The modern sales rep is in a constant battle to prove their worth in the sales process to retailers and suppliers. One way the value of a sales rep can be measured is by his or her ability to consistently produce large orders. This can be especially hard to do when many sales reps struggle to get past the same old re-orders from customers and fighting to get more shelf real estate without much success. Of course it’s important to have well-polished expertise in the art of selling in order to counter buyer objections. In addition to that, we have found that putting the right information at the fingertips of a sales rep, at the right time, is one simple trick that will increase order size every. single. time.
Your Modern Sales Studio
In retail, the most important thing is to please the customer. In order to do that, sales agencies, sales reps, and suppliers must first please the retailer, who is ultimately selling to that customer. To help in this endeavor are 4 key metrics that matter to retailers, manufacturers, product creators.
Being exposed to the art of selling at a young age sure can show someone a thing or two about how to be successful! That is why this addition of Inside the Mind of a Successful Sales Rep is brought to you by a true veteran, Darlene O'Brien, of Leftbank Art. After over 35 years, this top rep wastes no time letting us know her key to success: dedication to customer service.
By revealing her sales techniques to illustrate her key to success, putting customers first, this week's Top Rep, Stephanie Perry, has reminded us of the simplicity and necessity of the concept. Perry shows us how understanding people and caring about her customer's success is a big part of what it takes to climb to the top in this Friday's installment of Inside the Mind of a Successful Sales Rep.
After reading the most recent Brandwise Guest Blog post, 6 Ways Vendors Can Make it Easier for Sales Reps to Sell Their Lines, by Liz Lacy of DHR & Co., my wheels started turning. Not only do I agree with Liz on making it easier for sales reps to sell manufacturers' lines, but manufacturers should go a few steps further making it even easier for sales reps by focusing on ways to deliver more value to delight retail customers. I posted a few ideas as comments to Liz Lacy's post in the Manufacturer Reps LinkedIn Group, and was asked by Brianne Houck from Brandwise to write a guest blog post. Here are my thoughts...
As a Sales Manager, the best tool you can give your reps to succeed when selling on the road is information.
When planning their account visits or determining their sales road map, it's often hard to recall and organize the details of each retailer. This often leads to relying on your customer service team to assist them with each and every sales call. That's not exactly efficient.
Also, it's not always convenient to look up account information during a sales appointment. A retailer's time is precious so you don't want reps wasting it on the phone or on their computer finding out what happened to the retailer's last shipment, what their current credit status is, or if they are carrying your best selling products.