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Last updated on 2024年6月20日

Here's how you can enhance your decision-making skills as an outside sales professional.

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As an outside sales professional, you're constantly faced with decisions that can make or break your success. It's not just about selling a product; it's about strategically navigating through client relationships, market changes, and your own sales process. Enhancing your decision-making skills can lead to better outcomes, higher sales, and more satisfied customers. But how exactly can you sharpen this vital skill? Let's dive into some practical steps to help you make more informed and effective decisions in the field of outside sales.

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Harshkant Wadhe

Sales Operations & Analytics Leader | Sales Excellence | Enterprise Strategy & Planning | Business Intelligence |
Mauro Santos

Lideran?a | Planejamento Marketing | Planejamento Comercial | Data Driven | Gest?o de negócios | Seguros | Professor em…

1 Gather Data

In outside sales, information is power. Before making any decision, ensure you have gathered enough data about your clients, the market, and your product. This means conducting thorough research , asking the right questions during client meetings, and staying updated on industry trends . By having a comprehensive understanding of the factors that influence your sales environment, you can make decisions that are not just guesses but are backed by solid evidence.

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Harshkant Wadhe

Sales Operations & Analytics Leader | Sales Excellence | Enterprise Strategy & Planning | Business Intelligence |
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Success of sales function depends on how better management is able to get a gasp of business position on or before time. Proactive approach to collect the data and interpretation of results along with your instincts holds the key. Irrespective of your specialisation (sales/non sales), one has to be very much aware about the business and market situation to assess the data present at your disposal to correctly interpret the position proactively and take necessary actions to achieve short/long term goals.

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Imran Majumder

Sr. Strategic Technology Management Executive
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Need to be inquisitive in collecting data without interfering with the process & the client. AI tools with help finding commonalities to drive toward fruitful solutions.

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Mauro Santos

Lideran?a | Planejamento Marketing | Planejamento Comercial | Data Driven | Gest?o de negócios | Seguros | Professor em Administra??o
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Diversifique suas fontes: Além dos dados internos da empresa, busque informa??es externas sobre o mercado, concorrentes e tendências. Utilize ferramentas analíticas: Explore softwares de análise de dados para identificar padr?es e correla??es que possam influenciar suas decis?es de vendas. Feedback direto: Solicite feedback regularmente aos clientes e colegas de equipe para obter insights valiosos sobre as necessidades e preferências do mercado.

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Wamithu Mbugua

Visual Merchandiser at Levi's? Footwear & Accessories
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Information is power once you are well informed and aware of everything surrounding the business and customers is the best way to go to fulfill customer expectations and going beyond and surprise them

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Daniel Aliosha Díaz Coria

Key Account Manager en Vixonic
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Es verdad que la información es poder y lo mejor es contactar al prospecto con la mayor información posible sobre el pero no esperemos a tener toda la información para ese primer contacto. Podríamos segmentar un lead en tres rangos y ha esos tres rangos prestarles más atención en la investigación de información. Directores y tomadores de decisión.- Debes llegar a ellos con la mayor información posible de la empresa, modelo de negocio, estado del mercado, etc. Sponsor, te presenta dentro de la empresa proyectada como una buena solución, llega a el con una buena información pero no dediques demasiado tiempo. Rango menos, puedes acercarte a ellos sin demasiada información pero ten en cuenta que el camino para la venta será mas largo.

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2 Analyze Risks

Risk analysis is a critical component of decision-making. As an outside sales professional, you should evaluate the potential risks and rewards associated with each decision. Consider the worst-case scenarios and weigh them against the possible benefits. This process helps you to anticipate challenges and plan for them proactively, reducing the likelihood of unexpected setbacks and ensuring that you're prepared for various outcomes.

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Mauro Santos

Lideran?a | Planejamento Marketing | Planejamento Comercial | Data Driven | Gest?o de negócios | Seguros | Professor em Administra??o
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Avalia??o ponderada: Classifique os riscos potenciais com base na probabilidade de ocorrência e no impacto financeiro. Mantenha um equilíbrio: Compare os riscos com os possíveis benefícios das decis?es para tomar escolhas informadas. Plano de contingência: Desenvolva planos alternativos para mitigar os riscos mais significativos identificados.

