{"id":15295,"date":"2025-05-23T07:28:42","date_gmt":"2025-05-23T07:28:42","guid":{"rendered":"https:\/\/improven.com\/?p=15295"},"modified":"2025-06-18T08:26:24","modified_gmt":"2025-06-18T08:26:24","slug":"como-mejorar-tu-estrategia-comercial-para-ganar-clientes","status":"publish","type":"post","link":"https:\/\/improven.com\/cat\/marketing\/com-millorar-la-teva-estrategia-comercial-per-a-guanyar-clients\/","title":{"rendered":"El valor d'una estrat\u00e8gia comercial ben dissenyada: claus per a impulsar el teu creixement"},"content":{"rendered":"<p class=\"wp-block-paragraph\">En Improven sabem que una estrat\u00e8gia comercial ben definida pot marcar la difer\u00e8ncia entre una empresa que creix de forma sostinguda i una que simplement sobreviu. Flor Barone, S\u00f2cia i Gerent de m\u00e0rqueting, vendes i estrat\u00e8gia (i tamb\u00e9 s\u00f2cia en Improven), comparteix les claus que han ajudat moltes companyies a millorar els seus resultats comercials amb un enfocament realista i accionable.<\/p>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" title=\"5 Claves para potenciar tu estrategia comercial y aumentar el margen de tu empresa\" width=\"800\" height=\"450\" src=\"https:\/\/www.youtube.com\/embed\/tPnFwW986mo?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe>\n<\/div><\/figure>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Cinc punts essencials per a una estrat\u00e8gia comercial efectiva<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Des de la nostra experi\u00e8ncia acompanyant a empreses de totes les grand\u00e0ries, hi ha cinc grans pilars que no poden faltar si vols que la teva \u00e0rea comercial generi valor, i ho faci de manera constant:<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Definir una estrat\u00e8gia clara<\/strong>:<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Tot part de tenir clar cap a on anem. Quin \u00e9s l'objectiu comercial? Quin tipus de client volem atreure? Quins segments de mercat ens interessen? \u00c9s sorprenent la quantitat d'empreses que, fins i tot sent grans, no tenen ben definida aquesta part. Per exemple, si vols obrir mercat a It\u00e0lia, tens perfils que parlin itali\u00e0 o coneguin aquest entorn? Aquesta primera definici\u00f3 \u00e9s el far que guia la resta de decisions.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Revisi\u00f3 dels processos comercials<\/strong>:<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">No n'hi ha prou amb tenir un pla; cal veure com s'est\u00e0 executant en el dia a dia. Acompanyem als equips comercials en les seves visites per a observar de primera m\u00e0 com treballen. Des d'aqu\u00ed, detectem oportunitats de millora reals. Per exemple, molts comercials perden entre el 30% i el 40% del seu temps en tasques administratives. Aix\u00f2 \u00e9s un cost d'oportunitat enorme. Revisar i automatitzar aquests processos t\u00e9 un impacte directe en l'efici\u00e8ncia i el marge.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Tenir l'equip adequat<\/strong>: <\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">El tipus de client i de mercat al qual vols arribar determina el tipus de perfil comercial que necessites. Vols grans comptes? Necessites un Key Account Manager. Vols obrir nous mercats? Et far\u00e0 falta un perfil m\u00e9s \u201chunter\u201d. El teu objectiu \u00e9s mantenir relacions amb clients actuals? Llavors necessites m\u00e9s farmers. L'equip ha d'estar format no sols en t\u00e8cniques tradicionals, sin\u00f3 tamb\u00e9 en vendes consultives i t\u00e8cniques, que s\u00f3n cada vegada m\u00e9s necess\u00e0ries.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Adaptar les compet\u00e8ncies comercials<\/strong>:<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">La venda ha canviat. Ja no n'hi ha prou amb tenir do de gents. Avui es necessita un enfocament m\u00e9s t\u00e8cnic i consultiu. Moltes empreses no estan formant als seus equips en noves habilitats com l'\u00fas d'eines digitals, l'an\u00e0lisi de dades o la venda de solucions integrals. Aquesta falta d'actualitzaci\u00f3 impacta directament en els resultats.