Time Comercial: A Reunião Semanal que Todo Gestor Precisa Executar

Summary

This script outlines the essential meeting routines for a commercial manager, emphasizing five key types: daily, weekly, monthly, one-on-ones with team members, and peer meetings with other leaders. The focus is on fostering a strong team connection through operational reviews and goal-setting in weekly meetings, alongside critical training sessions. Methods like role play, call reviews, and Talcom are discussed for continuous development. A manager’s role is not just overseeing numbers but also nurturing and developing their team, ensuring skill growth and leadership within the sales environment.

Takeaways

• 😀 Weekly meetings are essential for commercial managers to build their routines and align their teams.
• 😀 The first part of the weekly meeting should focus on reviewing operational numbers, goals, and results.
• 😀 Connecting the team with the company's mission, vision, and senior management is crucial for raising awareness about daily operations.
• 😀 After reviewing numbers, the second part of the weekly meeting should focus on training and development for the team.
• 😀 Simple and effective training methods like role play and call reviews can be done without sophisticated tools like CRMs.
• 😀 Training should be integrated into the weekly meetings to maximize time efficiency, rather than having separate sessions for meetings and training.
• 😀 The manager should focus on developing leadership skills within the team, not just managing numbers and operations.
• 😀 Talcom, a method involving public presentations and book study groups, can enhance leadership and development within the team.
• 😀 Developing leaders within the commercial team is important to ensure growth beyond day-to-day tasks.
• 😀 Managers should regularly monitor the team's growth and encourage continuous learning, especially through practical activities like role plays and call reviews.
• 😀 A commercial manager's role is not just about giving feedback but also about actively developing and training the team to ensure their professional growth.

Q & A

What are the five types of meetings that a commercial manager should have in their routine?

The five types of meetings a commercial manager should have are: 1) A daily meeting with the team, 2) A weekly meeting with the team, 3) A monthly meeting with the team, 4) Individual One-on-One meetings with team members, and 5) Meetings with other leaders and peers.

Why is the weekly meeting considered the most important for a commercial manager?

The weekly meeting is crucial because it helps the manager establish routines, review operational numbers and goals, and ensure the team is aligned with the company's mission and objectives. It's the primary point for building awareness and setting goals for the coming week.

How is the weekly meeting divided?

The weekly meeting is divided into two parts: 1) Reviewing what happened in the week, including operational numbers, results, and goals, and 2) A training session to develop the team, which involves activities like role play, call review, or other developmental practices.

What is the purpose of the training segment in the weekly meeting?

The purpose of the training segment is to develop the skills of the salespeople, pre-salespeople, and coordinators. It helps enhance their capabilities through exercises like role-playing, call reviews, and presenting sales strategies, contributing to their professional growth.

What is the difference between training sessions and regular meetings?

Training sessions are dedicated to skill development and education, while regular meetings focus on operational reviews, goal setting, and team alignment. The distinction is important because training requires a specific focus to help individuals improve their performance, which isn't always possible in a general meeting.

How can the manager make training more efficient when faced with time constraints?

The manager can combine training with operational meetings by dedicating time within the same session for both. This avoids the inefficiencies of stopping the team multiple times during the week for separate meetings and training, helping maintain workflow continuity.

What are some simple, low-cost training methods that a commercial manager can use?

Some simple and low-cost training methods include role-playing, call reviews (listening to recorded calls and providing feedback), and Talcom (a presentation and peer feedback exercise). These methods help develop team skills without the need for expensive resources.

What challenges did a client face when separating meetings and training, and how was it resolved?

The client faced challenges in maintaining the team's rhythm when meetings and training sessions were conducted separately. The solution was to integrate both activities into one day to avoid breaking the team's flow, ensuring that they could focus on both operational updates and training without significant disruption.

How does the Talcom method contribute to leadership development within the team?

The Talcom method encourages team members to take on leadership roles by preparing and delivering presentations. This practice helps them grow beyond their immediate tasks and strengthens their ability to lead and mentor others, contributing to the overall development of leadership within the team.

What role does the commercial manager play beyond reviewing numbers and giving feedback?

Beyond reviewing numbers and providing feedback, the commercial manager is responsible for the technical development of the team. This involves regularly providing training, developing skills, fostering leadership potential, and ensuring the team aligns with the company’s strategic goals.