You're developing a sales plan in Laboratory Management. What's the key to making it successful?

Conocer el mercado es parte del camino para un buen plan de ventas, ayuda al diagnóstico del situacional y armar una buena estrategia comercial.

Understand market trends in the laboratory management sector, including the challenges facing laboratories, current regulations and technological developments.

Understanding your market is paramount. Research size, growth, trends, and needs. Identify segments and niches you excel in. Analyze competitors to differentiate. Define your value proposition, unique selling point, and competitive advantage.

Algumas dicas para come?ar um plano de vendas é entender profundamente o seu cliente e as solu??es que seu produto oferece para esse segmento. Com as solu??es e clientes mapeados inicie as a??es estratégicas para atingir e converter suas a??es em vendas. Importante refor?ar a necessidade de ter um acompanhamento contínuo nas métricas de performance

The main key to start is to understand your base stand: 1. Evaluation of existing base related to critical factors as starting point. Laboratory management is related to supervision of scientists and technologists, which include chemists, physicists, biologists, and software experts to support a modern laboratory's operations. Normally activities of such lab are directed in two main streams. The research and development stream, and the second stream to coordinate production, quality control, analysis, and testing, verification. Then, other important circumstance is a clear definition if Laboratory is located in industry or in academical institution, or service-based company. To follow:

Definir a meta é um ponto crucial no business, importante analisar o tamanho do mercado e a porcentagem de penetra??o. Outro ponto é analisar o tamanho do time e investimentos para alcan?ar o objetivo. Para definir o tamanho do time é importante ter metas de produtividade por headcount muito bem definidas e de fácil acompanhamento.

Setting goals helps you to stay focused on the task at hand and make decisions that align with your objectives. It also helps you track progress.

Setting clear, SMART goals is crucial. Define what you want to achieve, how to measure success, and when to reach milestones. Goals should be specific, measurable, achievable, relevant, and time-bound. Ensure alignment with business strategy and mission.

Conoce a tu cliente. El conocimiento profundo del cliente, permite conocer de antemano el tipo de Presentación de Ventas que vas a elaborar, considerando áreas relevantes, intereses, condiciones, oportunidades, necesidades del clientes.

Having an idea of the market size and target population allows us to formulate our goals and objectives. So if our objectives are smart our sales plan will be profitable. Indeed, we must identify our strengths and weaknesses and compare them to those of our competitors in the work area.

Com o público alvo definido, é necessário analisar quais conteúdos esse público consome para depois criar um plano de a??o que engloba múltiplos canais tanto no inbound quanto no outbound. Os principais canais no inbound s?o: Blog, Mídias Sociais, E-mail marketing, landing pages, parceria com influenciadores e podcasts. Já no Outbound os principais s?o: Liga??es "frias", Eventos, Publicidade em displays, email marketing.

A clear strategy in place, allows good decision making, efficient resource allocation, and overall effectiveness in pursuing objectives.

Selecting effective strategies is key. Determine how to reach target customers, which channels and tools to utilize, and what messages and offers to convey. Consider budget, resources, and timeline. Prioritize activities based on market research, value proposition, and goals. For instance, leverage email marketing, social media, webinars, or referrals for lead generation, and utilize demos, proposals, or free trials for conversion.

Teamwork makes the sales dream work. Clearly define roles and responsibilities, ensuring everyone understands their goals and how they contribute. Equip your team with the training, tools, and resources they need to excel. Foster a culture of learning and collaboration through regular feedback and coaching. Track performance metrics to identify areas for improvement and celebrate successes together. By building a strong foundation and fostering a collaborative environment, you'll empower your team to consistently achieve peak sales results.

Assigning roles and responsibilities is crucial. Clearly define tasks, expectations, and accountabilities within the sales team. Provide necessary training, tools, and support. Establish a feedback and review system to monitor, evaluate, and improve performance and processes.

Importante é a estrutura??o ou reestrutura??o do time comercial. Definir o modelo ideal com combina??es de estratégias. Atualmente o modelo de inside sales vem ganhando muita relevancia nesse periodo pós pandêmico. Ter um CRM robusto, estruturar o processo e acompanhar os kpis de sucesso é crucial para que as metas sejam atingidas

Seguir o plano e ter flexibilidade para adapta??es é um ponto que precisa ser realizado. Além das metas, os kpis de produtividade e pace diário precisa ser acompanhado. Estruturar um modelo de matinais e vespertinas para alinhamento do time com os objetivos da empresa

Execution is paramount. Follow the plan, track progress, and measure results. Be flexible, adapt based on feedback and data. Celebrate achievements, reward the team, and learn from failures. Effective execution drives goal achievement and business growth.

Regularly reviewing and updating the sales plan is essential. Ensure relevance, realism, and effectiveness. Reflect current market, customer needs, and business goals. Identify strengths, weaknesses, opportunities, and threats. Continuously improve sales performance and processes. Regular review optimizes resources and maximizes results.

To follow:3 The research and development start from point of view of having accumulated industrial background related to reliability, stability, mounting, concepts for jigs, fabrication technologies, mass production, coatings, factory production aspects, understanding how this new product will be produced, mass production aspects, control and software capabilities. Also, there are 3 grades: industrial, military, aerospace.

#'1 Laboratories are equipped in relation to applications or services, specific industry or academical research. There is a big difference between research and development in industry type laboratories and academical institutions. Research and development-based laboratories in academical institutions operate based on ‘’free fall’’ incubator conditions giving free space for creativity having undefined time frame. All work is set-up around theoretical idea, which has nothing to do with implementation in reality, foreseeing market demand, understanding market trends in various applications. All research is detached from knowledge related to modern production technologies and competitive progress. That is the reason why 99% of start-up’s fail.

Many people think marketing is not important for laboratories, yet it plays a crucial role in enhancing visibility, attracting funding, partnerships, and talent. By effectively showcasing the laboratory's capabilities, innovations, and achievements, marketing efforts can significantly improve the lab's reputation and credibility. This not only helps secure new projects and expand research impact but also communicates the lab's findings to a broader audience, fostering public engagement and support for scientific endeavors.

In order to create a successful sales plan for a laboratory management company, there are a few key things to keep in mind. First, it's important to have a clear understanding of the company's products and services, and how they can benefit the customer. It's also important to know the target market and what motivates them to purchase products and services. Additionally, the sales plan should be specific, measurable, achievable, realistic, and time-bound (SMART). Finally, the plan should be regularly reviewed and updated to ensure it remains relevant and effective.