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Train sales reps with Sales Enablement
July 27, 2022

5 reasons to train your sales reps with Sales Enablement

By Aurélien De Joffrey

In ,

By training your sales force with a Sales Enablement solution, offers will be better mastered by sales reps, better understood by customers and sales will increase. Find out more [...]

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April 21, 2020

How can Marketing help sales reps perform better?

By Frédéric Poulet

In , ,

Yes, Marketing can help sales reps perform better! And all the more so with the tools we'll be presenting below! Aligning Sales and Marketing [...]

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April 15, 2020

Content Staging: how to design a successful business presentation application?

By Georges da Silva

In , , , ,

When the question of digitizing your sales reps media arises, the next question is what content you have or would like to publish. This is a subject we [...]

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remote commercial presentation
March 29, 2020

How to make a successful remote sales presentation?

By Georges da Silva

In , ,

Whether it is a purely ecological, economic, international deployment, optimization of your travel time or more basically linked to a strong impossibility to move [...]

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March 23, 2020

Which sales reps tools should you choose for your sales force?

By Frédéric Poulet

In

Choosing the best sales reps tools for your sales force has become a real challenge for marketing, sales, IT and even general management. The idea is not to [...]

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February 29, 2020

Sales Enablement: Which solutions to choose and why? Zolux Case Study

By Frédéric Poulet

In , , ,

What is Sales Enablement? Sales Enablement is a strategic, cross-functional approach designed to increase an organization's sales and productivity results by providing content that is relevant and relevant to the business.

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November 29, 2019

How to increase the competence of your sales force?

By Frédéric Poulet

In

Increasing the competence of the sales force is obviously a major concern for any self-respecting sales manager, whatever the field of activity. Whether it is in [...]

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May 2, 2018

What if you coached your sales team like top athletes?

By François Dumont

In

All companies want their sales reps to work well and achieve good results. But how do you tell the difference between good results and exceptional results? The answer: a [...]

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April 25, 2018

The questions a product manager should always ask his or her sales reps

By François Dumont

In

Between the urgent and unfounded requests, and those that are fundamental, yet set aside, the work of marketing is under constant pressure. The product manager [...]

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led wall
March 20, 2018

How to use big data to sell

By François Dumont

In

The rise of Big Data has had a huge impact on marketing activities, especially in the online retail environment. However, underestimating its impact [...]

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Customized sales enablement application
January 23, 2018

How to create a 5-star sales experience for your customers

By François Dumont

In

Simple selling is a thing of the past. Make way for the sales experience. The one that integrates the customer into a specific universe where the salesperson is at the same time a salesman, a [...]

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January 17, 2018

What if your business strategy isn't as clear as you thought?

By François Dumont

In

For you, everything is clear: the numbers, the objectives and the strategy. But are you sure that everyone else is? For a business strategy to be effective, it must be [...]

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For you, everything is clear: the numbers, the objectives and the strategy. But are you sure everyone else is? For a sales strategy to be effective, it must be aligned with the company's strategy and shared across all stakeholders. Sales, customer support, marketing, communication, after-sales service, logistics... they all have a role to play to varying degrees in the application and implementation of your sales strategy.





The disconnection between high aspirations, the strategies agreed upon in management meetings and the daily reality can generate frustration internally. Hence the need to make your processes more fluid in order to work more efficiently. A mission that Mobile Sales Enablement can fulfill.





Align your strategy with your sales teams





The role of a salesperson is simple: he or she must find prospects, convert them into customers, sell and ensure good customer relations in the area under his or her responsibility. On paper, this sounds easy. But it is not always the case.





Selling well means making choices. It means focusing on specific markets, customers, prospects, products or geographical areas. It means making decisions and convincing both internally and externally.





But is it really aligned with the overall business strategy?





If your teams are not sure of what they should and should not do, there is a great risk of leading to average decisions and sluggish initiative taking.





Whether it's expected sales, achieved revenue, sharing of successes and best practices, or emerging market opportunities, the way these goals are communicated, facilitated, and aligned with the business strategy greatly influences the work done.





Rethink the way your strategy communicates with your sales reps  customers: how can it be improved? How can you ensure that it is understood and applied? How can you make the best use of figures? How do you use Big Data? How can you use your working tools to share it effectively?





The alignment of your sales strategy is a lever that should not be underestimated, as it has a direct impact on your results sales reps.





Align your strategy with your marketing teams





Separating sales strategy from marketing is a big mistake.





In fact, marketing directly feeds the operational needs of sales reps with tools, best practices, content and techniques. Sales tools, online catalogs, presentations, pitches, sales arguments, presentation videos... everything is carefully thought out to ensure that marketing is the essential link between operationality and high-level strategy. Between theoretical reflection and practical action.





It's up to you to ensure that this hyphen is in line with the key elements of your sales strategy. A few questions to start your introspection: how do your marketing teams work with your sales reps ? How do they support sales initiatives? How do they analyze the market, the competition, trends and customer expectations? And how do they communicate with your sales forces in the field?





A clear vision of the contact points and links between marketing and sales allows you to structure your strategic approach, to facilitate communication and to adjust what needs to be adjusted. The goal is to limit or eliminate work in silos and to focus on transversality.





Align your business strategy with your customers as well





If customers are, by nature, at the end of your sales strategy, they have a crucial role to play, as their behaviors and decisions will confirm or deny the relevance of the chosen approach.





The product is not the only reason why a customer does not buy.





The reasons can be diverse: is the human relationship healthy and cordial? Has the use of sales tools been adequate? Did they perceive the impact of the new commercial orientation? Are they aware of the promotional offers? How can the power of the brand influence decision making?





These are all questions that require in-depth analysis of the impact of sales decisions, tools, content and behavior on the customer's final decision-making factor. A sales strategy that is unclear, poorly explained or misunderstood will have an immediate impact on sales reps in the field, and therefore, in turn, on customers.





By limiting the impact of intuition or "I've been told that", and by focusing on action with quantified data, easy-to-use tools and privileged relationships between sales and marketing, Mobile Sales Enablement is an approach that enhances and optimizes a sales strategy. With a single tool for several uses, Mobile Sales Enablement becomes a powerful lever for global consistency that creates confidence, motivation and dynamism. These values are essential to better sell and clarify your sales approach, both internally and externally.





If you liked this article, I invite you to download our white paper: "All about Mobile Sales Enablement" and to contact us.





 


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