Blog
How can you use Mobile Sales Enablement to animate and improve the efficiency of your indirect sales?
In B2B, it is common for companies to rely on resellers or partners to promote and sell a product or service offering. However, mastering the indirect sales channel can sometimes prove to be complex when it comes to commercial references, sales arguments, knowledge of the offer or the proposed range. You then need to animate this channel in an efficient and relevant way to guarantee a good alignment of values, objectives and sales strategies. But this takes time and energy. That's why Mobile Sales Enablement will help you improve the way you work.
Sales Enablement: train and support your distributors
A third-party distributor does not only sell your products. He may offer products from your competitors or different products. It is therefore essential to make sure that they are aware of them and that they can promote them without having to search for information on the subject. From the moment your distributor has to undertake a research action to sell better, there is a risk of dispersion of information.
They may give up, get bored or not take the time to do so. That's why it's important to know what you offer. We sell better what we like, what we believe in and what we know. From there, it's up to you to implement strategies that integrate training, documentation and support with a Mobile Sales Enablement tool.
This tool allows you to focus on the key features and your competitive advantages to encourage your partner to value your offer and create a win-win relationship with your indirect sales force.
Perceived image: a human lever to control
Motivating a distributor requires a real strategy that goes beyond financial incentives. If they believe in your product, trust your brand and feel at ease with your representatives sales reps, these are all assets that can make a difference.
A sales app, on a tablet, is a tool that can turn the tables in your favor. This is what we call sales enablement. You are perceived as more innovative, more dynamic, more modern and therefore more likely to produce a high quality offer. Your mobile sales enablement solution will allow you to build a real and lasting relationship with your partners. Emotional intelligence, human contact and the impact of a mobile tool facilitating the distributor's work are levers you can rely on to work well.
A continuous improvement process
A network of distributors is a godsend for getting concrete and relevant information from the field. This information can be used by your sales force or your marketing department to improve your offer, your arguments or your approach. This permanent feedback helps you understand and listen to customers without being on the front line. A winning practice, both in terms of content (features, product or service benefits) and form (adapting sales materials, updating data and sharing qualitative and quantitative information).
The usefulness of your customer's business information:
By having commercial information on the end customer (i.e. your distributors) through statistics and data that can be consulted in real time, you are able to refine your strategy and share high value-added data that will be analyzed by marketing. This data is the "Google Analytics" of the sales representative. The latter has a privileged access to the field through its distributors. Information rich in meaning to optimize your sales strategy, which will be brought back to you by a tool equipped with your teams at all times. In the end, you and your teams will save time and be more efficient.
Relational approach & sales enablement
Creating a unique link with your distributors also requires regular communication with the company you represent. Invitations to events, product tests or previews, formal and informal communication on current news or upcoming novelties, human contacts or push notifications, it is important not to neglect this relational approach. Animating and improving the efficiency of your direct sales is therefore a recurring task to perform well. A task that will be facilitated and optimized thanks to Mobile Sales Enablement.
If you liked this article, I invite you to download our white paper: "KPI & ROI of Sales Enablement
" and to contact us.
Other articles that might interest you:
