For your B2B wholesale or distribution business to grow, you need to increase your sales year on year. There’s no doubt this is getting harder as global competition accelerates. How can B2B sales rep software (field force automation) help make this happen?
There are many expert tips on how to increase your sales revenue, but here are some areas in which a mobile sales solution for sales reps can create opportunities for improvements specifically in time management, customer buying experience and sales growth.
One of the most time-consuming tasks for any sales rep (Marketing representative) is travelling to see their customers. Scheduling appointments with customers wasn’t easy for sales reps out in the field. With the advent of sales rep software loaded on their mobile device, sales reps now have the freedom to map their appointments through sales route planner software integrated with a GPS solution.
By using sales rep software on mobile devices, they can minimize their travel time meaning more customer appointments in a day, more time for order-taking and increased revenue for you.
It’s vital for your sales reps to have as much relevant customer knowledge as possible before they even approach your customers. In the past, although the customer data was there, it was difficult to access without carrying around ring binders full of paper or making frequent calls to your back-office.
Sales rep software now acts as a magical gateway to a quick and easy way to retrieve whatever data is needed. More time is saved, customer queries are easily dealt with and opportunities for increased sales are maximized.
We know how quickly things change and the B2B wholesale and distribution industry is no exception. Customers cancel appointments, inventory levels change by the minute, and new products are introduced.
By having access to these changes in real-time, your sales reps are in a great position to react immediately and respond accordingly, saving time on the road, preventing back orders and up-selling and cross-selling your new products as soon as they’re released.
Customer satisfaction is highly influenced by the speed and accuracy of an order delivery. Sales rep software offers reassurance to your customers by providing a real-time notification that their order has been received and is being dealt with.
Customers can then track their order status, keeping them continuously in the loop about shipping times and estimated delivery. The desired result is a positive buying experience encouraging them to place more orders in the future.
The main line of communication within a B2B business is often focused on the relationship between the sales reps and their customers.
But interaction between departments is just as important for your business to function well. Sales rep software helps by providing clear and open channels of communication between sales and management, accounting, IT and marketing, all of which are necessary cogs in the sales order cycle.
Efficient communication between departments leads to customers feeling valued, rather than being passed around to any person that might know the answer.
Selling begins with knowing your customers. What are their needs, their pain points, the problems they want to solve?
Vantage can help answer questions you may have about your customers by providing comparative analysis reports. These make it easy to obtain a high level of sales intelligence looking at average order values, best-selling products, buying behavior and more.
You can forecast future demand, provide best practice advice, create cross-sell and up-sell deals, all based on your reports.
By choosing a software that is flexible and can easily be changed to match your business you can make the switch more seamless. Look for a software that uses workflows and rules, so you can easily set up the software in the way that suits your business and make changes as and when needed without resorting to using coders.
The right sales rep software puts you in control, giving you the business agility to make changes as and when needed.