Recentemente, em um evento interno da empresa, tive a oportunidade de ouvir um discurso de abertura de Sarah Furness, ex-piloto de helic\u00f3ptero de combate do ex\u00e9rcito brit\u00e2nico.<\/p>\n
A apresenta\u00e7\u00e3o dela foi muito impressionante e trouxe muitas li\u00e7\u00f5es para refletir. Uma que me chamou a aten\u00e7\u00e3o em especial foi a que ela usou para falar sobre "...simplesmente pilotar o avi\u00e3o..." em situa\u00e7\u00f5es de crise, uma mensagem muito importante em momentos de estresse e ansiedade: concentrar-se na opera\u00e7\u00e3o mais b\u00e1sica e essencial que voc\u00ea pode realizar e para a qual foi treinado.<\/p>\n
Embora haja muito o que analisar pessoalmente sobre esse conceito, acredito que, aplicando-o ao nosso setor, significa que, em meio a toda a complexidade da gest\u00e3o de canais, do digital, da consolida\u00e7\u00e3o e assim por diante, tudo se resume \u00e0 rela\u00e7\u00e3o entre o veterin\u00e1rio e a empresa, e mais especificamente ao vendedor que gerencia essa rela\u00e7\u00e3o da melhor forma poss\u00edvel.<\/p>\n
Nossa pesquisa na Brakke sobre a efic\u00e1cia da for\u00e7a de vendas demonstra que a "confian\u00e7a" \u00e9 o aspecto mais importante na escolha de um fornecedor.<\/p>\n
Na minha opini\u00e3o, "apenas pilotar o avi\u00e3o" significa simplesmente gerir bem a rela\u00e7\u00e3o b\u00e1sica com os veterin\u00e1rios, e coisas boas acontecer\u00e3o.<\/p>\n
Paul Casady, Consultor S\u00eanior<\/em><\/p>","protected":false},"excerpt":{"rendered":" Recently at an internal company event, I had the opportunity to hear a keynote speech from Sarah Furness, a former combat helicopter pilot for the British army. Her presentation was very impressive, and there were a lot of takeaways to think about. One that resonated with me especially was in a crisis in the pilot\u2019s seat, she talked about \u201c\u2026just flying the plane\u2026\u201d which was a message around in times of stress and anxiety- focusing on the most basic important operation you can do, and are trained to do. While there is a lot to unpack personally around this concept, I believe that applying that in our industry, it means with all the noise of channel management, digital, consolidation and so on, it still comes down to the relationship between a veterinarian and a company, and more specifically the salesperson managing that relationship to its best outcome. Our research at Brakke on sales force effectiveness demonstrates that \u2018trust\u2019 is the most important aspect when choosing a supplier. In my view, \u2018just fly the plane\u201d means just manage the basic relationship with veterinarians in a good way, and good things will happen. Paul Casady, Senior Consultant<\/p>","protected":false},"author":19,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_et_pb_use_builder":"","_et_pb_old_content":"","_et_gb_content_width":"","footnotes":"","_links_to":"","_links_to_target":""},"categories":[43],"tags":[],"class_list":["post-36935","post","type-post","status-publish","format-standard","hentry","category-viewpoints"],"acf":[],"yoast_head":"\n