Tamanho da Venda

O que é tamanho da venda, sua importância, tradeoffs e como pode ser controlado?

O indicador de controle  “tamanho da venda” é o valor médio monetário gasto na aquisição da nossa oferta. Podemos calculá-lo com base no valor do contrato geral, valor anual, valor mensal, valor semanal ou valor diário, dependendo do modelo de negócios e duração do contrato médio.


Equação do Tamanho da Venda

Benefícios do indicador tamanho da venda

O acompanhamento e análise do  tamanho da venda ajuda a desenvolver estratégias para atingir metas, de várias formas:

  • Entender o ticket médio dos pedidos de um canal de vendas.
  • Avaliar se as prospecções de venda estão gerando maior ou menor valor nos resultados de vendas.
  • Compreender se as atividades de vendas e marketing estão direcionando clientes de maior ou menor valor para a base de clientes.
  • Avaliar  se a competição está corroendo o tamanho da venda.
  • Facilitar o cálculo do volume de negócio que pode ser gerado, quantas oportunidades, quantos leads, considerando a taxa de conversão média corrente.

 

Check List para aumentar  Tamanho da Venda


Veja exemplo de boas práticas para aumentar o tamanho da venda que você pode utilizar:

  • Falar com a pessoa certa. Usar ferramentas de prospecção de oportunidades mais sofisticadas para poder “identificar as maiores minas de oportunidades”; escalar os tomadores de decisão; entender o modelo negócio e KPIs do cliente; manter e desenvolver equilíbrio emocional.
  • Planejar Perguntas de Implicação. Dentre as perguntas SPIS , as “perguntas de implicação” tem um papel de destaque para aumentar o tamanho da venda, já que exploram os efeitos de um problema na vida de uma pessoa e empresa; em contrapartida exigem mais tempo de planejamento entendimento do ambiente do cliente, seus relacionamentos, natureza de seus problemas e implicações.
  • Vender a Oferta Ampliada (cross selling).  Conhecer a relação e interdependência de  serviços, produtos, dispositivos, serviços complementares e  promoções que atendam necessidades e problemas  do potencial comprador, para permitir gerar soluções efeito sob medida. Os clientes, principalmente aqueles  que compram soluções de maior porte, admiram soluções sob medida.
  • Vender Combos. Reunir vários serviços num único pacote e com uma pequena margem de lucro adicional, para atrair o cliente migrar para um contrato único ao invés da venda de serviços isolados;
  • Trabalhar Oportunidades de Up-Sell.  Desenvolver justificativas de valor de soluções de maior  porte e valor financeiro, com benefícios que superam os custos e gere maior percepção de valor (valor = benefício / (custo x riscos))para o cliente.
  • Propor contrato plurianual. Aumentar o tempo de contrato de serviços para ganhar em termos de compromisso de pagamento (fidelização), mesmo com alguma perda financeira de não atualização de preços.

 

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