Estruturação do setor comercial em uma empresa de gestão em saúde

Abstract

In the current scenario, where companies relentlessly pursue growth and sustainability, it is essential for them to adopt strategies to drive their development. In this context, the sales department plays a fundamental role, being responsible for boosting sales and expanding the customer base. A well-structured sales process constitutes an essential element for enhancing the efficiency and effectiveness of sales activities. It enables the optimization of available resources, ensuring their most efficient utilization. Moreover, a structured sales process ensures quality customer service, providing a solid foundation for building lasting relationships. By implementing strategies aimed at improving sales processes, the company can promote its growth and strengthen its position in the market. The present study aims to develop and implement an effective sales process, seeking to improve revenue and customer numbers in a healthcare management company in Natal/RN. To achieve this, an applied action research is conducted, employing an exploratory and combined approach that involves both quantitative and qualitative methods. The relevant theoretical concepts of strategic management, process management, information management, and sales are addressed as the theoretical foundation for the study's development. Based on the situational diagnosis of the company's sales department, an action plan is formulated to restructure and promote its growth. Finally, five actions are implemented, including the incorporation of new tools, methods, and processes. These measures aim to strengthen the department's performance, optimize efficiency, increase team productivity, and enhance customer service. As a result of the implemented changes, new clients are acquired, sales increase, and the company establishes its position in the market. The importance of a well-executed sales process for the healthy growth of the company and achieving consistent results is also emphasized.