{"id":73906,"date":"2022-04-12T22:34:14","date_gmt":"2022-04-12T20:34:14","guid":{"rendered":"https:\/\/staging.cloudtalk.io\/blog\/um-guia-passo-a-passo-para-um-plano-de-territorio-de-vendas-eficiente\/"},"modified":"2024-10-18T18:54:16","modified_gmt":"2024-10-18T16:54:16","slug":"um-guia-passo-a-passo-para-um-plano-de-territorio-de-vendas-eficiente","status":"publish","type":"post","link":"https:\/\/test-staging.cloudtalk.io\/pt-br\/blog\/um-guia-passo-a-passo-para-um-plano-de-territorio-de-vendas-eficiente\/","title":{"rendered":"Um guia passo a passo para um plano de territ\u00f3rio de vendas eficiente"},"content":{"rendered":"\n<div id=\"left-panel\" class=\"wp-block-group left-panel\"><div class=\"wp-block-group__inner-container is-layout-flow wp-block-group-is-layout-flow\">\n<h1 class=\"wp-block-heading has-black-color has-text-color\">A Step-By-Step Guide to an Efficient Sales Territory Plan<\/h1>\n\n\n\n<div class=\"wp-block-buttons is-layout-flex wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button\"><a class=\"wp-block-button__link has-white-color has-orange-background-color has-text-color has-background wp-element-button\"     href=\"https:\/\/test-staging.cloudtalk.io\/pt-br\/agende-uma-demo\/\" style=\"border-radius:3px\">CONTACT SALES<\/a><\/div>\n\n\n\n<div class=\"wp-block-button btn-ghost\"><a class=\"wp-block-button__link has-grey-color has-light-white-background-color has-text-color has-background wp-element-button\"     href=\"https:\/\/test-staging.cloudtalk.io\/pt-br\/teste-gratuito-de-14-dias-do-cloudtalk\/\" style=\"border-radius:3px\">TRY FOR FREE<\/a><\/div>\n<\/div>\n<\/div><\/div>\n\n<div class=\"wp-block-group container-short\"><div class=\"wp-block-group__inner-container is-layout-flow wp-block-group-is-layout-flow\"><div class=\"wp-block-image\">\n<figure class=\"aligncenter size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"538\" src=\"https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/Article-202105-VoIPinSmallBusinesses-2x-1024x538.png\" alt=\"ilustra&#xE7;&#xE3;o lupa\" class=\"wp-image-9265\" srcset=\"https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/Article-202105-VoIPinSmallBusinesses-2x-1024x538.png 1024w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/Article-202105-VoIPinSmallBusinesses-2x-300x158.png 300w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/Article-202105-VoIPinSmallBusinesses-2x-768x403.png 768w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/Article-202105-VoIPinSmallBusinesses-2x-200x105.png 200w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/Article-202105-VoIPinSmallBusinesses-2x-784x412.png 784w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/Article-202105-VoIPinSmallBusinesses-2x-560x294.png 560w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/Article-202105-VoIPinSmallBusinesses-2x-484x254.png 484w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/Article-202105-VoIPinSmallBusinesses-2x-400x210.png 400w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/Article-202105-VoIPinSmallBusinesses-2x-392x206.png 392w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/Article-202105-VoIPinSmallBusinesses-2x-152x80.png 152w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/Article-202105-VoIPinSmallBusinesses-2x-257x135.png 257w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/Article-202105-VoIPinSmallBusinesses-2x-64x34.png 64w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/Article-202105-VoIPinSmallBusinesses-2x.png 1200w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure><\/div>\n\n\n<p class=\"has-black-color has-text-color has-medium-font-size\">According to Harvard Business Review, quality territory design can increase your revenue by 2 to 7 %. That&#8217;s why the territory plan is an important strategic groundwork for sales. <\/p>\n\n\n\n<p>It helps you understand where your opportunities are. How to reach the right potential clients and achieve your goals. If it lacks balance, you invest too much time into non-potential leads and too little energy into profitable ones. <\/p>\n\n\n\n<p>Este guia o guiar\u00e1 pelas etapas necess\u00e1rias para elaborar um plano de territ\u00f3rio de vendas bem-sucedido.<\/p>\n\n\n\n<h2 class=\"wp-block-heading has-black-color has-text-color\"><strong>O que \u00e9 o Plano de Territ\u00f3rio de Vendas? <\/strong><\/h2>\n\n\n\n<p>It is a strategy for\u00a0<strong>effectively targeting<\/strong>\u00a0and\u00a0<strong>approaching<\/strong>\u00a0prospects, leads, and existing customers. The main objective is to close more deals. Traditionally, sales territories were created solely by<strong>\u00a0geographical locations<\/strong>. That is where the word \u201cterritory\u201d originates. Salespeople focused on prospects within a specific geographic area.