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Comptar amb eines i sistemes de retribuci\u00f3 ben alineats<\/strong>:<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">El sistema d'incentius \u00e9s una de les eines m\u00e9s poderoses per a alinear a l'equip comercial amb l'estrat\u00e8gia. No es tracta nom\u00e9s de premiar per volum de vendes, sin\u00f3 tamb\u00e9 per objectius estrat\u00e8gics: introduir un nou producte, captar clients clau, desenvolupar un nou segment. Establir una retribuci\u00f3 variable que combini objectius mensuals i trimestrals pot alinear millor a l'equip i fomentar comportaments que realment aportin valor.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Com millorar el marge i l'estrat\u00e8gia comercial? Quatre palanques clau<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Una vegada definides les bases de l'estrat\u00e8gia comercial, el seg\u00fcent pas \u00e9s optimitzar el marge. Per a aix\u00f2, Flor destaca quatre grans palanques:<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Optimitzaci\u00f3 de processos<\/strong>: <\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Reduir el temps invertit en tasques poc productives i enfocar-lo en activitats d'alt valor t\u00e9 un impacte directe en el marge.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Pol\u00edtica de pricing<\/strong>: <\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Moltes empreses apliquen preus i descomptes sense una l\u00f2gica clara, basada en el valor real del client o el seu potencial. Revisar aquesta pol\u00edtica des d'un enfocament estrat\u00e8gic pot suposar una millora de diversos punts en el marge.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>An\u00e0lisi del retorn en accions de m\u00e0rqueting i promocions<\/strong>: <\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">S'est\u00e0 mesurant realment l'impacte de cada promoci\u00f3 o inversi\u00f3? Sense un mesurament clar del retorn, \u00e9s dif\u00edcil saber si s'estan prenent les decisions correctes.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Revisi\u00f3 del mix de productes<\/strong>: <\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">La combinaci\u00f3 de productes venuts pot influir directament en el marge. A vegades, petits ajustos en el mix generen millores substancials.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Conclusi\u00f3: estrat\u00e8gia, equip, processos i focus<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Millorar el rendiment i l'estrat\u00e8gia comercial de la teva empresa no \u00e9s nom\u00e9s q\u00fcesti\u00f3 de vendre m\u00e9s. \u00c9s q\u00fcesti\u00f3 de tenir una estrat\u00e8gia clara, els processos alineats, l'equip format i motivat, i un mesurament constant de l'impacte de cada acci\u00f3. En Improven, ho fem bra\u00e7 a bra\u00e7 amb els equips, adaptant les solucions a la realitat de cada empresa i mesurant l'impacte des del minut un.<a href=\"https:\/\/improven.com\/cat\/contacte\/\" target=\"_blank\" rel=\"noreferrer noopener\">Escriu-nos<\/a> i veiem per on comen\u00e7ar!<\/p>","protected":false},"excerpt":{"rendered":"<p>En Improven sabemos que una estrategia comercial bien definida puede marcar la diferencia entre una empresa que crece de forma sostenida y una que simplemente sobrevive. Flor Barone, Socia y Gerente de marketing, ventas y estrategia (y tambi\u00e9n socia en Improven), comparte las claves que han ayudado a muchas compa\u00f1\u00edas a mejorar sus resultados comerciales [&hellip;]<\/p>","protected":false},"author":42,"featured_media":15296,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[32,19],"tags":[],"class_list":["post-15295","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-actualidad","category-marketing"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v21.2 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>C\u00f3mo mejorar tu estrategia comercial para ganar clientes<\/title>\n<meta name=\"description\" content=\"Descubre las claves de una estrategia comercial efectiva para generar ventas, mejorar m\u00e1rgenes y alinear tu equipo con los objetivos\" 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