6 Ways to Increase the Productivity of Your Sales Team

March 12, 2024
Wholesale Business

Wholesale distribution is a people business. The relationship between your sales team and your customers directly impacts customer loyalty and the sustainability of your business. To drive sales growth and ensure long-term success, it's essential to invest in Sales Enablement.

What is Sales Enablement?

Sales Enablement encompasses processes, tools, and activities designed to empower your sales team and increase their productivity. It equips them with the necessary resources to build strong customer relationships, capitalise on upselling opportunities, and achieve their sales targets effectively.

The Challenge:

Too often, sales teams find themselves handling orders during their in person meetings, leaving little room for proactive customer engagement. Tasks like calling the inside sales team or taking orders manually can detract from building rapport.

Moreover, remembering customers' past orders and preferences proves difficult during stressful times. Additionally, suggesting suitable products requires a deep understanding of customer needs. While brochures and catalogues support their efforts, the best case would be if customers could see the entire product range and receive targeted offers and promotions.

6 ways to improve the productivity of your sales team:

1) Streamline Order Placement:

Simplifying the order placement process benefits both your customers and your sales team. By offering an online shop (accessible via app and web), customers can conveniently place orders 24/7 from their phones. This not only reduces workload for your sales team but also ensures accurate orders directly from customers.

2) Enhance Product Visibility:

Your online shop serves as a digital warehouse, allowing customers to explore your product range effortlessly. Tailored features such as favourites displayed prominently ensure easy navigation, while browsing encourages discovery of new products and exclusive offers.

3) Equip Sales with Mobile CRM:

A Mobile Customer Relationship Management (CRM) app empowers your sales team with on-the-go access to customer data and insights. They can edit customer data, analyse past orders, and even place orders on behalf of customers or assist them during ordering online.

4) Improve Customer Communication:

In today's fast-paced world, customers expect instant responses to their queries. Enable seamless communication by offering online chat or chatbot support. This eliminates the frustration of waiting on hold and ensures timely assistance for customer inquiries.

5) Foster Internal Collaboration:

Facilitate collaboration between your field sales and internal teams. By centralising functions like targeted promotions and pricing administration, internal sales teams can efficiently support field sales efforts, allowing them to focus on delivering exceptional customer experiences.

6) Ensure Operational Efficiency:

Operational efficiency is paramount for sustaining sales growth. Invest in ERP and ordering systems designed to handle orders accurately and efficiently. Your sales team needs to trust that your organisation can accommodate additional customers.

Conclusion:

By implementing these strategies, you can transform your sales team into a proactive force, driving sales growth and enhancing customer satisfaction. Empowered with the right tools and processes, your sales team will not only meet but exceed customer expectations, ensuring the long-term success and sustainability of your business

Do you want to discuss whether Orderlion could be the right solution for your business? Reach out at orderlion.com/schedule-demo.

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Find out how Mare Terra improved the productivity of their sales team using Orderlion.