\u00a0<\/p>\n\n\n\n<p>Hoje em dia, a era digital mudou isso. Os representantes entram em contato com leads e clientes por telefone, e-mail ou outros canais virtuais. As reuni\u00f5es pessoais de vendas foram <strong>quase totalmente eliminadas<\/strong>. <\/p>\n\n\n\n<p>Portanto, uma abordagem ao trabalho principalmente geograficamente <strong>perdeu seu prop\u00f3sito<\/strong>. <\/p>\n\n\n\n<h4 class=\"wp-block-heading has-black-color has-text-color\"><strong>The territory<\/strong> mapping template now covers<strong> many factors:<\/strong><\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Types of industries<\/li>\n\n\n\n<li>Business site<\/li>\n\n\n\n<li>Deal potential<\/li>\n\n\n\n<li>Customer types<\/li>\n\n\n\n<li>Account types<\/li>\n\n\n\n<li>Referral source<\/li>\n\n\n\n<li>Degree of purchasing a product<\/li>\n\n\n\n<li>Etc.<\/li>\n<\/ul>\n\n\n\n<div style=\"height:60px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-ct-evo-cta-simple-panel cta-simple-panel\" style=\"background-color:#000\"><div class=\"cta-simple-panel-inner\">\n<div class=\"wp-block-group\"><div class=\"wp-block-group__inner-container is-layout-flow wp-block-group-is-layout-flow\">\n<p class=\"has-white-color has-text-color\">Scale your business with the Psychology of Selling!<\/p>\n<\/div><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"alignright size-medium\"><img loading=\"lazy\" decoding=\"async\" width=\"213\" height=\"300\" src=\"https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2023\/07\/eBook-psychoogy-of-selling-1-213x300.png\" alt=\"\" class=\"wp-image-175744\" srcset=\"https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2023\/07\/eBook-psychoogy-of-selling-1-213x300.png 213w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2023\/07\/eBook-psychoogy-of-selling-1-303x428.png 303w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2023\/07\/eBook-psychoogy-of-selling-1-300x424.png 300w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2023\/07\/eBook-psychoogy-of-selling-1-80x113.png 80w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2023\/07\/eBook-psychoogy-of-selling-1-62x88.png 62w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2023\/07\/eBook-psychoogy-of-selling-1.png 450w\" sizes=\"auto, (max-width: 213px) 100vw, 213px\" \/><\/figure><\/div>\n\n\n<div class=\"wp-block-buttons is-layout-flex wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button\"><a class=\"wp-block-button__link wp-element-button\"     href=\"https:\/\/test-staging.cloudtalk.io\/?page_id=174765\/\">Read for free<\/a><\/div>\n<\/div>\n<\/div><\/div>\n\n\n\n<div style=\"height:60px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>O papel <strong>atual do mapeamento de territ\u00f3rio<\/strong> \u00e9 definir cotas de vendas adequadas, definir v\u00e1rios campos estrat\u00e9gicos e reduzir custos. Com base nisso, os gerentes devem fornecer \u00e0 equipe um <strong>plano eficiente<\/strong> para melhorar a produtividade. Portanto, os representantes de vendas podem trabalhar estrategicamente para atender \u00e0s necessidades certas dos <strong>clientes certos<\/strong>. <\/p>\n\n\n\n<p><strong>Um plano de territ\u00f3rio de qualidade deve ter v\u00e1rios objetivos principais:<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Assign the right segments to the right reps based on their expertise<\/li>\n\n\n\n<li>Optimize customer experience by equipping the team with unique challenges<\/li>\n\n\n\n<li>Build a base for strong, lasting customer relationships<\/li>\n\n\n\n<li>Ensure that sales teams&#8217; work ensures the strongest ROI possible<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading has-black-color has-text-color\"><strong>Por que o planejamento do territ\u00f3rio de vendas \u00e9 importante? <\/strong><\/h2>\n\n\n\n<p>A Associa\u00e7\u00e3o de Gerenciamento de Vendas realizou uma <a href=\"https:\/\/www.xactlycorp.com\/blog\/sma-research-findings-territory-planning-statistics\" target=\"_blank\" rel=\"noreferrer noopener\">pesquisa<\/a> com cerca de 100 organiza\u00e7\u00f5es. Aquelas com um <strong>design de territ\u00f3rio eficaz<\/strong> tiveram uma conquista de <strong>objetivos de vendas 14% maior<\/strong> do que a m\u00e9dia. Ao contr\u00e1rio, o mesmo estudo afirma que as institui\u00e7\u00f5es com <strong>planos ineficazes<\/strong> tiveram uma <strong>taxa de sucesso 15% inferior<\/strong> \u00e0 m\u00e9dia. <\/p>\n\n\n\n<p>Portanto, criar um modelo de plano de territ\u00f3rio de vendas realmente incentiva a efici\u00eancia e aumenta os lucros. Vamos ver algumas vantagens mais importantes. <\/p>\n\n\n\n<p><strong>Higher progress and optimized strategies:\u00a0<\/strong>Segmenting your opportunities by detailed criteria helps you to build a tactical approach towards sales. With data-driven insights into territories, you improve performance and see strengths as well as weaknesses. Therefore, you make more strategic decisions.