The urban legend of hard work being the key to success
How many times have we heard “you have to work hard”? This is the key to professional (and personal) success… or at least that’s what they say. But what is the point of plugging away for more hours at a greater intensity on something that doesn’t give any results? What sense is there in making an unsuccessful, badly organised working day longer?
The key is to work intelligently. When we have a well-designed work process, some clear objectives resulting from thorough analysis, when we have the best tools on the market… Then hard work will greatly increase our results.
The importance of the POS manager in the company’s commercial success
What the title sets out seems to be obvious, but when one analyses the resources (training, technology, etc.) that some companies make available to their sales team, it doesn’t seem quite so obvious anymore.
The objective is for the POS manager to have as much time as possible to invest into the activity that will have the most value: negotiating with the client. It is the sales representative who is responsible for making effective use of their time. However, the company plays an essential role when it comes to making tools and technology available that facilitates and optimises the performance of their daily work.
A professional who feels protected, who knows that their company supports them, who is aware of having the most advanced resources that will make achieving their objectives easier is a professional who is highly motivated and loyal to the company.
7 key factors for the POS manager’s productivity
The elements listed here often complement each other. All of them contribute to a common final objective: that the POS manager has as much time as possible to devote to the most important activity that generates the most value: negotiating with the client.
In his book, The Psychology of Selling, Brian Tracy states that 1 minute of planning saves 10 minutes in the execution phase. The professional and the company, regardless of the sector, who doesn’t understand or apply this principle, is doomed to failure.
The POS manager cannot spend the day improvising or being the victim of random unexpected events that could affect their productivity. If they do that, everything will be chaotic for them and it will be impossible to achieve the set goals. The day’s activities must be perfectly planned in order to follow a logical order that allows them to achieve the set goals.
They must be capable of prioritising tasks combining the concepts of importance and urgency in the following way (from greatest to least importance):
- Important and urgent.
- Important and non-urgent.
- Not important and urgent.
- Not important and non-urgent.
One of the most important elements that every sales representative must plan well is route management. Reducing time spent travelling in order to increase the time spent with the client will depend on that. Software that uses the latest advances in geolocation or artificial intelligence is the best tool for getting the most out of the routes. If you would like to know more about this point, you can have a look at this article.
Having updated client information in real time
The POS manager cannot be wasting their time looking for client data or requesting it from central offices: latest orders, inventory of interactions with the client, notes from the last visit that was perhaps done by another member of the team, etc.
Ease of access to information updated in real time saves the sales representative a lot of time and headaches, which means that they will present themselves to the client in a more prepared and confident way.
Implementation of a clear and defined business process.
In the same way that the lack of planning turns a work day into unproductive chaos, the same thing happens with the business process and success in sales. A specific and well-structured business process is essential so that the POS manager is aware of what phase each client they are visiting is in. Thus, they will know what the recommended actions are that will allow them to achieve the objectives and progress to the next stage of the process. In this article, we analyse this point in greater detail.
Technological tools that help with the execution of retail.
Once the POS manager is in the shop, the objective is for them to spend as little time as possible carrying out routine tasks. For example, gathering data about the display area, facings, etc. They must dedicate their time to negotiating with the person who makes the decisions.
Image recognition technology allows all the essential data to be obtained and the checks to be made instantly, simply by taking a photograph.
Analysis of the POS manager’s commercial activity
Both the actual POS manager and their supervisor will benefit greatly from the possibility of being able to monitor commercial activity. It is essential to access data such as number of visits carried out, orders, turnover, etc. to know if you are on the right path, if a new measure is working or if certain strategies need to be urgently corrected.
Indicators for the achievement of objectives
Closely linked to the previous point is the possibility of measuring KPIs. These indicators are based on a specific period of time, the overall result of the same team, the same sales representative in the previous period, etc.
Some examples of indicators are:
- Levels of turnover.
- Number of agreements reached.
- Number of new clients gained.
- Visits carried out.
- Average visit time.
- Number of quotes presented.
- Travel time.