{"id":56577,"date":"2019-02-28T11:34:04","date_gmt":"2019-02-28T09:34:04","guid":{"rendered":"https:\/\/blog.salesflare.com\/sales-pipeline-management"},"modified":"2024-07-04T14:43:44","modified_gmt":"2024-07-04T12:43:44","slug":"sales-pipeline-management-pro","status":"publish","type":"post","link":"https:\/\/blog.salesflare.com\/es\/sales-pipeline-management-pro","title":{"rendered":"C\u00f3mo gestionar la cartera de ventas como un profesional"},"content":{"rendered":"<h1>C\u00f3mo gestionar la cartera de ventas como un profesional<\/h1>\n<h2 class=\"h2-subheader\"><strong>Masterclass de canalizaci\u00f3n de ventas: Sexta parte<\/strong><\/h2>\n<figure class=\"image regular\"><img decoding=\"async\" src=\"https:\/\/images.storychief.com\/account_481\/unsplash-image_22c44c0db069e7031a367326fc01c2e0_800.jpg\" alt=\"fotograf\u00eda de paisaje de una colina marr\u00f3n bajo un cielo azul vista a trav\u00e9s de la abertura de una tuber\u00eda de ventas metaf\u00f3rica\"><figcaption>Fot\u00f3grafo: <a href=\"https:\/\/unsplash.com\/@drewsal\" target=\"_blank\" rel=\"noopener noreferrer\">Drew Sal<\/a> | Fuente: <a href=\"https:\/\/unsplash.com\/\" target=\"_blank\" rel=\"noopener noreferrer\" class=\"translation-block\">Unsplash<\/a><\/figcaption><\/figure>\n<p class=\"translation-block\">Est\u00e1 generando m\u00e1s clientes potenciales B2B, <u><a href=\"\">calific\u00e1ndolos<\/a><\/u> activamente y reservando <u><a href=\"https:\/\/blog.salesflare.com\/es\/reuniones-de-ventas\">reuniones de ventas<\/a><\/u> con los clientes potenciales. Pero, \u00bfc\u00f3mo asegurarse de que no se pierde ning\u00fan dato importante durante el proceso de ventas y de que se hace un seguimiento de los progresos realizados con cada cliente potencial? Aqu\u00ed es donde entra en juego la gesti\u00f3n del proceso de ventas.<\/p>\n<blockquote><p><em class=\"translation-block\">Este post es la sexta parte de una nueva <a href=\"https:\/\/salesflare.com\/es\/masterclasses\/sales-pipeline\">Serie magistral sobre c\u00f3mo construir su canal de ventas<\/a>. Construir un <a href=\"https:\/\/blog.salesflare.com\/es\/proceso-de-ventas\">sales pipeline<\/a> s\u00f3lido es la clave #1 del \u00e9xito en ventas. Por eso hemos creado esta gu\u00eda indispensable paso a paso, para ense\u00f1arte a construir tu pipeline de la manera correcta. <\/em><\/p><\/blockquote>\n<p><em>- Jeroen Corthout, Cofundador <u><a href=\"https:\/\/salesflare.com\/es\">Salesflare<\/a><\/u><\/em>, <em class=\"translation-block\">un CRM de ventas f\u00e1cil de usar para peque\u00f1as empresas B2B<\/em><\/p>\n<p class=\"translation-block\">En esta sexta parte de la serie, le explicaremos c\u00f3mo <a href=\"https:\/\/blog.salesflare.com\/es\/mejor-software-de-gestion-de-clientes-potenciales\">gestionar eficazmente su canal de ventas<\/a> sin ahogarse en un mar de clientes potenciales.<\/p>\n<p class=\"translation-block\">\u00a0<\/p>\n<h2 id=\"fb3ti\">Cinco pasos para mejorar la gesti\u00f3n de la cartera de ventas<\/h2>\n<h3 id=\"3189i\"><strong>1. Visualice su canal de oportunidades <\/strong><\/h3>\n<p class=\"translation-block\">Es importante tener una visi\u00f3n general de tu <a href=\"https:\/\/blog.salesflare.com\/es\/proceso-de-ventas\">sales pipeline<\/a> si quieres ser capaz de optimizar tus recursos. Una visualizaci\u00f3n clara te permitir\u00e1 controlar tus oportunidades y trabajar de forma centrada, etapa por etapa.