\u00a0<\/p>\n\n\n\n<p><strong>Mais tempo para vender<\/strong>: estudos de analistas do setor mostram repetidamente um decl\u00ednio na produtividade devido a abordagens improdutivas de vendas. Como educar os atendentes sobre segmentos que outros representantes j\u00e1 podem conhecer. <\/p>\n\n\n\n<p>In contrast,\u00a0<a href=\"https:\/\/hbr.org\/2015\/08\/why-sales-teams-should-reexamine-territory-design\" target=\"_blank\" rel=\"noreferrer noopener\">Harvard Business Review<\/a>\u00a0claims that businesses show a sales increase of up to\u00a0<strong>7 %<\/strong>\u00a0by simply redesigning their focus. Having a great territory mapping strategy, therefore, leads to less time for unnecessary training and more space for selling.\u00a0<\/p>\n\n\n\n<p><strong>Carga de trabalho equilibrada:<\/strong> o modelo de mapeamento de territ\u00f3rio ajuda a evitar que as pessoas sejam contraproducentes trabalhando na mesma tarefa. Ela garante que cada representante de vendas esteja em plena capacidade em sua pr\u00f3pria fun\u00e7\u00e3o. Dessa forma, voc\u00ea tamb\u00e9m diminui a frustra\u00e7\u00e3o dos atendentes e reduz a rotatividade. <\/p>\n\n\n\n<h2 class=\"wp-block-heading has-black-color has-text-color\"><strong>5 etapas para criar um plano de territ\u00f3rio de vendas<\/strong><\/h2>\n\n\n\n<p>A balanced sales territory plan makes wonders for your business. Yet, you need a\u00a0unique approach. One that fits your business specifically. What works for one company doesn&#8217;t necessarily have to work for another.\u00a0<\/p>\n\n\n\n<p>Veja aqui <strong>5 passos que voc\u00ea deve seguir<\/strong> para criar um plano de territ\u00f3rio adequado.<\/p>\n\n\n\n<h3 class=\"wp-block-heading has-black-color has-text-color\"><strong>N\u00ba 1 Defina suas metas e objetivos de neg\u00f3cios<\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Financial Goals<\/strong><\/li>\n<\/ul>\n\n\n\n<p>Antes de come\u00e7ar a planejar, voc\u00ea precisa saber <strong>o que quer alcan\u00e7ar<\/strong>. Existem diferentes abordagens para definir metas de vendas.<\/p>\n\n\n\n<p>Primeiro, vamos falar sobre <strong>metas financeiras<\/strong>. Comece de cima &#8211; a partir de grandes n\u00fameros de vendas &#8211; e v\u00e1 descendo. Defina sua meta financeira anual. Em seguida, <strong>divida-a<\/strong> em trimestres, meses e at\u00e9 semanas. <\/p>\n\n\n\n<p><strong>Exemplo<\/strong>: digamos que sua meta anual seja <strong>500 mil d\u00f3lares. Isso faz com que sua meta trimestral seja de 125 mil d\u00f3lares e a meta mensal de 41,7 mil d\u00f3lares<\/strong>.  <\/p>\n\n\n\n<p>Unsure what your annual goal should be? For starters, it&#8217;s good to take\u00a0<strong>last year&#8217;s sales numbers<\/strong>\u00a0and\u00a0<strong>add ten percent\u00a0to them<\/strong>. Of course, this depends on your financial situation. It can be more, and it can be less.\u00a0<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Strategic Goals and Objectives<\/strong><\/li>\n<\/ul>\n\n\n\n<p>Agora, vamos continuar com um plano sobre quais <strong>objetivos<\/strong> voc\u00ea est\u00e1 tentando <strong>alcan\u00e7ar<\/strong>. Isso trar\u00e1 mais clareza aos objetivos da sua empresa e \u00e0s tend\u00eancias do setor. <\/p>\n\n\n\n<p><strong>To put together what you are trying to achieve, answer the following questions:<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>What is the mission you are heading towards?<\/li>\n\n\n\n<li>What do you want to offer your customers?\u00a0<\/li>\n\n\n\n<li>What are key trends in your industry?<\/li>\n\n\n\n<li>Do you comply with these trends?<\/li>\n\n\n\n<li>What is your average conversion rate?<\/li>\n\n\n\n<li>How many prospects do you need to meet your goals?<\/li>\n\n\n\n<li>Which of your services is selling the best?<\/li>\n\n\n\n<li>Why can that be?<\/li>\n<\/ul>\n\n\n\n<p>Este \u00e9 o <strong>primeiro passo<\/strong> para a cria\u00e7\u00e3o de um sistema de mapeamento de territ\u00f3rio produtivo. <\/p>\n\n\n\n<h3 class=\"wp-block-heading has-black-color has-text-color\"><strong>N\u00ba 2 Analise seu mercado e segmente seus clientes<\/strong><\/h3>\n\n\n\n<p>Depois de esclarecer seus objetivos, voc\u00ea deve se aprofundar em seu campo de mercado e dividir seus clientes em segmentos. Isso pode ser feito com base em diferentes caracter\u00edsticas. Setor, hist\u00f3rico de compras, localiza\u00e7\u00e3o ou quaisquer outros dados relevantes. <\/p>\n\n\n\n<h4 class=\"wp-block-heading has-black-color has-text-color\"><strong>Defina seus clientes:<\/strong><\/h4>\n\n\n\n<p>explorar o seu mercado mostra claramente quem s\u00e3o seus clientes. <\/p>\n\n\n\n<p><strong>Use estas perguntas para examin\u00e1-los mais de perto: <\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>What is your target group&#8217;s common pain point?