The world is different, and outdated strategies no longer work. Today, innovation is knocking on our door every day, with constantly updated artificial intelligence. Those who are not connected with novelty, with originality, will fall behind. Therefore, it is necessary to change, it is also necessary to update the way of planning. After all, new times call for a new plan.
The speech above conveys the spirit that businesswoman, counselor, writer and speaker Tarsia Gonzalez brought to the dissemination of the strategic pillars of the 2025 planning of the giant Transpes, one of the largest logistics companies in the country, with 23 branches spread across the country and winner, for three consecutive years, of the Você S/A Award for Best Companies to Work for in Brazil.
According to Tarsia, the companies' commercial team needs to be aware of the changes, just like the Human Resources department: "the idea is that the company, as a whole, adopts a futuristic, bold stance, without neglecting the values that guide its growth." She outlines three key points of a strategic plan that will prepare companies for the future
First step: Process Standardization
When we talk about standardization, the goal is to create a structured pricing base and disseminate essential technical knowledge (tax, fiscal, routes, equipment, and operations) to the entire team. This causes the teams to work in unison, moving towards the same goals and using the same tools.
And how did you manage? Tarsia responds: "with the implementation of continuous training and tools that centralize strategic information, ensuring that the sales team is prepared to act with a consultative approach and empowered with reliable data."
Second step:Alignment between Commercial and Operations
Here, the goal is to ensure smooth integration between sales and operations, eliminating bottlenecks in handovers and creating synchronization in the cycle of acquisition, sales, and delivery. This movement reduces the chance of errors, delays, and especially helps maintain the quality of the entire production chain. How to do it? "Structuring alignment rituals (regular meetings and check-ins) between departments to anticipate challenges and adjust expectations, ensuring delivery and customer satisfaction," explains Tarsia.
Third step:Customer Engagement and Focus on Consultative Relationship
Overcoming clients' reluctance to provide feedback (NPS) and strengthening the business relationship with a consultative approach and engagement strategies is urgent in times of hyper-information and constant innovation. According to Tarsia, this is achieved by adopting personalized approaches such as targeted follow-ups, sharing results, and building clear value propositions that demonstrate tangible benefits for the client.
For the specialist, it's long overdue for Brazilian companies to understand that the world is the limit, and that only governance and standardization, combined with an open mind for the future, can boost the market and take Brazil to a different reality. It's more than ever to use the knowledge we already possess and the quality of our processes to lead our country to an innovative and prosperous position. I believe, and you?
