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Summary
TLDRCláudio, the director of Factory Softwares, introduces the concept of 'predictable sales' in this video. He explains how analyzing historical sales data can forecast future outcomes, using the example of a company aiming for a monthly sales target. By understanding conversion rates at each stage of the sales funnel, one can calculate the number of proposals needed to meet sales goals. Predictive analysis also helps in estimating the time for proposal-to-order conversion and determining the average ticket size to calculate new customer acquisition needs. This approach aids managers in making informed decisions, enhancing sales processes.
Takeaways
- 📚 The video is about predictable sales, a concept in management to apply in the industry of scaffolding companies.
- 🔧 It introduces the concept of 'preventive maintenance of production' as an analogy to understand predictable sales, which is about regularly monitoring machine components to anticipate maintenance needs.
- 📈 Predictable sales involve analyzing historical sales data to anticipate adjustments or predict future events, aiming for a more controlled sales process.
- 🎯 An example is given where a scaffolding company has a sales target of 250,000 reais per month, and the sales team missed the target in the last month.
- 📊 The script explains how to use historical conversion rates at different stages of the sales funnel to determine if the current proposals will meet the sales target.
- ✅ With a conversion rate of 25% for proposals to orders, the script calculates that 1 million in proposals is needed to hit the 250,000 reais sales target.
- 🕒 Predictive analysis is also used to determine the time it takes for proposals to convert to orders, which can affect the timing of meeting sales targets.
- 💰 The average ticket size of customer purchases is identified as a key metric to calculate the number of new customers needed to meet sales targets.
- 📝 The script suggests using predictive analysis to calculate the number of new contacts that should be made, based on conversion rates and customer acquisition costs.
- 📚 The importance of understanding sales funnel concepts, conversion rates, average ticket size, and customer acquisition costs is emphasized for effective sales management.
- 🔗 The video encourages viewers to check out other videos for more information on these concepts and to subscribe for updates on future videos.
Q & A
What is the main topic of the video script?
-The main topic of the video script is 'predictable sales' and how it relates to the concept of 'preventive maintenance' in production, with a focus on applying these concepts to the management of a sales industry.
What is the concept of 'preventive maintenance of production' mentioned in the script?
-The concept of 'preventive maintenance of production' refers to the regular monitoring of the state of machine components to anticipate the need for maintenance, thus avoiding unnecessary maintenance actions.
What does 'predictable sales' mean in the context of the script?
-'Predictable sales' in the script means analyzing sales components based on historical data to anticipate the need for adjustments or even predict future events, aiming to make sales forecasts based on past performance.
What is an example scenario provided in the script to illustrate the concept of 'predictable sales'?
-The example scenario is a sales industry with a monthly sales target of 250,000 reais. The script discusses how, with historical data showing conversion rates at various stages of the sales process, one can predict whether the current proposals will be sufficient to meet the sales target.
What is the sales conversion rate mentioned for proposals in the example?
-In the example, the sales conversion rate for proposals is 25%.
How does the script suggest calculating the volume of proposals needed to meet a sales target?
-The script suggests dividing the sales target by the conversion rate to find out the volume of proposals needed. For instance, dividing 250,000 by 25% gives a proposal volume of 1,000,000.
What is the purpose of predictive analysis mentioned in the script?
-The purpose of predictive analysis in the script is to help determine how long it takes for a proposal to be converted into an order, to understand the average ticket size of customer purchases, and to calculate how many new customers or contacts are needed to meet sales targets.
What is the interval mentioned for the conversion of proposals to orders in the script?
-The script mentions an interval of 45 days for the conversion of proposals to orders based on historical data.
How can the average ticket size help in achieving sales targets according to the script?
-The average ticket size can help in calculating how many new customers are needed to achieve sales targets, based on the conversion rates and the historical cost of acquiring customers.
What is the script's stance on the value of predictive analysis in managing a sales industry?
-The script posits that predictive analysis is a valuable tool in managing a sales industry, as it can help identify demands, risks, opportunities, and strengths or weaknesses in the sales process, thereby assisting managers in making decisions.
How can viewers get more information on related concepts like sales funnel, conversion rate, and customer acquisition cost?
-Viewers can get more information on related concepts by watching other videos on the channel, as suggested in the script, and clicking on the provided link.
Outlines
👋 Introduction to Predictive Sales
Cláudio, director of Factory Softwares, introduces the concept of Predictive Sales. He asks if the viewers are familiar with it and encourages them to stay tuned for a five-minute video on management concepts applicable to the window and door industry.
🔍 Understanding Predictive Sales
Predictive Sales is explained through an analogy to predictive maintenance in manufacturing. By periodically assessing machine components to preemptively address maintenance needs, predictive sales similarly uses historical data to anticipate and adjust sales strategies, aiming to forecast future events.
📊 Example of Predictive Sales Analysis
An example is given to clarify the concept: if a company has a monthly sales target of 250,000 reais but missed it last month, they can use historical data on proposals, negotiations, and conversion rates (40%, 30%, and 25% respectively) to determine if their current proposals will meet the target. They need 1 million in proposals to achieve 250,000 in sales.
⏳ Predictive Analysis Timing
Predictive analysis can also determine how long it takes for proposals to convert into orders. If it typically takes 45 days to close a deal, even with 1 million in proposals this month, the target may not be met next month. The analysis helps understand the timing needed to achieve sales goals.
💰 Customer Metrics in Predictive Analysis
Using predictive analysis, companies can calculate the average purchase value and determine how many new customers are needed to meet sales targets. This involves assessing the number of new contacts required based on conversion rates and the necessary investment, considering the customer acquisition cost.