<\/li>\n\n\n\n<li>What do they often purchase?\u00a0<\/li>\n\n\n\n<li>How does it lead to deals you have won?\u00a0<\/li>\n\n\n\n<li>What caused a loss of deals you didn&#8217;t win?\u00a0<\/li>\n<\/ul>\n\n\n\n<h4 class=\"wp-block-heading has-black-color has-text-color\"><strong>Segmente seus clientes:<\/strong><\/h4>\n\n\n\n<p>Determine how to segment based on what is relevant for your business. You can divide the criteria by B2B and B2C sectors.\u00a0<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>For B2B (business-to-business) sales:\u00a0<\/strong>department function, organizational roles or business type and size, etc.\u00a0<\/li>\n\n\n\n<li><strong>For B2C (business-to-consumer) sales:\u00a0<\/strong>behavioral patterns, location, demography, psychography, etc.<\/li>\n<\/ul>\n\n\n\n<h4 class=\"wp-block-heading has-black-color has-text-color\"><strong>Defina as principais tend\u00eancias do mercado:<\/strong><\/h4>\n\n\n\n<p>It may be based on your market or on geographical location. Simply, on\u00a0<strong>anything relevant<\/strong>\u00a0to your business focus. The main point is to identify your business environment.\u00a0<\/p>\n\n\n\n<p><strong>O que procurar:<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>What are the key trends in your industry based on diverse criteria?<\/li>\n\n\n\n<li>What makes your business unique?<\/li>\n\n\n\n<li>How can you use your findings to drive more sales?<\/li>\n<\/ul>\n\n\n\n<p>Besides searching for new findings, look at\u00a0<strong>relevant\u00a0<\/strong><a href=\"https:\/\/test-staging.cloudtalk.io\/analytics\/\" target=\"_blank\" rel=\"noreferrer noopener\">statistics<\/a>\u00a0you have\u00a0<strong>already collected<\/strong>. An intelligent revenue platform Xactly claims that with the right data insights, companies can<strong>\u00a0reduce territory planning<\/strong>\u00a0<strong>time<\/strong>\u00a0by up to\u00a0<a href=\"https:\/\/www.xactlycorp.com\/resources\/guides\/research-brief-optimizing-sales-territory-design\" target=\"_blank\" rel=\"noreferrer noopener\">75 %<\/a>.\u00a0<\/p>\n\n\n\n<p>Based on your current findings, select those territories that show\u00a0<strong>signs of growth<\/strong>\u00a0in comparison to the past results. Then assign these to your best-fitting sales reps. This way, they will know how to drive sales based on\u00a0<strong>trend-evolving tendencies<\/strong>.\u00a0<\/p>\n\n\n\n<h4 class=\"wp-block-heading has-black-color has-text-color\"><strong>Avalie a concorr\u00eancia<\/strong><\/h4>\n\n\n\n<p>Your own business data is not the only way to analyze and segment a market base for territory planning. You can, and you should\u00a0<strong>learn a lot from your competition<\/strong>.\u00a0<\/p>\n\n\n\n<p>First, put together\u00a0<strong>who they are<\/strong>. Then, think of what they offer and why customers choose their products. How can you use it, so they\u00a0<strong>rather choose you<\/strong>\u00a0next time?\u00a0<\/p>\n\n\n\n<p><strong>Observe<\/strong> os recursos do produto de um concorrente e compare-os com os seus. <\/p>\n\n\n\n<p><strong>Follow mainly these criteria:\u00a0<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Pricing<\/li>\n\n\n\n<li>Reviews<\/li>\n\n\n\n<li>Positioning\u00a0<\/li>\n\n\n\n<li>Use-cases<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading has-black-color has-text-color\"><strong>N\u00ba 3 Defina metas e crie objetivos<\/strong><\/h3>\n\n\n\n<p>Until now, you had defined your goals, analyzed your market environment, and segmented your customers. Now it&#8217;s time to\u00a0<strong>create targets<\/strong>. Well-tailored targets let you achieve bigger things.\u00a0<\/p>\n\n\n\n<p><strong>Our advice<\/strong>\u00a0&#8211; do it\u00a0<strong>S.M.A.R.T.\u00a0<\/strong>This abbreviation represents how your targeting strategy should look: Specific, Measurable, Achievable, Relevant, and Time-based.\u00a0<\/p>\n\n\n\n<p>Create targets for\u00a0<strong>both your teams<\/strong>\u00a0but also for<strong>\u00a0individual reps<\/strong>. These will put your business into order, as well as uncover what works and what needs to be modified. It will also\u00a0<strong>motivate your sales agents\u00a0<\/strong>to be more productive and motivated.\u00a0<\/p>\n\n\n\n<p>Ent\u00e3o, como voc\u00ea cria metas espec\u00edficas, alcan\u00e7\u00e1veis, mas baseadas no tempo e mensur\u00e1veis? O objetivo deve ser o mais <strong>tang\u00edvel<\/strong> e <strong>bem organizado<\/strong> poss\u00edvel. Voc\u00ea precisa ter um <strong>n\u00famero-alvo preciso<\/strong> em mente, mas n\u00e3o coloque muita press\u00e3o em seus atendentes de vendas. Caso contr\u00e1rio, eles acabar\u00e3o confusos e frustrados.