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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.
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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[post_date] => 2019-11-29 05:54:24
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[post_content] => Developing the skills of your sales force is obviously a major concern for any self-respecting Sales Director, whatever their field of activity.
Whether in Retail, BtoC or BtoB, the quality of the sales force still makes the difference today.
However, the situation has changed in recent years with the advent of digital technology and the digital divide it could generate with the "older generations" of sales reps.
However, even the "digital natives", the millenials (generations Y and Z), although more at ease with web technologies, use internet applications in a playful context... but when it comes to professional use, knowing how to use Snapchat or Instagram at most gives good browsing reflexes, but in no way guarantees professional efficiency.
In any case, these younger generations are no strangers to the good old paper Factbook of the Sales Forces of yesteryear, and the organizational and sales efficiency logics that go with it.
And in any case, for both new and older generations, the challenge is to unite everyone, whatever their propensities or predispositions, to feed and receive the best sales information that will make all the difference.
In the same way, initial or continuing training will have to adapt to the maturity of each individual (from beginner to expert) and offer the flexibility that digital technology now makes possible. Embracing MOOCs, taking advantage of hidden time for information and training. All this is all the easier to do today, as long as you have the will and the tools to do it.
1. successfully recruit sales reps Digital Natives
Generation Y or Generation Z, although synonymous with "Digital Natives", do not guarantee that your sales reps software will adapt to your company's culture, DNA and tools.
Of course, as long as your sales reps software is similar to native "Gafa-type" applications, and that you have designed it with intuitive ergonomics and UX, this new sales reps population will find it easy to get to grips with it.
It will also be easier to "get into" if you know how to use the codes (Serious Games as training), integrated Live Chat, company Facebook or Twitter news feeds, etc.
Clearly, these elements are important to demonstrate and explain right from the recruitment phase, even before you want to upgrade the skills of your sales force.
Indeed, between the company that will supply old paper brochures and the one that will have the latest sales force application, HR will clearly not have the same arguments and arguments.
Successful recruitment of digital natives therefore also depends on the promise of working with tools that correspond to the very best in today's consumer market.
The more "User Friendly", intuitive and immediately available your sales reps tools are, the more they will be used. And the more likely your sales efficiency will be.
2. train your employees sales reps in ongoing sales techniques
Having said that, it doesn't necessarily follow that your salesperson will have the qualities required to be an intrinsic "Sales Killer"... Up-skilling your sales force is essential.
Of course, the famous General Sales Techniques (Preparing for a visit, Discovery phase, Sales pitch, Conclusion, Handling objections...) will remain essential... and they will need to be trained and coached on them.
Even if the Manager's role is to ensure that these Sales Techniques are applied on a daily basis, having a digital tool that can relay these training sessions online, train the Sales Force on a daily basis through Quizzes, training modules, and keep track of the level of use by each salesperson.... will be a major asset.
What could be better than knowing who has been trained (or not), for how long, on which modules, and being able to assess their understanding, appropriation and potential use?
All this has become possible with Applications like SalesApps!
3 - How to improve the skills of your sales force? Here's our advice!
Globally, increasing the competence of sales and marketing organizations is a challenge in the following 3 contexts
New entrants (// with the average turnover in sales organizations - a challenge for all companies, not just growth ones)
Change of organization (e.g. from a product organization to a vertical organization where the sales person has to master offers that he did not sell)
Launching new products or servicesThis ramp-up phase is known as ramp-up time and we at Salesapps clearly believe that this adaptation time can be halved.
There are 2 phases in the ramp-up process:
Mastering offers, learning the right arguments and pitches (these are our training modules)
Assessment of skills (quiz)
For all this to work at the start and especially on a logic of continuous training in addition, it is necessary
A simple and playful interface of the tools
Short sessions to multiply the rate of use in any circumstance (just before a meeting, in transport... any occasion is good)
Easy online/offline access on tablet, PC and smartphone!
4. equip your sales force with efficient digital sales books
Once you've successfully completed your Sales Techniques training, you need to be able to present things to your customers in a professional and qualitative way.
In addition to the quality of the arguments, visuals and feedback you need to present, the perceived image of your company or brands is also at stake.
