{"id":373203,"date":"2020-11-29T20:03:00","date_gmt":"2020-11-29T23:03:00","guid":{"rendered":"https:\/\/www.tacticasoft.com\/?p=373203"},"modified":"2025-01-21T10:25:00","modified_gmt":"2025-01-21T13:25:00","slug":"aprendizaje-a-puerta-fria","status":"publish","type":"post","link":"https:\/\/www.tacticasoft.com\/en\/aprendizaje-a-puerta-fria\/","title":{"rendered":"Aprendizaje A puerta fr\u00eda"},"content":{"rendered":"<p>Acabo de ver una pel\u00edcula espa\u00f1ola del 2012 que he decidido agregarla a mi lista de pel\u00edculas de negocios \ud83c\udfa6 (Que no son solo aquellas que traten del tema sino tambi\u00e9n de otras que tienen escenas interesantes) -Adicionalmente, tambi\u00e9n tengo una lista de series-.<\/p>\n<p>Cuando sali\u00f3 el avance (trailer) pens\u00e9 que se iba a tratar de otra pel\u00edcula mon\u00f3tona como \u201c<strong>La clave del \u00e9xito<\/strong>\u201d (The big kahuna), ya que ambas tratan de vendedores en un hotel.<\/p>\n<div class=\"slate-resizable-image-embed slate-image-embed__resize-right\"><img decoding=\"async\" src=\"https:\/\/media.licdn.com\/dms\/image\/v2\/C4D12AQEa6gAg3tGxug\/article-inline_image-shrink_400_744\/article-inline_image-shrink_400_744\/0\/1606700657072?e=1741824000&amp;v=beta&amp;t=d6fyVWn3Nq1sXFQ9_0S7MDresp7uUTE1jTO1VD7tcKM\" alt=\"No hay texto alternativo para esta imagen\" data-media-urn=\"\" data-li-src=\"https:\/\/media.licdn.com\/dms\/image\/v2\/C4D12AQEa6gAg3tGxug\/article-inline_image-shrink_400_744\/article-inline_image-shrink_400_744\/0\/1606700657072?e=1741824000&amp;v=beta&amp;t=d6fyVWn3Nq1sXFQ9_0S7MDresp7uUTE1jTO1VD7tcKM\" \/><\/div>\n<p>No obstante, hasta ah\u00ed para la similitud, pues la pel\u00edcula espa\u00f1ola es atrapante y a mi parecer, muy buena.<\/p>\n<p>La pel\u00edcula en cuesti\u00f3n se llama \u201c<strong>A puerta fr\u00eda<\/strong>\u201d. En una de las escenas que me llam\u00f3 mucho la atenci\u00f3n, pasa lo siguiente:<\/p>\n<p>Salva (el protagonista, vendedor) se encuentra en el ba\u00f1o con Carmelo (otro vendedor) y se da el siguiente di\u00e1logo.<\/p>\n<p>S: \u00bfCon qu\u00e9 marca est\u00e1s trabajando ahora?<\/p>\n<p>C: Me he establecido por mi cuenta.<\/p>\n<p>S: \u00bfEst\u00e1s de aut\u00f3nomo?<\/p>\n<p><strong>C: \u00bfPor qu\u00e9 tengo que dar mi lista de contactos? \u00bfQu\u00e9 empresa me va a dar lo que vale?<\/strong><\/p>\n<p>S: No te habr\u00e1s ido a la competencia, \u00bfverdad?<\/p>\n<p>C: Eso nunca. A ver&#8230;<\/p>\n<p>S:\u00bfQu\u00e9 chollo es, que yo no me he enterado?<\/p>\n<p>C: Bueno, es una empresa peque\u00f1ita&#8230;<\/p>\n<p><iframe title=\"YouTube video player\" src=\"https:\/\/www.youtube.com\/embed\/eHNsjalVLB8?si=lu-QaZb8wJhrdabw\" width=\"560\" height=\"315\" frameborder=\"0\" allowfullscreen=\"allowfullscreen\"><\/iframe><\/p>\n<p>En esta frase \u201c\u00bfPor qu\u00e9 tengo que dar mi lista de contactos?\u201d \ud83d\udcc7, vemos un gran problema que tienen las empresas que no usan un software para la automatizaci\u00f3n de sus fuerzas de ventas &#8211; CRM (o que lo tienen pero no lo usan correctamente)<\/p>\n<p>Sabemos que pedido que se toma o se factura \ud83e\uddfe, queda registrado en el sistema de gesti\u00f3n (ERP) para que eventualmente se realice una buena administraci\u00f3n comercial de postventa y as\u00ed retener al cliente.