<\/p>\n<p class=\"translation-block\">Tambi\u00e9n ayuda a <a href=\"https:\/\/www.sweetprocess.com\/quality-control\/\">identificar r\u00e1pidamente las oportunidades de alta calidad<\/a>, indicando d\u00f3nde deber\u00eda esforzarse m\u00e1s para cerrar un trato.<\/p>\n<figure class=\"image large\"><img decoding=\"async\" src=\"https:\/\/d37oebn0w9ir6a.cloudfront.net\/account_481\/1-Pipeline_779ad0807ef9525948b3d69186dbb375.gif\" alt=\"Herramienta de gesti\u00f3n automatizada y visualizada de los flujos de ventas de Salesflare\"><figcaption class=\"translation-block\">Pantalla visual de gesti\u00f3n del canal de ventas de Salesflare<\/figcaption><\/figure>\n<p class=\"translation-block\">Empiece por organizar su <a href=\"https:\/\/blog.salesflare.com\/es\/proceso-de-ventas\" target=\"_blank\" rel=\"noopener noreferrer\">prospecci\u00f3n de ventas<\/a> seg\u00fan las siguientes etapas del proceso de ventas:<\/p>\n<ul>\n<li class=\"translation-block\">Leads (la primera vez que alguien aparece en su radar)<\/li>\n<li class=\"translation-block\">Contactado (la primera vez que se acerca y establece un contacto real)<\/li>\n<li class=\"translation-block\">Cualificaci\u00f3n (aqu\u00ed es donde se determina si el cliente potencial es adecuado para su negocio o no)<\/li>\n<li class=\"translation-block\">Propuesta realizada (a los que ha hecho una oferta formal)<\/li>\n<li class=\"translation-block\">Ganar\/Perder (operaciones ganadas y operaciones perdidas)<\/li>\n<\/ul>\n<p class=\"translation-block\">Para hacerlo a\u00fan mejor, puede a\u00f1adir etapas personalizadas para clasificar los prospectos que no pertenecen al pipeline activo.<\/p>\n<p class=\"translation-block\">Por ejemplo, si un cliente potencial menciona que necesitar\u00e1 su soluci\u00f3n en seis meses, clasif\u00edquelo en la categor\u00eda \"frigor\u00edfico\". Del mismo modo, si observas que un cliente potencial ha superado tu ciclo de ventas medio, clasif\u00edcalo en la categor\u00eda \"bloqueado\".<\/p>\n<p class=\"translation-block\">\u00a0<\/p>\n<h3 id=\"8ar88\"><strong>2. Centrarse en el siguiente paso y realizar un seguimiento de las tareas <\/strong><\/h3>\n<p class=\"translation-block\">Una vez que hayas identificado las oportunidades de baja, media y alta calidad, tienes que <u><a href=\"https:\/\/salesflare.com\/es\/feature2.html\">centrarte en preparar los siguientes pasos<\/a><\/u> para cada una de ellas. Ya sea haciendo un seguimiento por correo electr\u00f3nico o simplemente llam\u00e1ndoles por tel\u00e9fono para concertar una reuni\u00f3n de ventas, tienes que tener en mente al cliente potencial y alinear lo que sea necesario para que avance en el proceso.<\/p>\n<p class=\"translation-block\">Ahora bien, a medida que su pipeline crece, esto puede volverse dif\u00edcil. Muchos equipos de ventas acaban perdiendo oportunidades simplemente porque no hicieron un<a href=\"https:\/\/blog.salesflare.com\/es\/seguimiento-de-las-llamadas-de-ventas\"> seguimiento <\/a>o no fue oportuno.