<\/p>\n\n\n\n<h4 class=\"wp-block-heading has-black-color has-text-color\"><strong>Veja aqui um exemplo pr\u00e1tico: <\/strong><\/h4>\n\n\n\n<p>Rather than setting a target of closing\u00a0<strong>60 deals a year<\/strong>\u00a0to meet quotas, set a target of making\u00a0<strong>15 calls each week<\/strong>. A smaller number in a relatively short time feels much more tangible. This way, you are\u00a0<strong>giving your agents a task<\/strong> but\u00a0empowering them to take a charge\u00a0of how they handle it. The above-mentioned approach is also easier for you to monitor.\u00a0<\/p>\n\n\n\n<h3 class=\"wp-block-heading has-black-color has-text-color\"><strong>N\u00ba 4 Realize uma an\u00e1lise SWOT<\/strong><\/h3>\n\n\n\n<p>A an\u00e1lise FOFA n\u00e3o \u00e9 complicada. No entanto, \u00e9 uma <strong>ferramenta incrivelmente poderosa<\/strong> para impulsionar sua estrat\u00e9gia de neg\u00f3cios. <\/p>\n\n\n\n<p>Ela revela fatores b\u00e1sicos que influenciam seus neg\u00f3cios, para que assim voc\u00ea possa desenvolver um plano de territ\u00f3rio forte. Dessa forma, voc\u00ea ter\u00e1 uma compreens\u00e3o clara de <strong>quais trabalhos precisam ser priorizados<\/strong> para que a empresa cres\u00e7a. <\/p>\n\n\n\n<p><strong>SWOT consists of 4 words:<\/strong>\u00a0Strengths, Weaknesses, Opportunities, and Threats.\u00a0<\/p>\n\n\n\n<h4 class=\"wp-block-heading has-black-color has-text-color\"><strong>For\u00e7as <\/strong><\/h4>\n\n\n\n<p>A an\u00e1lise de pontos fortes informa quais das suas vantagens voc\u00ea pode utilizar para fazer seu neg\u00f3cio crescer. <\/p>\n\n\n\n<p><strong>O primeiro passo \u00e9 definir os objetivos dos seus pontos fortes:<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Where do they excel?\u00a0\u00a0<\/li>\n\n\n\n<li>What strengths do you want to build on?<\/li>\n\n\n\n<li>How can you use your team to execute the strategy?<\/li>\n<\/ul>\n\n\n\n<p>Concentre-se principalmente na \u00faltima pergunta. Os representantes de vendas s\u00e3o seu <strong>atributo mais forte<\/strong>. Cada pessoa consegue oferecer seu <strong>pr\u00f3prio hist\u00f3rico<\/strong> e <strong>experi\u00eancias \u00fanicas<\/strong>. Veremos isso mais a fundo um pouco mais tarde.<\/p>\n\n\n\n<h4 class=\"wp-block-heading has-black-color has-text-color\"><strong>Fraquezas<\/strong><\/h4>\n\n\n\n<p>Aqui, pense em seus pontos fracos. Quais s\u00e3o as <strong>vulnerabilidades do seu neg\u00f3cio<\/strong>? Analise seus processos de vendas, mas tamb\u00e9m identifique pontos fracos em sua equipe. <\/p>\n\n\n\n<p><strong>Exemplos de suas poss\u00edveis fraquezas:<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>An overly large geographical area you cover<\/li>\n\n\n\n<li>Insufficient understanding of your product &#8211; from both your and customers&#8217; side<\/li>\n\n\n\n<li>Lack of understanding to your customer&#8217;s real needs<\/li>\n\n\n\n<li>Chaotic or missing sales tactics<\/li>\n<\/ul>\n\n\n\n<h4 class=\"wp-block-heading has-black-color has-text-color\"><strong>Oportunidades<\/strong><\/h4>\n\n\n\n<p>A maioria das empresas tem oportunidades que <strong>n\u00e3o percebem<\/strong> ou <strong>n\u00e3o utilizam<\/strong>. Quais s\u00e3o as suas? <strong>Procure uma lacuna<\/strong> que voc\u00ea possa preencher no mercado.<\/p>\n\n\n\n<p><strong>Exemplos de poss\u00edveis oportunidades?<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Lack of competition in your field<\/li>\n\n\n\n<li>Under-served territories<\/li>\n\n\n\n<li>Growing demand for your products or services<\/li>\n\n\n\n<li>Sales representatives with connections to the right customers<\/li>\n<\/ul>\n\n\n\n<h4 class=\"wp-block-heading has-black-color has-text-color\"><strong>Amea\u00e7as<\/strong><\/h4>\n\n\n\n<p>Assim como existem oportunidades, tamb\u00e9m existem t\u00f3picos que voc\u00ea precisa estar atento. Em cada territ\u00f3rio do seu plano, considere o que pode prejudicar o seu neg\u00f3cio. Dessa forma, voc\u00ea pode facilmente evit\u00e1-lo. <\/p>\n\n\n\n<p><strong>Exemplos de poss\u00edveis amea\u00e7as:<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Unexpected changes in your market<\/li>\n\n\n\n<li>New industry and regulation standards<\/li>\n\n\n\n<li>Strong competitors fighting over the same market<\/li>\n<\/ul>\n\n\n\n<p>Keep in mind that these factors are not standing alone.\u00a0<strong>They work together<\/strong>. What is your\u00a0<strong>strength<\/strong>\u00a0that may also be a\u00a0<strong>big opportunity<\/strong>? You just need to find the right territory and sales professionals to make use of it.