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Sales Enablement is a continuous improvement process, both for sales performance and for the optimization of the company's organization. It has a lasting and profound impact. Its implementation leads to be more efficient and effective.
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[post_date] => 2017-03-28 13:14:26
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[post_content] => 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 complex when it comes to sales references, sales arguments, and knowledge of the offer or range proposed. You then need to animate this channel in an effective and relevant way, to ensure 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 doesn't just sell your products. They may offer products from your competitors, or different products. So it's vital to make sure they know what they're selling, and can promote them without having to search for information on the subject. As soon as your distributor has to undertake research in order to sell better, there's a risk that information will be dispersed.
He may give up, get bored or not take the time to do it. That's why it's essential to have a thorough understanding of your 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 enables you to focus on your key features and competitive advantages, so as 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 application, on a tablet, is a tool that can turn the tide in your favor. We call this sales enablement. You're perceived as more innovative, more dynamic, more modern, and therefore better able to produce a high-quality offer. Your mobile sales enablement solution will enable you to build a truly lasting relationship with your partners. Emotional intelligence, human contact and the impact of a mobile tool facilitating the distributor's work are the 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 commercial information about your customer :
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
" andcontact us.
[post_title] => How to animate and improve the efficiency of your indirect sales with Mobile Sales Enablement?
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