If you run a sales agency, you know it’s challenging to stay ahead of the game. You want to represent the best products and employ sales reps, not just “order takers” to keep driving revenue and maintain your value. Historically, the best way to get ahead has been to hire reps with silver tongues. That’s still important, but today’s buyers crave the value offered by consultative reps that help them get ahead. The most effective way to do this is through the use of data. Here are 4 tips for using data to get ahead:
- Data on a customer’s buying history is invaluable. Buying history should be more than just data, it should be timely and actionable. If the data comes via email once a week or is derived from order copies in a customer’s file, it’s stale. Look for services that provide data that can be used to intelligently build an order increasing your sell-through and in turn your commissions!
- Use a reporting tool that transforms order takers into consultative sales reps. Tools of this caliber should provide reps with detailed product, availability and shipping information to allow reps to be prepared professionals while they increase sales and provide enhanced customer service. This tip alone will have a big impact on sales agency success.
- You need to be able to report on accounts over time. If you run a sales agency it is imperative that you can report on accounts to uncover trends with your customers, including potential dormancy. Ad-Hoc, automated reporting that is designed for the way you sell, is the ticket!
- Try using data that shows what products are selling well in your region. Reports that provide data based on region and store type, help you decide on the products that will sell well in Texas for a particular type of store, but might not have the same success in Maine. This is key to not just selling the hot items, but selling the relevant items to your customers.
Modernizing sales agency reporting is the key to driving revenue. Hope is not a sales strategy, trust in your reporting and use your gut feelings sparingly. If you follow these tips, you’ll be on your way to sales glory in no time.