Velocidade da Venda

O que é velocidade da venda, sua importância, tradeoffs e como deve ser controlada?

O indicador de controle “Velocidade da Venda” mede o quão rápido é o processo de venda para um tipo de negócio.

É medido pela média da velocidade dos contatos com conversão da venda (contatos sem sucesso, não entram no cômputo). É dependente da quantidade de contatos (N),  tamanho da venda (T), taxa de conversão (%) e tempo de conversão (T).


Equação da Velocidade da Venda

A Velocidade da Venda significa Resultado monetário ao longo do Tempo

Podemos pensar no indicador velocidade da venda como “dinheiro por mês”. Por exemplo, 10 pedidos / dia, R$ 1000 / hora. É um indicador  útil para medir o impacto de mudanças.  Por exemplo, qual o ganho se aumentar a velocidade em 20%?

A velocidade da venda não deve ser confundida com a velocidade do contato. Por exemplo fazer 1 , 10 ou 1000 contatos por hora, sem conversão, significa velocidade igual a zero.

Uma boa prática é usar a velocidade da venda V como um indicador principal, dependente de T, N, $ e %.

O indicador velocidade da venda permite comparar modelos de negócio, medir a produtividade de vendas em diferentes cortes de clientes, como geografia, indústria, produto ou tamanho do negócio. Outra aplicação é identificar oportunidades para re-segmentar as responsabilidades de representantes de vendas ou adicionar representantes para abordar as regiões, produtos ou indústrias mais promissores.


Controlar a venda (ou balancear) para atingir consistentemente os resultados planejados é um processo interativo. Os indicadores de controle da venda são interdependentes (quantidade de contatos, velocidade, ciclo da venda, taxa de conversão, tamanho e precisão).  Para definir e atingir as metas devemos desenvolver a nossa inteligência sobre o processo, conhecer o histórico de desempenho dos vários ciclos do PDCA. Cada modelo de negócio apresenta diferentes indicadores, desafios e gargalos, que mudam o tempo todo e devem ser monitorados em tempo real.


 

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