\u00a0<\/p>\n\n\n\n<p>Mas n\u00e3o se concentre apenas em onde voc\u00ea pode se beneficiar. Por outro lado, uma \u00e1rea que esconde uma <strong>grande amea\u00e7a competitiva<\/strong> requer <strong>aten\u00e7\u00e3o especial<\/strong> para proteger seu neg\u00f3cio de qualquer surpresa negativa. <\/p>\n\n\n\n<p>Another important insight &#8211; SWOT analysis doesn&#8217;t only point out big things, such as revenue, market needs, or geography. It can<strong>\u00a0reveal small issues\u00a0<\/strong>you shouldn&#8217;t overlook. Such as gaps in the systems you otherwise wouldn&#8217;t see. Or a need for\u00a0<strong>better training<\/strong>. There may even be a\u00a0<strong>hidden challenge\u00a0<\/strong>within the product or service you offer.<\/p>\n\n\n\n<p>Therefore, the <a href=\"https:\/\/venngage.com\/blog\/swot-analysis-templates\/\" target=\"_blank\" rel=\"noopener\">SWOT analysis<\/a> is not only here to show precise results. It makes you<strong>\u00a0think complexly\u00a0<\/strong>about how your business and territory plan works and how it should work.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"768\" src=\"https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-swot-1024x768.png\" alt=\"FOFA\" class=\"wp-image-13405\" srcset=\"https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-swot-1024x768.png 1024w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-swot-300x225.png 300w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-swot-768x576.png 768w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-swot-1536x1152.png 1536w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-swot-1392x1044.png 1392w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-swot.png 1600w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-swot-200x150.png 200w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-swot-597x448.png 597w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-swot-533x400.png 533w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-swot-484x363.png 484w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-swot-400x300.png 400w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-swot-388x291.png 388w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-swot-107x80.png 107w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-swot-180x135.png 180w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-swot-64x48.png 64w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<h3 class=\"wp-block-heading has-black-color has-text-color\"><strong>N\u00ba 5 Atribuir leads<\/strong><\/h3>\n\n\n\n<p>Now that you analyzed where your agents&#8217; best knowledge lies,\u00a0<strong>start<\/strong><strong>\u00a0assigning<\/strong>\u00a0the most\u00a0<strong>suitable reps\u00a0<\/strong>to<strong>\u00a0each territory<\/strong>.\u00a0<\/p>\n\n\n\n<p>Primeiro, recomendamos <strong>categorizar seus leads por valor<\/strong>. Alguns deles n\u00e3o s\u00e3o muito propensos a trazer muito lucro. Outros s\u00e3o promissores, com grande chance de se tornarem clientes. E alguns est\u00e3o quase no seu bolso.<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>First group:\u00a0<\/strong>It should contain your most valuable leads. Those who require little effort in order to purchase your product.\u00a0<\/li>\n\n\n\n<li><strong>Second group:<\/strong>\u00a0Here are leads who need a bit more work but still present a pretty high chance of generating revenue. Therefore, they are worth investing more time into.<\/li>\n\n\n\n<li><strong>Third group:\u00a0<\/strong>Leads in this category require a lot of effort in order to turn them into paying customers.\u00a0<\/li>\n<\/ol>\n\n\n\n<p>Depois de formar os grupos, decida como <strong>usar seus recursos<\/strong> para melhor refleti-los. Atribua leads de cada uma das tr\u00eas categorias aos <strong>representantes de vendas adequados<\/strong>. O primeiro grupo provavelmente exigir\u00e1 seu atendente mais experiente. Outros atendentes podem lidar com o segundo e terceiro grupo. <\/p>\n\n\n\n<p>Also, as we mentioned earlier,\u00a0<strong>use reps&#8217; specific experiences<\/strong>. If you communicate with a lead from the pharmaceutical industry, assign an agent who already has established relationships in this field. She or he, therefore,\u00a0knows how to talk the leads&#8217; language. Another person can have deep knowledge in closing deals within the financial sector. Use it to your advantage.<\/p>\n\n\n\n<p>Voc\u00ea tamb\u00e9m pode usar o mesmo sistema com experi\u00eancias baseadas em <strong>outros atributos<\/strong>, tais como tamanho da empresa ou neg\u00f3cio, localiza\u00e7\u00e3o etc. <\/p>\n\n\n\n<h2 class=\"wp-block-heading has-black-color has-text-color\"><strong>Ferramentas que voc\u00ea precisa para construir seu plano de territ\u00f3rio de vendas<\/strong><\/h2>\n\n\n\n<p>Depois de concluir todas as etapas de acordo com nosso guia, voc\u00ea precisar\u00e1 de <strong>algumas ferramentas<\/strong> para colocar tudo em a\u00e7\u00e3o. Aqui, explicaremos quais sistemas s\u00e3o <strong>essenciais<\/strong> para executar perfeitamente seu plano de territ\u00f3rio de vendas com qualidade.