In any situation where the UAE company's success depends on the coordinated work of a variety of employees and the division of labor, it is possible to build a sustainable business system. The narrow profile orientation and effective interaction of personnel in the sales department provides proper control and reliability of the existing business model – be it in UAE or globally. In contrast, the use of versatile managers in the sales department leads to continuous dependence on their mood, self-willed behavior of the staff, and a complete lack of control. In the worst case scenario, it is possible that they will leave your company and go on to copy your business model and steal your customer base.
Above all, this is a very important point: there will always be sales staff with limited specialization in the labor market, regardless of the prevailing market conditions. This type of labor force is much cheaper than multi-tasking managers. They are loyal to their employer, and the level of professionalism in the private sector can be massively improved in a relatively short period.
Organizing of your sales department and the entire system in the UAE by involving specialists means that your managers can achieve certain results in sales even during the initial stages, in their first days and weeks at your company. The main point is that they don’t have to know all the subtleties and nuances of sales to achieve a positive result. A newly hired sales department employee will be much more useful to the company if he makes a list of potential customers, makes cold calls to identify key persons for the negotiation, establishes preliminary contacts and makes an appointment.
In the next stage of the work, he can carry out preliminary interviews with clients to gather the necessary information and update the customer database. Most important is that the newly hired employees cannot cause damage to your business reputation and are under the supervision of a senior mentor.
On the basis of the collected information, the head of the UAE sales department can conduct a thorough analysis of the customer base and identify the most promising areas of work. Prospective customers are allocated in a separate category for further negotiations. The manager or supervisor can schedule a meeting which will be attended by commercial employees and technical department experts. If the customer has a certain capacity and represents significant commercial interest in the company, it is necessary to involve experienced negotiators who can work with the objections and convince the customer of the benefits of the deal.
A key negotiator can be a representative of the management or a specialist from the relevant technical unit. For example, it may be the chief engineer, his deputies, or the head of the sales department. Participation of such a specialist depends on the business requirements. An experienced negotiator should be involved from the very beginning of identifying the needs and expectations of the customer. Later, when such needs are identified, a technical specification which takes into accounts the main objectives and interests of the potential client is prepared.
After these preliminary activities, the meeting with a potential client is conducted, and the negotiating group prepares and presents an offer. The next stage is the coordination of the technical component and the financial terms of the deal. At this stage, it is time for an experienced negotiator to close the deal and persuade the client to sign the contract. Managers involved in such negotiations obtain valuable experience about making key negotiations and can easily learn the technical side of the business.
And finally, the most important advantage of an alternative specialized system of UAE sales department is the ability to create groups of negotiators in different proportions. It is not necessary to involve an equal number of specialists and managers for the success of the negotiation process. On the contrary, one experienced negotiator can effectively communicate with several sales managers. Even if there is only one truly experienced negotiator in your team, it will be enough to build an effective, and more importantly profitable, sales business model.
For further details please visit the respective section on our page on sales courses.