📈 Importance of Predictive Analysis in Sales Management
Predictive analysis is valuable in managing a sales pipeline. While statistics alone don't guarantee success, they help identify demands, risks, opportunities, and areas for improvement. This aids managers in making informed decisions. Viewers are encouraged to watch related videos for more information and to subscribe for updates.
Mindmap
Keywords
💡Predictable Sales
💡Maintenance
💡Sales Funnel
💡Conversion Rate
💡Historical Data
💡Sales Proposal
💡Sales Target
💡Predictive Analysis
💡Average Ticket
💡Customer Acquisition Cost
💡Sales Management
Highlights
Introduction to the concept of predictable sales by Cláudio, the director of Factory Softwares.
Comparison of predictable sales to the concept of preventive maintenance in production, common in Minas Gerais.
Emphasis on the importance of using historical data to anticipate the need for adjustments in sales strategies.
Explanation of how predictable sales can help understand the sales funnel and conversion rates at each stage.
Example given: A sales industry with a monthly target of 250,000 reais and the importance of meeting this target.
Illustration of how to calculate the number of proposals needed to meet sales targets based on conversion rates.
Discussion on the use of predictive analysis to determine the time it takes for proposals to convert into orders.
Highlighting the importance of understanding the average ticket size of customer purchases for sales forecasting.
Insight on calculating the number of new customers needed to meet sales targets based on the average ticket size.
Explanation of how to determine the number of new contacts required to achieve sales objectives using conversion rates.
Discussion on the necessity of understanding the customer acquisition cost based on historical data.
Emphasis on the value of predictive analysis in managing a sales industry and its impact on decision-making.
Mention of the limitations of statistical calculations and the importance of analysis in identifying opportunities and risks.
Encouragement for viewers to subscribe for updates on future videos on the channel.
Invitation for viewers with questions to leave comments for further discussion.
Closing remarks with a warm farewell and anticipation for the next video.
Transcripts
o Olá meu nome é Cláudio gravar esse foi
o diretor da Factory softwares e nesse
vídeo iremos falar sobre venda
previsível Você já escutou esse tempo
sabe do que se trata não então fique
conosco Durante os próximos cinco
minutos e acompanhe mais um vídeo sobre
conceitos de gestão para aplicar em sua
indústria de esquadrias e
um conceito bastante conhecido na
indústria e que Talvez possa nos ajudar
a entender esse indicador é a manutenção
previsível de produção em Minas Gerais
ela é o acompanhamento periódico do
estado dos componentes da máquina de
modo a antecipar a necessidade de
manutenção esses componentes evitando o
cursos e acções de manutenção de
componentes sem necessidade havendo a
previsível segue basicamente o mesmo
conceito analisar os componentes de
venda com base nos dados históricos para
antecipar a necessidade de ajustes ou
mesmo prever eventos futuros ou seja
venda previsível busca analisar e
aproveitar os dados históricos para
realizar previsões sobre os resultados
Vamos a um exemplo para facilitar a
compreensão supondo que sua indústria de
esquadrias tem uma meta de vendas de 250
mil reais por mês e que o último mês sua
equipe de vendas não bateu a meta
e você sabe que a diversas propostas e
negociação algumas bem aquecidas mas
como saber se as suas propostas serão o
suficiente para bater a meta se tivermos
dados de um histórico correto e
confiável coletado ao longo do tempo e
nos mostre que sua indústria possuo
sumiu de venda baseado nas etapas
contato negociação proposta e pedido e
que sua taxa de conversão para cada uma
delas é de quarenta por cento trinta por
cento e vinte e cinco por cento
respectivamente já temos condições de
analisar se suas propostas são
suficientes para atingir a meta se
sabemos que 25 porcento das nossas
propostas são convertidas em pedidos
podemos fazer a coaching Versa para
descobrir qual o valor de proposta
precisamos para atingir a meta de venda
de 250.000 basta dividirmos os 250.000
de meta pelos 25 porcento
é de conversão e teremos o volume de
proposta que precisamos para atingir a
meta ou seja um milhão Isso significa
que se não tivermos um milhão em
propostas emitidas não atingiremos a
meta de 250.000 de pedidos colocados
podemos utilizar a análise preditiva
também para analisar Quanto tempo demora
para acontecer a conversão de proposta
para pedido pois se o histórico mostra
que temos o intervalo de 45 dias para
fechamento do pedido ainda que tenhamos
um milhão em propostas emitidas Se todas
forem emitidas este mês não alcançaremos
a metro mês seguinte pois os resultados
começaram a aparecer daqui a 45 dias
para análise preditiva também pode ser
útil levantar Qual é o ticket médio de
compra de seus clientes e com base nisso
calcular quantos novos clientes serão
necessários para atingir as metas de
vendas
o E então calcular quantos novos
contatos deverão ser realizados para
alcançar esse objetivo baseados nas
taxas de conversão e até mesmo
investimento necessário baseado no
histórico de custo de aquisição de
clientes se ficou alguma dúvida com
relação aos conceitos de funil de venda
taxa de conversão tíquete médio o custo
de aquisição do cliente não deixe de
conferir nossos outros vídeos sobre
esses assuntos clicando no link abaixo
de fato análise preditiva é uma
ferramenta de grande valor na gestão de
um minuto de esquadrias cálculo
estatísticas não garantem o sucesso do
negócio porém através de análises é
possível identificar demandas riscos
oportunidades acertos e falhas do
processo de vendas auxiliando o gestor
em suas decisões gostou clique em
inscrever-se para ser notificado dos
próximos vídeos postados em nosso canal
ficou com alguma dúvida
e deixe seu comentário um forte abraço e
até a próxima a
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