Estruturação do processo comercial baseado em previsibilidade de receita na Empresa Júnior do Curso de Engenharia de Produção da UFRN
This study, conducted through action research, addresses the issue of revenue predictability in a junior company, Produtiva Júnior, founded in 2009 by Production Engineering students. Created with the goal of applying the knowledge acquired in the classroom to a real business environment, the com...
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| Formato: | bachelorThesis |
| Idioma: | pt_BR |
| Publicado em: |
Universidade Federal do Rio Grande do Norte
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| Endereço do item: | https://repositorio.ufrn.br/handle/123456789/53462 |
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| Resumo: | This study, conducted through action research, addresses the issue of revenue
predictability in a junior company, Produtiva Júnior, founded in 2009 by Production
Engineering students. Created with the goal of applying the knowledge acquired in the
classroom to a real business environment, the company provides consulting services
to local businesses. The study identified the need for a structured sales process that
could overcome challenges such as high staff turnover and inexperience among team
members. The action research was conducted in several stages, including a detailed
analysis of the existing problem, the development and implementation of a sales
process based on revenue predictability methodologies. The implementation resulted
in a significant increase in efficiency and revenue predictability: with the definition of
Hunter and Closer roles, 500 qualified leads were generated, and a conversion rate of
leads into customers of 15% was achieved. After 4 years, an increase in revenue from
BRL 300,000.00 to BRL 1,200,000.00 and in the average ticket from BRL 6,118.00 to
BRL 21,429.00 was observed, and customer satisfaction, measured by the NPS,
improved from 76% to 87%. The implementation also resulted in clearer
communication among team members, greater efficiency in daily activities, and the
creation and implementation of indicators for clear and objective evaluation of
individual and collective performance. The study culminated in the construction of a
sales process that ensures revenue predictability and active prospecting potential for
Produtiva Júnior. |
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