tem condições de efetivamente focar em várias atividades ao mesmo tempo. O restante altera a atenção, o que compromete eficiência e produtividade.”

Ai eu me lembrei da função que me impunha como gestor de vendas, a de ser um agente facilitador, mantendo minha equipe concentrada no seu trabalho, evitando que tivessem que executar tarefas que tirariam seu foco, ou simplificando essa tarefas enfadonhas.

Já comprovei que manter o vendedor focado na sua rotina diária sem constantes alterações levam um a aumento da produtividade com reflexo direto nos seus resultados e nos meus.

É muito comum ver profissionais parando suas atividades porque abriram uma nova oportunidade de venda desviando sua atenção para processos internos, aí todos perdem, a quebra da produtividade irá impactar no resultado de todos, do vendedor, do gestor e da empresa.

Empresas de sucesso já se deram conta disto, o resultado vem quando o vendedor está focado nas suas atividades de abertura, condução e fechamento das oportunidades de vendas.

O texto abaixo não é específico à área de vendas, mas reflete bem o erro que cometemos como gestores quando buscamos transformar nossos colaboradores em “funcionários multitarefa”.

Lições para transformar desafios em sucesso, COMPUTERWORLD”

1) Ter equipe esperando trabalho é melhor do que ter trabalho esperando, evitar a todo o custo que etapas do projeto sejam adiadas porque o pessoal não estará disponível para trabalhar na próxima tarefa. Sem trocadilhos, tal atraso desencadeia reação em cadeia nas tarefas seguintes. O caos se instala e cada início tardio faz com que as linhas de tempo de toda a cadeia dependente de tarefas passe a ser imprevisível.

2) Multitarefa é mais prejudicial do que imaginamos: as empresas que não compreendem a importância da lição número 1, inevitavelmente tentam maximizar o uso de pessoal. Parece fazer sentido. Afinal, qualquer hora paga a um empregado para não fazer nada soa como desperdício. O problema é que a maioria das tentativas de maximizar a utilização pessoal faz mais mal do que bem.

Apesar de as pessoas terem a sensação de que consegue executar várias tarefas ao mesmo tempo com a mesma eficácia, na prática isso não funciona. A cada 50 profissionais, apenas um tem condições de efetivamente focar em várias atividades ao mesmo tempo. O restante altera a atenção, o que compromete eficiência e produtividade.

Manter os funcionários ocupados significa insistir na multitarefa. O que a palavra realmente significa é ter de mudar de uma tarefa para outra, muitas vezes de forma imprevisível. Pergunte a qualquer pessoa cujo trabalho requer esforço concentrado que impacto isso tem. A resposta será uma só: ruim. Cada opção significa voltar à atenção para a tarefa e tempo para se reorientar. Esse processo não é nem fácil nem instantâneo.

Transportando para vendas, a lição é clara: permitir que os funcionários fiquem focados nas suas atividades sem retirar a atenção e ter uma infraestrutura para apoiá-los, reduz em muito a possibilidade de perda de oportunidades de vendas, desta forma eles serão muito mais eficazes e produtivos.

Minha sugestão é estudar os processos internos de vendas e entender onde eles podem estar impactando na performance individual, evitar reuniões longas e desnecessárias, ter previsibilidade na agenda que não seja em clientes, eliminar inúmeros conference calls em horários que impactam na rotina, coisa norma em multinacionais com fuso horário, vendedor com foco no cliente.

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