<\/p>\n<p class=\"translation-block\">Utilice un CRM <a href=\"\">f\u00e1cil de usar<\/a> para mejorar la gesti\u00f3n de las oportunidades de ventas. Cree tareas en las que deba centrarse a continuaci\u00f3n para cada cliente potencial bas\u00e1ndose en interacciones anteriores. El CRM tambi\u00e9n le ayudar\u00e1 a acceder f\u00e1cilmente a los datos que necesitar\u00e1 cuando llegue el momento de realizar estas acciones.<\/p>\n<figure class=\"image large\"><img decoding=\"async\" src=\"https:\/\/images.storychief.com\/account_481\/image1_3813aa673680da4489ce3ac4ea3d4c89_1000.png\" alt=\"Captura de pantalla de la pantalla de resumen de tareas de Salesflare para facilitar la gesti\u00f3n de la cartera de ventas\"><figcaption class=\"translation-block\">Pantalla de resumen de tareas del Salesflare<\/figcaption><\/figure>\n<p class=\"translation-block\">\u00a0<\/p>\n<h3 id=\"2d3h7\"><strong>3. Automatice el tesoro de informaci\u00f3n de su CRM<\/strong><\/h3>\n<p class=\"translation-block\">Consigue un CRM que extraiga autom\u00e1ticamente todos los datos necesarios de diferentes plataformas digitales como el correo electr\u00f3nico, las redes sociales, el sitio web, tu calendario y tu tel\u00e9fono. De este modo, no tendr\u00e1s que pasar interminables horas introduci\u00e9ndolo todo en el CRM para mantener actualizado tu pipeline y podr\u00e1s centrarte en dedicar tiempo a tus clientes potenciales.<\/p>\n<p class=\"translation-block\">Un CRM automatizado como Salesflare puede importar firmas de correo electr\u00f3nico para recopilar informaci\u00f3n de contacto, perfiles sociales y datos relacionados, mostr\u00e1ndole todas las interacciones que ha tenido hasta el momento con un cliente potencial.<\/p>\n<figure class=\"image large\"><img decoding=\"async\" src=\"https:\/\/d37oebn0w9ir6a.cloudfront.net\/account_481\/3-AddressBook_ccc9b3c38255e15a8cf8415f6abf18cd.gif\" alt=\"Captura de pantalla de la introducci\u00f3n autom\u00e1tica de datos del Salesflare\"><figcaption class=\"translation-block\">Entrada de datos automatizada del Salesflare<\/figcaption><\/figure>\n<p class=\"translation-block\">El f\u00e1cil acceso a todos los datos tambi\u00e9n le ayuda a controlar el inter\u00e9s de un posible cliente, los contactos que su equipo ha establecido en una empresa y mucho m\u00e1s.<\/p>\n<p class=\"translation-block\">Con todos los datos automatizados y en su lugar, tambi\u00e9n puede <a href=\"https:\/\/blog.salesflare.com\/es\/the-subtle-art-of-following-up-with-automation-67cc1f509c1c\">automatizar algunos de sus correos electr\u00f3nicos de rutina<\/a> a los prospectos una vez que alcanzan una cierta etapa en la tuber\u00eda.<\/p>\n<p><a href=\"https:\/\/blog.salesflare.com\/es\/automatizacion-de-ventas-saas-en-growth-hacking-your-business\" class=\"translation-block\">Automatizaci\u00f3n sobre automatizaci\u00f3n<\/a> \u00a1te har\u00e1 ganar m\u00e1s tratos en poco tiempo!<\/p>\n<p class=\"translation-block\">\u00a0<\/p>\n<h3 id=\"aqlab\"><strong>4. Hacer n\u00fameros<\/strong><\/h3>\n<p class=\"translation-block\">Una vez que tenga su <a href=\"https:\/\/blog.salesflare.com\/es\/mejor-software-de-seguimiento-de-ventas\">proceso de ventas rastreado en un CRM<\/a>, es hora de hacer n\u00fameros. Esto incluye examinar su <a href=\"https:\/\/blog.salesflare.com\/es\/lista-principal\">lista de prospectos<\/a> para identificar cu\u00e1ntos prospectos est\u00e1n calientes, calientes y fr\u00edos, el ciclo medio de ventas que est\u00e1 experimentando su canal de ventas, c\u00f3mo est\u00e1 afectando a sus objetivos de negocio y el n\u00famero real de acuerdos que est\u00e1 cerrando.