Having the freshest and most up-to-date information via automatic and live synchronization, being sure of being able to provide your customers with the latest (and right...) rates, being able to play the latest Youtube video without leaving the sales force application... all this requires state-of-the-art embedded technology!
No more obsolete Pdf files that take your sales force 10 minutes to fetch to support a sales argument.
No more paper quotations to be filled in by hand alongside the sales proposal.
The Digital Sales Book can now be used both as a means of demonstration, and as a means of "Live" electronic signature...
Everyone knows that the time saved in the transaction, in the ability to close the sale, will be commercial efficiency, and therefore... additional sales.
5. link your digital sales force applications to CRM
Here too, if your visit reports and transactions are automatically uploaded to the CRM as soon as a simple wifi / 4G connection is available, you've solved part of your sales administration problem!
No more delays in placing orders... orders can now be entered directly and almost simultaneously after the quotation has been electronically signed.
What about entering a shelf display in a supermarket?
Same thing! Your sales force has a digital tablet input tool (Ipad, Notebook...) that saves them an infinite amount of time vs. a PC or Mac to hold in one hand, while the other clumsily tries to input with a finger.
Competing information feedback? Hop... a tagged photo goes live to the Marketing or Competitor Intelligence departments...
Connect your sales force tablet to a CRM such as Salesforcefor example, has become "business as usual" and the "B to Ba" of what companies like SalesApps need to deliver to their customers.
6.train your sales teams to prospect effectively using digital technology.
When a company identifies marketing-qualified leads as part of itsInbound Marketingapproach, it can then assign them to sales reps for physical appointments.
Speed of action is then essential to demonstrate the company's responsiveness.
Preparing a quotation based on qualified elements, and being able to formalize it immediately, will become an essential element.
The salesperson, thanks to his or her Sales Force tablet application, will be directly at the end of the prospecting chain initiated by his or her hierarchy (or marketing), and will above all be directed as a result of the prospect's prioritization and supposedly "ready" maturity.
With qualitative tools such as SalesApps, you can clearly maximize the chances of sales conversion, thanks to an excellent mix of targeting, responsiveness and offer presentation quality.
7. really stick to your sales reps SMART goals
Of course, the Grand Theories of Sales remain valid. Whatever your sales force's digital equipment, respect these principles.
The objectives should therefore be:
Specific
Measurable
Accepted
Realists
Timed
And they will be all the more so if sales management has the capacity to analyze the performance history of its salespeople.
It's perfectly possible to reconcile presentation capacity and sales performance measurement in a tool like Salesapps
8. evaluate your salespeople correctly
Do you know what can motivate or demotivate a sales force, or a salesperson?
Not being able to evaluate a salesperson's performance by his or her manager.
Why is this?
Because the lack of credibility of the hierarchy (over and above any lack of technical skills on its part) will:
Misleadingly congratulate real but undeserved performance
Sanctioning poor performance for which the vendor is not responsible
As a result, the greater the acuity and real measurement of performance, the more your sales reps will be grateful to you.
Beyond setting objectives "SMART"In other words, it's the quality of the assessment of their attainment, and of the way in which they are achieved, that will make management credible.
In fact, Salesapps' integrated modules can help you to better assess each salesperson's sales performance in terms of whether or not they have achieved their objectives.
But also their ability to optimize the use of their sales tools, and their own online training.
9. call on specialists in the best digital tools for sales forces
Setting up a digital application for sales reps is no easy task.
To avoid disappointment, the technical quality of its development is essential, and online availability, response rates, synchronization capacity, multilingualism for international organizations... all these elements are crucial.
Don't miss out on a specification that meets all your objectives:
sales reps
marketing
communication department
IT
General Management
You're about to put into the hands of every salesperson the reflection of the corporate image you want to project.
Last but not least, a tool with a beautiful appearance, ergonomics and a UX close to that of native consumer applications will be a guarantee of perfect adoption and use by your sales force.
To achieve this, don't hesitate to call on specialists like Salesapps, whose expertise will enable them to tailor the solution to your specific field of activity.
Developing the skills of your sales force is not something you can improvise.If you liked this article, I invite you to download our white paper: " Digitalization of customer meetings " and to contact us.
[post_title] => Comment faire monter en compétence sa force de vente ?
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