<\/p>\n\n\n\n<h3 class=\"wp-block-heading has-black-color has-text-color\"><strong>N\u00ba 1 Software de escrit\u00f3rio<\/strong><\/h3>\n\n\n\n<p>Whatever visual approach you take towards crafting your territory map, you need\u00a0<strong>reliable office software<\/strong>. That helps you turn your plan into\u00a0<strong>tangible documentation<\/strong>, no matter if you seek an image, graph, or table.\u00a0<\/p>\n\n\n\n<p>Office software usually includes applications for word processing, email, spreadsheets, and <a href=\"https:\/\/www.envato.com\/blog\/best-corporate-powerpoint-templates-for-business\/\" target=\"_blank\" rel=\"noopener\">presentation decks<\/a>. The two most popular tools are\u00a0<strong>Microsoft 365\u00a0<\/strong>and\u00a0<strong>Google Workspace<\/strong>.\u00a0<\/p>\n\n\n\n<p>Google Workspace is generally a better choice for\u00a0<strong>small\u00a0<\/strong>to\u00a0<strong>medium-sized<\/strong>\u00a0<strong>businesses.<\/strong>\u00a0Those that are good to go with a simple solution. In contrast, Microsoft 365 has\u00a0<strong>enterprise-grade features<\/strong>\u00a0for big, more complex companies.<\/p>\n\n\n\n<p><a href=\"https:\/\/www.pcmag.com\/picks\/the-best-office-suites\" target=\"_blank\" rel=\"noreferrer noopener\">Here<\/a>, you can find an\u00a0<strong>overview of the best office software for <\/strong>2025.<\/p>\n\n\n\n<h3 class=\"wp-block-heading has-black-color has-text-color\"><strong>N\u00ba 2 Mapeamento de territ\u00f3rio<\/strong><\/h3>\n\n\n\n<p>Sales territory mapping software is key for each successful plan, taking all important data from the CRM (customer relationship management) system. It assists with organizing information for various territories and\u00a0visualizing them on a map. This gives you a detailed insight into prospects within a specific area.\u00a0<\/p>\n\n\n\n<p>O software de mapeamento de territ\u00f3rio de vendas facilmente filtra dados importantes. Ele oferece <strong>insights<\/strong> sobre o comportamento do cliente ou dos leads. Tais como as intera\u00e7\u00f5es anteriores ou suas \u00faltimas visitas. Portanto, ajuda a descobrir <strong>quais s\u00e3o as pr\u00f3ximas etapas<\/strong> que voc\u00ea precisa implementar a fim de ter uma segmenta\u00e7\u00e3o melhor. Esta informa\u00e7\u00e3o pode ent\u00e3o ser <strong>facilmente distribu\u00edda<\/strong> entre todos os atendentes. <\/p>\n\n\n\n<p>Managers can also make use of the sales territory mapping software to measure performance and see\u00a0<strong>which process resulted in a sale<\/strong>. It saves time and may result in better collaboration. Between sales reps and leads, as well as between your team members internally.\u00a0<\/p>\n\n\n\n<p>Resumindo, ele permite <strong>extrair o m\u00e1ximo de cada campo de territ\u00f3rio<\/strong>.<\/p>\n\n\n\n<h3 class=\"wp-block-heading has-black-color has-text-color\"><strong>N\u00ba 3 Plataforma de gerenciamento de relacionamento com o cliente<\/strong><\/h3>\n\n\n\n<p>Um sistema de CRM facilita muito o processamento de dados. Ele permite que voc\u00ea <strong>acompanhe todos os detalhes importantes<\/strong> sobre clientes potenciais e suas intera\u00e7\u00f5es. O CRM cont\u00e9m todo um hist\u00f3rico de comunica\u00e7\u00e3o e acompanha todas as informa\u00e7\u00f5es necess\u00e1rias. <\/p>\n\n\n\n<p>Dessa forma, seus representantes sempre t\u00eam <strong>acesso a cada detalhe<\/strong>, o que ajuda eles a fechar mais neg\u00f3cios. A an\u00e1lise de dados no CRM tamb\u00e9m ajuda as empresas na <strong>reten\u00e7\u00e3o<\/strong> de clientes e no <strong>crescimento de conta<\/strong>. <\/p>\n\n\n\n<p>Especialmente quando voc\u00ea o <a href=\"https:\/\/test-staging.cloudtalk.io\/pt-br\/integracoes\/\" target=\"_blank\" rel=\"noreferrer noopener\">integra<\/a> ao seu <strong>software de chamadas<\/strong>. Dessa forma, voc\u00ea <a href=\"https:\/\/test-staging.cloudtalk.io\/pt-br\/blog\/guia-complexo-que-trata-sobre-a-automacao-do-call-center\/\" target=\"_blank\" rel=\"noreferrer noopener\">automatiza o processo<\/a> de mesclar os dados de ambos os sistemas. Voc\u00ea pode mant\u00ea-los em um \u00fanico local bem organizado. <\/p>\n\n\n\n<h3 class=\"wp-block-heading has-black-color has-text-color\"><strong>N\u00ba 4 Software de comunica\u00e7\u00e3o da equipe de vendas<\/strong><\/h3>\n\n\n\n<p>Quase tudo o que fazemos hoje, <strong>fazemos remotamente<\/strong>. Se voc\u00ea est\u00e1 vendendo, precisa de <strong>v\u00e1rias plataformas de comunica\u00e7\u00e3o online<\/strong>. Tais como e-mail, contas de m\u00eddia social, SMS ou um <a href=\"https:\/\/test-staging.cloudtalk.io\/pt-br\/blog\/o-que-e-um-sistema-de-telefonia-baseado-em-nuvem\/\" target=\"_blank\" rel=\"noreferrer noopener\">sistema de chamadas de qualidade<\/a>. <\/p>\n\n\n\n<p>Yet, for current needs, an old analog call center phone setup just doesn&#8217;t do the work anymore. Your reps are probably\u00a0<strong>traveling a lot<\/strong>\u00a0or\u00a0<strong>working from home<\/strong>. A\u00a0<strong>cloud-based calling solution<\/strong>\u00a0&#8211; an online phone &#8211; allows them to contact leads and customers from anywhere. They can also<strong>\u00a0receive inbound calls<\/strong>\u00a0on their\u00a0<strong>own laptops<\/strong>\u00a0or<strong>\u00a0phone<\/strong>s without using a personal number.