<\/p>\n<figure class=\"image large\"><img decoding=\"async\" src=\"https:\/\/d37oebn0w9ir6a.cloudfront.net\/account_481\/5-Insights_a7f7657b59eac0c13a231eacb44fb435.gif\" alt=\"Captura de pantalla del panel Insights del Salesflare\"><figcaption class=\"translation-block\">Panel Insights del Salesflare<\/figcaption><\/figure>\n<p class=\"translation-block\">Pero adem\u00e1s de lo anterior, observe tambi\u00e9n el rendimiento de sus actividades de divulgaci\u00f3n y seguimiento. <a href=\"https:\/\/blog.salesflare.com\/es\/mejores-rastreadores-de-correo-electronico\">Rastrea los correos electr\u00f3nicos<\/a>, los clics en los enlaces y c\u00f3mo interact\u00faan los clientes potenciales con tu sitio web. Te ayudar\u00e1 a personalizar y optimizar su recorrido hasta la conversi\u00f3n.<\/p>\n<p class=\"translation-block\">\u00a0<\/p>\n<h3 id=\"3igbk\"><strong>5. Realice peri\u00f3dicamente un barrido de las tuber\u00edas <\/strong><\/h3>\n<p class=\"translation-block\">Es dif\u00edcil abandonar la filosof\u00eda de \"m\u00e1s es mejor\", y por eso la mayor\u00eda de los equipos de ventas dejan que todos sus clientes potenciales permanezcan en cartera durante mucho tiempo. Entre ellos se incluyen los clientes potenciales que han demostrado no merecer la pena y los que han superado con creces el ciclo de ventas medio.<\/p>\n<p class=\"translation-block\">Eche un vistazo a los datos de su CRM para identificar qu\u00e9 clientes potenciales no han respondido a ninguna de sus comunicaciones. Identifica a los clientes potenciales perezosos que solo consumen tu tiempo y tus recursos y elim\u00ednalos de tu canal de ventas.<\/p>\n<p class=\"translation-block\">Como regla general, contacta con ellos por \u00faltima vez. Env\u00edales un correo electr\u00f3nico r\u00e1pido para informarles de que los vas a retirar de tu lista y que, si est\u00e1n interesados, se pongan en contacto contigo.<\/p>\n<p class=\"translation-block\">\u00a0<\/p>\n<h3 id=\"cuaj9\"><strong>Conclusi\u00f3n: necesita una gesti\u00f3n del canal de ventas<\/strong><\/h3>\n<p class=\"translation-block\">Aunque son muchos los <a href=\"https:\/\/blog.salesflare.com\/es\/ventajas-de-la-crm\">beneficios<\/a> de la gesti\u00f3n del pipeline de ventas, <a href=\"https:\/\/hbr.org\/2015\/01\/companies-with-a-formal-sales-process-generate-more-revenue\" target=\"_blank\" rel=\"noopener noreferrer\">44% de los ejecutivos<\/a> creen que su empresa es ineficaz al respecto. Admiten haber perdido grandes oportunidades debido a su incapacidad para poner en pr\u00e1ctica los datos de forma eficaz.<\/p>\n<p class=\"translation-block\">En pocas palabras, la gesti\u00f3n de la cartera de ventas es como mantener limpio el espacio de trabajo. Te mantiene productivo y centrado en lo que m\u00e1s importa.<\/p>\n<p class=\"translation-block\">As\u00ed que, sea cual sea la fase en la que se encuentre su empresa, haga de la gesti\u00f3n de su canal de ventas un proceso activo. Al fin y al cabo, son los datos los que determinan el crecimiento de tu empresa.