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Monday, May 6, 2019

How to get a correct business organization with inaCátalog

The commercial organization is undoubtedly one of the most important and determining aspects of the sales area of ​​a company. Therefore, having a commercial tool to manage and centralize all the tasks of the department and, in turn, monitor their activity and the achievement of their objectives, will be a competitive advantage for your agents, the commercial director and, in general, for your company.

Business organization: what is it

The commercial organization refers to the structure that has a sales department and how it is included within the company. Its main purpose is to order all the elements (personnel, activity, tools, data ...) that make it up, to make it easier:

  • The establishment of objectives.
  • The commercial activity at the global level: strategies of action, distribution of the agents ...
  • The day-to-day planning of the sales force itself: ways to proceed in terms of visits, creation of reports, time management, etc.

The structuring of the sales department and the organization of each of the aspects allows the commercial director to have greater control of sales. In addition, by avoiding worrying about tasks or secondary aspects, it allows the agents to focus their attention on the objectives they must fulfill, making their activity within the company easier.

Efficient commercial organization: what structure is better

When talking about organization and business management, it must be taken into account that for each company there is an ideal type or structure that adapts to their needs, objectives, mission, and vision. In this way, we can talk about 6 main classifications:

  • Commercial Structure by Market: the equipment division is made by market sectors.
  • Commercial Structure by Geographic Zones: tends to be chosen when the market is extensive, that way the commercial team will focus on certain areas or geographical limitations.
  • Commercial Structure by Products: this sales organization focuses on sellers, offering them tools while requiring a specialization. It is recommended for large companies that have a wide variety of products in their lines, to which it is desired to give special and complete treatment.
  • Commercial Structure by Clients: used when there are large differential gaps between customers, this forces each commercial unit to focus on studying the demands and strategies of each user classification.
  • Commercial Structure by Functions: this tends to be the most common organization since it allows each area of ​​the department to focus its efforts on certain activities. For example, they can be divided into sales and purchases. Another common representation of this type of structure is the division between areas of advice, telemarketing, e-commerce, after-sales service, among others.
  • Mixed Commercial Structures: the combination of several structures can also be quite useful for the sales organization, however, care must be taken to maintain the differentiation between the departments and not overload with complementary tasks.

Problems of organization and commercial management

When deciding the structuring of a commercial team, it is quite common that difficulties arise that hinder the fulfillment of the objectives of the company and the commercial ones. This is because there are many factors that influence the correct organization and commercial management of a company, and not only the structuring of the personnel. For example, access to stock data or KPI indicators, communication between the team members themselves and with all the departments, the organization of commercial documentation, etc.

  • Organization of the commercial team and its activity
  • Assignment of clients and their changes
  • Centralized access to information for all agents and departments involved, both customers, inventory ...
  • Catalog segmentation
  • Rate differentiation
  • Customization of reports
  • Focus on commercial work and independence for the sales force

All these difficulties that normally occur in the organization of sales are in the hands of the commercial director, who has the responsibility not only to prevent them from being generated but also to fix them in the most appropriate (and fast, if possible) manner.

 Solutions for the sales organization

Due to the difficulties that can present today in the organization and commercial management, many companies have already made the decision to use technological tools for vendors, which go beyond the CRM and help to manage the commercial activity with a complete table of controls.

Manage your sales department with inaCátalog

At present, inaCátalog is presented as one of the most useful tools for any sales department, since its software is designed to solve all the problems that can occur in the organization and commercial management, and providing those who have a number of them. Benefits:

  • The ability to work more quickly due to the automation of information and processes
  • Facilitates access to general and specific department information
  • Makes client management and analysis easier
  • Facilitate the decision-making process
  • Offers a clearer vision of the areas that need to be improved
This sales organization tool becomes the main ally of any company, by facilitating all processes while saving money and time, in addition to allowing you to sell more and better thanks to its cross-selling and related techniques.

Going deeper into how inaCátalog facilitates the management of the sales department, these are some of the functionalities and features that are improved with the software:

- Management of the Commercial Agenda

With inaCátalog, managing the commercial agenda is much easier and more comfortable, since it is configured and completed quickly and easily. It allows to keep control of the commercial visits and, in addition, control of the commercial routes. This function is perfect for the commercial organization.

- Access to Commercial Indicators

It grants the possibility to consult with only one click all the commercial indicators, being able to control and examine the sales KPI in an organized way, either by agent, by company, by a client or even by period.

- It has a Reporting System in Situ

Thanks to this functionality it is easier to perform, analyze and study the reports. It also grants the possibility of maintaining geographic control for sellers and can monitor commercial visits. In other words, it offers the possibility of saving time and money.

- Offers a Commercial Scorecard

The ability to possess all the necessary information at your fingertips is one of the main characteristics of inaCátalog. With this software, the commercial director, the CEO and any governing body of the company will have sales indicators, graphics, and their evolution, presented in a simple and intuitive way so that they can be studied with the greatest freedom.

- Allows free communication with the team

Communication is the key to success - This is why this tool offers commercial managers the possibility of configuring the platform to generate notices about any movement that must be taken into account. In addition, all the information offered by the team is automatically synchronized.

- Facilitate the freedom of commercial agents

Agents and sales representatives also have all the necessary information on their Tablet, so they can take orders on site, know the available stock and even manage unpaid bills. Thanks to this, they do not depend on calls to the central office and should not wait to arrive at the office to know certain key information about the clients or to close the sales.