<\/p>\n<p>\u00bfPero, qu\u00e9 pasa con aquellas potenciales ventas, en las que la empresa invierte en marketing para atraerlas y cuyo registro lleva por su cuenta el comercial?<\/p>\n<p>\u00bfQu\u00e9 pasa cuando el comercial deja la empresa? o peor a\u00fan, \u00bfCu\u00e1ndo se va con la competencia?. Si, as\u00ed es, \u00bftermin\u00f3 la empresa financiando negocios a la misma?.<\/p>\n<blockquote><p>Tambi\u00e9n es conocido de los comerciales que se convierten en la mism\u00edsima competencia, peor a\u00fan cuando dejan la empresa\u00a0varios vendedores juntos para formar el nuevo negocio, usando los datos financiados por la primera.<\/p><\/blockquote>\n<p>Es por esto que muchas veces fracasan las implementaciones, ya que los vendedores al ver que pierden el control sobre los datos, boicotean el proyecto y la gerencia no reacciona porque no se involucra como se debe.<\/p>\n<p>Para la empresa, no solo hablamos de la inversi\u00f3n en marketing y la p\u00e9rdida de oportunidades, sino tambi\u00e9n de todos los costos asociados a la tarea comercial, ya que la mayor\u00eda tienen un salario (en la mayor\u00eda de los pa\u00edses Latinoamericanos est\u00e1 prohibido tener comerciales solo a comisi\u00f3n), m\u00e1s los impuestos al empleo y el equipamiento\u2026<\/p>\n<p>Esta situaci\u00f3n se evita f\u00e1cilmente con un CRM (<strong>Que puede ser el nuestro \u263a<\/strong>) bien gestionado, donde los potenciales clientes se carguen primero en el sistema y se asocian a una campa\u00f1a de marketing.<\/p>\n<p>Luego, a trav\u00e9s de un sistema de alertas de negocios\u26a0\ufe0f (<strong>Como tenemos nosotros con el STRATEGIKON<\/strong>) se le haga un seguimiento de la carga de datos al vendedor y ayude al gerente de ventas con su tarea de control y coaching.<\/p>\n<p>De esta forma, no importa si el vendedor principal se va de la empresa, pues los datos de todos sus potenciales negocios quedar\u00e1n registrados en el CRM para que cualquier otro vendedor pueda utilizarlos para seguir con los mismos.<\/p>\n<p>Que a tu empresa no le pase lo que le pas\u00f3 a la de Carmelo, usa en tu empresa un CRM como <a href=\"https:\/\/tacticasoft.net\/\" target=\"_blank\" rel=\"nofollow noopener\"><strong>TACTICA CRM<\/strong><\/a> para llevar un registro de todas las potenciales oportunidades de negocio y actualizar tu cartera de clientes en todo momento (y mantenerla en tu empresa).<\/p>","protected":false},"excerpt":{"rendered":"<p>Acabo de ver una pel\u00edcula espa\u00f1ola del 2012 que he decidido agregarla a mi lista de pel\u00edculas de negocios \ud83c\udfa6 (Que no son solo aquellas que<span class=\"excerpt-hellip\"> [\u2026]<\/span><\/p>\n","protected":false},"author":1,"featured_media":373240,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[1],"tags":[],"class_list":["post-373203","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - 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