One of the doubts many people have is if it is worth hiring a commercial consultancy. After all, it is an outsider “guessing” in your company’s decisions.
In fact, what makes the consultancy worthwhile is exactly the fact of being an outsider giving guidelines on how you can improve your business.
For example, the managers and directors of your business have an insider’s view, and this biases decision making. Someone from the outside will be able to see from the customer’s perspective in a much easier way.
Understanding business consulting
Well, first of all, I will explain a little bit what a commercial consultancy is. This is a company specialised in the sales area that will evaluate your commercial processes to identify bottlenecks.
What do you mean? Imagine that your company’s salesperson does not have the sole and exclusive task of visiting clients and selling. He needs to discover new contacts, talk to the marketing team, plan the route etc.
There are many functions that a salesperson has. Well, considering this, imagine that the salesperson may have some attributions that could be eliminated.
It is very common in a company to have processes that do not add any value, but those who are inside the company are used to carrying them out.
How is the consultancy done?
The commercial consultancy is made in some stages. The first one is the analysis and diagnosis of the business. At this moment the whole sales process is analysed.
After diagnosing the problem, an action plan is made. This plan needs to be approved by the managers and directors of the company before being implemented.
Once approved, the team that will be responsible for the implementation will be trained to put it into action. Therefore, the next step is implementation.
Then, the consultant follows up to evaluate if the consultancy is really having the desired result. In case it is not, a new planning is designed.
Is it worth hiring a consultancy?
My opinion is that consultancy is good for any business. It is a way to see a process in a less vicious way. Know that vices are very common within an organisation.
When the choice of the professional is made correctly, there are many gains that consulting brings, such as increased productivity, time optimization and even an improvement in the quality of the work environment.
Therefore, if you are facing some problem with the sales of your business, consider hiring a professional who sees the problem from the outside. Have the humility to understand that no one knows everything.
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