<\/p>\n<p><em class=\"translation-block\">\u00bfListo para mejorar la gesti\u00f3n de tu pipeline de ventas? Pues no te olvides de sintonizarnos la semana que viene para <a href=\"https:\/\/blog.salesflare.com\/es\/tecnicas-de-cierre\">la S\u00e9ptima Parte de nuestra Masterclass de Canal de Ventas: How To Ace Your Sales Negotiations Using Proven Closing Techniques<\/a>. \u00bfNecesita un repaso? Vuelva atr\u00e1s y lea <u><a href=\"\">la Quinta Parte: Lead Qualification: C\u00f3mo calificar sus clientes potenciales B2B y mejorar su proceso de ventas<\/a><\/u>.<\/em><\/p>\n<blockquote><p class=\"translation-block\">\"Salesflare mejora mi estado de \u00e1nimo, ya que puedo ver las victorias. Y me alert\u00f3 de la falta de oportunidades en fase inicial\".<\/p>\n<h6>Simon Lovegrove, Lovegrove Service Ltd.<\/h6>\n<\/blockquote>\n<p>\n    <figure class=\"image strchf-type-image regular strchf-size-regular strchf-align-center\">\n      <a href=\"https:\/\/salesflare.com\/es\">\n        <picture>\n          <source \n            srcset=\"https:\/\/lib.salesflare.com\/images\/sf-blog-footer-transparent-800.avif 1x,                     https:\/\/lib.salesflare.com\/images\/sf-blog-footer-transparent-1600.avif 2x\" \n            type=\"image\/avif\" \/>\n          <source \n            srcset=\"https:\/\/lib.salesflare.com\/images\/sf-blog-footer-transparent-800.png 1x,                     https:\/\/lib.salesflare.com\/images\/sf-blog-footer-transparent-1600.png 2x\" \n            type=\"image\/png\" \/>\n          <img decoding=\"async\" \n            src=\"https:\/\/lib.salesflare.com\/images\/sf-blog-footer-transparent-800.png\" \n            srcset=\"https:\/\/lib.salesflare.com\/images\/sf-blog-footer-transparent-800.png 1x,                     https:\/\/lib.salesflare.com\/images\/sf-blog-footer-transparent-1600.png 2x\" \n            alt=\"Prueba el CRM de Salesflare\" \/>\n        <\/picture>\n      <\/a>\n    <\/figure><br>\n<em class=\"translation-block\">Esperamos que te haya gustado este post. Si es as\u00ed, \u00a1dif\u00fandelo!<\/em><\/p>\n<p class=\"translation-block\">\ud83d\udc49<em> Puedes seguir a @salesflare en<\/em> <em><u><a href=\"https:\/\/twitter.com\/salesflare\">Twitter<\/a><\/u><\/em>, <em><u><a href=\"https:\/\/www.facebook.com\/salesflare\/\">Facebook<\/a><\/u><\/em> <em>y<\/em> <em><u><a href=\"https:\/\/be.linkedin.com\/company\/salesflare\">LinkedIn<\/a><\/u><\/em>.<\/em><!-- Fin strchf script --><\/p>","protected":false},"excerpt":{"rendered":"<p>Mejore su proceso de ventas con la gesti\u00f3n de la cartera de pedidos. Este art\u00edculo presenta una gu\u00eda paso a paso sobre la gesti\u00f3n de tu pipeline de ventas de principio a fin.<\/p>","protected":false},"author":14,"featured_media":56585,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"wl_entities_gutenberg":"","_crdt_document":"","footnotes":""},"categories":[183,62],"tags":[91,179],"wl_entity_type":[122],"class_list":["post-56577","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-masterclass","category-sales","tag-sales","tag-sales-pipeline","wl_entity_type-article"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.5 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Sales Pipeline Management: A Better Sales Flow From Start To Finish<\/title>\n<meta name=\"description\" content=\"Improve your sales process with sales pipeline management. 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