\u00a0<\/p>\n\n\n\n<p><strong>N\u00e3o h\u00e1 necessidade de hardware adicional. O software faz todo o trabalho. <\/strong><\/p>\n\n\n\n<p>Al\u00e9m disso, as linhas telef\u00f4nicas tradicionais n\u00e3o t\u00eam in\u00fameros recursos. Estes podem aumentar rapidamente suas vendas. Por exemplo, ter <a href=\"https:\/\/test-staging.cloudtalk.io\/pt-br\/software-de-call-center-com-estatisticas\/\" target=\"_blank\" rel=\"noreferrer noopener\">estat\u00edsticas<\/a> que avaliam dados diretamente do seu software \u00e9 uma grande vantagem para elaborar um plano de territ\u00f3rio de vendas eficaz. <\/p>\n\n\n\n<p>Then, there is a\u00a0<a href=\"https:\/\/test-staging.cloudtalk.io\/pt-br\/software-de-gravacao-de-call-center\/\" target=\"_blank\" rel=\"noreferrer noopener\">call recording<\/a>\u00a0feature. This cuts the time for personally observing new sales reps&#8217; performance. You may listen to their phone calls. Anytime, from anywhere. It further\u00a0<strong>helps<\/strong>\u00a0agents with\u00a0<strong>closing deals faster\u00a0<\/strong>and\u00a0<strong>collects valuable insights\u00a0<\/strong>for your territory planning. Since you can come back to each conversation, call recording lets you explore customers&#8217; pain points, needs, likes, and dislikes.\u00a0<\/p>\n\n\n\n<p>Through the\u00a0<a href=\"https:\/\/test-staging.cloudtalk.io\/pt-br\/monitoramento-de-chamadas\/\" target=\"_blank\" rel=\"noreferrer noopener\">call monitoring<\/a>\u00a0feature, you can<strong>\u00a0listen to phone calls\u00a0<\/strong>in real-time. It allows you to enter the call when agents need help. It also lets you talk with your reps without the caller hearing you or even joining the conversation. Call monitoring often discovers a space for\u00a0<strong>additional mentoring<\/strong>.\u00a0<\/p>\n\n\n\n<p>With\u00a0<a href=\"https:\/\/test-staging.cloudtalk.io\/skill-based-routing\/\" target=\"_blank\" rel=\"noreferrer noopener\">skill-based routing<\/a>, you can put your territory mapping findings into action. The tool allows you to assign the best-fitting agents to the best-fitting clients. Or utilize\u00a0<a href=\"https:\/\/test-staging.cloudtalk.io\/vip-queues\/\" target=\"_blank\" rel=\"noreferrer noopener\">VIP queuing<\/a>\u00a0to make your most precious customers feel important.\u00a0<\/p>\n\n\n\n<p>In\u00a0<strong>CloudTalk<\/strong>, we have all<strong>\u00a0these features<\/strong>\u00a0and\u00a0<strong>70 + more<\/strong>. Build your sales territory plan with an industry-leading cloud-based calling solution.\u00a0<\/p>\n<\/div><\/div>\n","protected":false},"excerpt":{"rendered":"<p>According to Harvard Business Review, quality territory design can increase your revenue by 2 to 7 %. That&#8217;s why the&#8230;<\/p>\n","protected":false},"author":31,"featured_media":73908,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"categories":[207],"tags":[],"class_list":["post-73906","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-vendas"],"acf":[],"_links":{"self":[{"href":"https:\/\/test-staging.cloudtalk.io\/pt-br\/wp-json\/wp\/v2\/posts\/73906","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/test-staging.cloudtalk.io\/pt-br\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/test-staging.cloudtalk.io\/pt-br\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/test-staging.cloudtalk.io\/pt-br\/wp-json\/wp\/v2\/users\/31"}],"replies":[{"embeddable":true,"href":"https:\/\/test-staging.cloudtalk.io\/pt-br\/wp-json\/wp\/v2\/comments?post=73906"}],"version-history":[{"count":0,"href":"https:\/\/test-staging.cloudtalk.io\/pt-br\/wp-json\/wp\/v2\/posts\/73906\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/test-staging.cloudtalk.io\/pt-br\/wp-json\/wp\/v2\/media\/73908"}],"wp:attachment":[{"href":"https:\/\/test-staging.cloudtalk.io\/pt-br\/wp-json\/wp\/v2\/media?parent=73906"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/test-staging.cloudtalk.io\/pt-br\/wp-json\/wp\/v2\/categories?post=73906"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/test-staging.cloudtalk.io\/pt-br\/wp-json\/wp\/v2\/tags?post=73906"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}