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La nuova figura del Direttore Commerciale: da Manager a Leader.

We have already spoken of the sales manager (or account manager or, again, sales manager) and his position last year (to read the article click here ) who he is, what ago, what it takes. I need to add something, even requested from your most welcome email because the role is evolving.

Until yesterday, the sales manager had a boss that his report was based on a report bureaucratic top-down and that favored the control and management while maintaining a role "supervisor ", today it must be a leader that has a flexible approach to solutions, that reinforces their own men in the management of problems, privileged relationship with the people by motivating and coaching from (ie, supporting, supporting , supporting the sellers in their activities).

The leader is also the one who also has a vision beyond the short-term , which must guide the conduct of all its vendors that it is responsible for putting goals important to their sales force. The commercial director of new business organizations should:

• update their knowledge, gaining understanding of marketing techniques;
• ability to combine sales channels exploiting the peculiarities of each channel, managing an appropriate level of healthy competition and benefit from the opportunities offered by technology
• be close to vendors and customers so da non perdere la conoscenza del mercato (che cambia frequentemente);
• essere un consulente ; non è sufficiente cioè osservare nei confronti dei venditori che i "numeri" non sono quelli attesi, ma deve spiegare a ciascuno di loro le ragioni che portano alle scarse performance e indicare la strada da seguire perchè ciò non accada;
• incrementare la partecipazione alle decisioni da parte della forza vendita e deve coinvolgere i venditori nell'interazione con altre funzioni aziendali, per esempio nell'analisi del prodotto, nella valutazione della pubblicità o delle promozioni e altro ancora.

In definitiva, il direttore commerciale ha il compito di build a team of sales people or sales agents that fuse and share all the expertise and support for growth performance of individual sellers (drawing a comparison with a football rather than basketball functions which amounts to saying " knowing how to do dressing )