Why is it beneficial for your reps to save time? We all know how important it is to optimise your business’s processes, from warehousing and stock management, through to accounting, invoicing etc.
Something that has been very apparent in recent years is the need to ensure our sales team are as optimised in their processes as the rest of the workforce. For too long, sales teams have done the job of selling with bare minimum information and relied mainly on their ability to build relationships and muster on through with out-dated stock figures.
There are a few areas that we at Blue Alligator have come to understand and can vastly improve a salesman’s performance whilst they are selling. Here’s a couple of our favourites.
Proper product information
But your reps should be experts on what they sell right? Well of course! But what about those new starters? Or that time you released 100 new products into your range? You need to ensure that product information can be available for reps all at once and in detail. What are its diameters? How much is available? What does it look like boxed/unboxed in the front room? All these bits of information need to get to the reps and the channel used to get this information to them must be streamlined.
Understanding customer setup
It’s an extremely common problem that 99% of our customers faced before coming on board. Pricing!
So many ERP systems differ in their setup, but almost all of them will allow you to dedicate certain pricing structures to customer accounts. This can provide a real issue to the salesman. Why? Because without knowing what their price brand is, or how much they paid before, they are going to have to either have the conversation with the customer or the office to gain the information. Resulting in an unprofessional, time-consuming task that can sit a customer on edge. Ensure that the tools your sales staff are using mimics the existing pricing structure that your office staff have.
Cut out pointless tasks/meetings
Admin tasks and some initial meetings can take a big chunk of time out of your day and therefore decrease the amount of time you spend selling to those higher-end clients. Using the right tools will save you more time, so you can focus on the more important tasks.
GoToMeeting is a great tool to use to manage your meetings and working schedule. This system will save you heaps of time and is easy to use and setup.
Deputy lets you manage your time accordingly and can notify your sales team when a task needs to be completed and assign new tasks.
Base allows you to track leads and existing sales. Up-to-date stats and reports increasing your time saved because of the ease of accessing data.