Blog
How to accompany and control your distributors' speech with Mobile Sales Enablement?
Whether in B2B or B2C, indirect sales is a sales channel that can sometimes be difficult to master. Integrating intermediaries into a workflow presents as many challenges as opportunities, because it's important to ensure that the information delivered by your distributors is consistent. This means sharing the same values, the same tone and the same sales reps arguments to ensure consistency, especially if the same customer is in contact with your brand through several different channels or representatives. This is a daunting task, as it involves excellent communication, updates that need to be shared quickly, training that needs to be relevant, and a global approach that is highly strategic and necessarily costly. Fortunately, Mobile Sales Enablement is here to help.
Turn the tablet into a sales tool
A Mobile Sales Enablement application can be very easily used to monitor and support the work of your distributors. It is a sales tool that frames the sales approach. They know exactly how to present the product, what arguments to put forward and can navigate consistently through the content and data presented. And because everything is always up to date, new products and features are immediately integrated into the tool. On the other hand, because Mobile Sales Enablement is an evolutionary science, the logical path improves in real time with feedback from the field. Your distributors perfect the content and have an ever more relevant sales application, fully adapted to their needs. Not to mention that they can contact you with one click for any question or comment. A great way to shorten the distance between you and them, no matter where they are.
Differentiate your brand to stand out
The main problem with indirect sales is the structure of the sale itself: you are not the only brand sold by your distributor, who has a portfolio of distinct and varied offers. Therefore, you have to stand out from the crowd. There are two factors to consider here: the intrinsic quality of your products and the relationship you are able to build with your resellers. Creating a relationship of trust with a distributor takes time. It is a human and technological investment to involve them in your organization. By equipping your distributors with an engaging and rewarding sales support, you gradually transform them into ambassadors of your brand. Mobile Sales Enablement acts as a catalyst that transforms the indirect sales relationship in depth. The more effort you make with them, the more they will make in return. It's a win-win situation.
Be data-driven
By injecting a smart dose of big data into a Mobile Sales Enablement application, you are able to analyze how your information is being used, both by your sales teams and by your distributors. The data is accessible in order to know which contents are the most shared, which are the sales data, or how to analyze the behavior of users according to predefined profiles or groups, as we explained in this article dedicated to Big Data.
What happens with your distributors is documented and can be analyzed to improve your work and theirs.
Control the entire sales chain from A to Z
Having a direct impact on your distributors is an important business lever that Mobile Sales Enablement can provide. But what if you could go even further? Imagine being able to impact not only your distributors, but also their salespeople. With your application, you can animate and control your entire sales chain with more reach and impact than ever before. All players are identified and integrated into your sales process and you know what works, when, how and why. You no longer pilot blindly, you reinforce your credibility and you structure your actions while measuring the return.
Continuously train your distributors
When a distributor works with several brands, there is a risk that his expertise will be diluted. It is difficult to be an expert in everything, at all times. Nor does he necessarily have the time or energy to go and look for information online or on your communication media. This is why a good Mobile Sales Enablement application integrates training materials that can be used directly, without having to look elsewhere.
Quizzes, content and videos are used to continually feed your distributors to make them more effective and engaged. New products? New services? No problem! All training is updated in real time and fully adaptable to your distributors' specificities.
Because indirect selling, by its very nature, can seem less controlled and less mastered for conventional organizations, a Mobile Sales Enablement strategy drastically changes the paradigm. You are no longer subjected, you are in control and can effectively support your distributors and your entire sales chain, regardless of the channels.
If you liked this article, please download our white paper: "KPI & ROI of Sales Enablement" and contact us.
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