Today, the VII Meeting of Sales Management took place in the IESE Campus in Madrid, where executives and business owners from several sectors have explored the best practices and tools of some of the most successful commercial networks.
VINCLE has attended and participated in the event with its clients Grupo Damm, Otsuka Pharmaceutical and Covalco, who have shared with the audience their experience and the benefits of working with the appropriate tools.
Jordi Plaja, Managing Director in Otsuka Pharmaceutical, has emphasized that “counting on a tool that integrates our corporate knowledge offers more efficacy and commercial efficiency. As we can better analyze our data, we can increase our sales investing in the right target and foreseeing changes”. Joan Vives Planell, on the other hand, has pointed out that “the key of the sales force is having all the information before, during and after the execution of the sale”.
Within the framework of the event, IESE’s V Study on Commercial Network Management in Spain in 2014: “Learning from the best Commercial Networks” has been presented. It has been coordinated by Professors Cosimo Chiesa and Julián Villanueva, and we would like to highlight these the following conclusions:
· “83% of the polled companies state that their commercial efforts are focused on gaining new clients, 75% focuses on maintaining the current clients and 1 out of 5 companies state that they try to recover clients”.
· The report stands out that only 21’3% of the companies have some type of protocol for recovering lost clients, and 27% of them plan on introducing one. Moreover, less than half of the companies don’t measure directly or indirectly their clients’ degree of fidelity, despite that 75% of them do focus on maintaining their current clients.
· The study confirms the increase in the usage of social media in every company. In 2014, 80% of the companies have social media presence, but only one out of 10 use it to sell.