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3 Trust Instincts

While data and risk analysis are important, sometimes your instincts can guide you to the right decision. Your experiences in the field have honed your gut feelings, and it's important to listen to them, especially when data is inconclusive or time is of the essence. Trusting your instincts doesn't mean making arbitrary choices; it means using your internal compass to guide you through the decision-making process.

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Mauro Santos

Lideran?a | Planejamento Marketing | Planejamento Comercial | Data Driven | Gest?o de negócios | Seguros | Professor em Administra??o
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Confie em sua experiência: Use seu histórico de vendas e conhecimento do mercado para desenvolver um bom instinto comercial. Busque valida??o: Compartilhe suas decis?es com colegas mais experientes para obter perspectivas adicionais. Feedback pós-decis?o: Analise regularmente suas decis?es anteriores para aprender com os acertos e erros.

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4 Set Goals

Clear goals are essential for effective decision-making in outside sales. Knowing your endgame helps you make choices that align with your objectives. Set specific, measurable, achievable, relevant, and time-bound (SMART) goals for your sales targets and client interactions. When faced with a decision, ask yourself if the potential action will move you closer to or further from these goals.

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Mauro Santos

Lideran?a | Planejamento Marketing | Planejamento Comercial | Data Driven | Gest?o de negócios | Seguros | Professor em Administra??o
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SMART Goals: Defina metas específicas, mensuráveis, alcan?áveis, relevantes e com prazo determinado para orientar suas decis?es de vendas. Priorize metas de curto e longo prazo: Equilibre objetivos de fechamento imediato de vendas com metas de desenvolvimento de relacionamento a longo prazo. Revis?o regular: Revise suas metas periodicamente e ajuste-as conforme necessário com base no desempenho e nas condi??es do mercado.

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5 Consult Team

No salesperson is an island. Consulting with your team can provide new perspectives and insights that enhance your decision-making. Whether it's seeking advice from a manager or brainstorming with colleagues, collaboration can help you see angles you might have missed on your own. Remember, leveraging the collective experience of your team can lead to more robust and well-rounded decisions.

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Mauro Santos

Lideran?a | Planejamento Marketing | Planejamento Comercial | Data Driven | Gest?o de negócios | Seguros | Professor em Administra??o
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Brainstorming: Realize sess?es regulares de brainstorming com colegas de equipe para explorar novas ideias e abordagens de vendas. Diversidade de opini?es: Busque perspectivas de diferentes departamentos (como marketing, atendimento ao cliente) para obter uma vis?o holística das decis?es de vendas. Feedback contínuo: Mantenha uma comunica??o aberta e receba feedback regularmente para melhorar suas decis?es.

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6 Reflect Regularly

Reflection is a powerful tool for improving decision-making skills. After each significant decision, take time to reflect on what went well, what didn't, and why. This practice helps you learn from your experiences and apply those lessons to future decisions. By regularly assessing your decision-making process , you can identify patterns, refine your approach, and become a more strategic outside sales professional .

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Mauro Santos

Lideran?a | Planejamento Marketing | Planejamento Comercial | Data Driven | Gest?o de negócios | Seguros | Professor em Administra??o
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Análise pós-decis?o: Após fechar um negócio (ou perder uma venda), reserve tempo para refletir sobre os motivos e aprender com a experiência. Registro de aprendizado: Mantenha um registro das li??es aprendidas e aplique esses insights em futuras decis?es. Desenvolvimento contínuo: Invista em seu desenvolvimento profissional participando de cursos, workshops ou lendo sobre técnicas modernas de vendas.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Here's how you can enhance your decision-making skills as an outside sales professional.

1

2

3

4

5

6

7

1 Gather Data

2 Analyze Risks

3 Trust Instincts

4 Set Goals

5 Consult Team

6 Reflect Regularly

7 Here’s what else to consider

Outside Sales

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Here's how you can enhance your decision-making skills as an outside sales professional.

1

2

3

4

5

6

7

1 Gather Data

2 Analyze Risks

3 Trust Instincts

4 Set Goals

5 Consult Team

6 Reflect Regularly

7 Here’s what else to consider

Outside Sales

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感谢您的反馈

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