Your goal is to become one of the most successful sales agencies in the wholesale industry today and you know this is possible because the lines you represent are some of the best. You offer your customers the freshest, strongest new products around and this year, you're going to increase agency sales, cut costs and penetrate new markets. You just have to find a way to streamline processes and get the most out of your reps.
Your Modern Sales Studio
Topics: Sales Process
Whether you attend trade shows to write business with your customers or just to showcase your amazing products, you are probably attending trade shows with the end goal of generating revenue at some point. For many, trade shows are the place to generate leads. Though this is the case, the methods used for hanging on to the leads generated and turning them into closed business is less than buttoned up. Studies show that roughly 70% of exhibitors do not follow any specific process or have a plan for follow up after the show. That means that money is being left on the table. Because trade shows can be some of the most expensive methods for generating leads, we want you to get the most bang for your buck. Here’s seven ways to avoid leaving money on the table after a trade show:
Managing successful Sales Reps means knowing how to help them effectively guide their prospects down the sales pipeline, or funnel. Doing so ensures better relationships with their prospects, leading to higher sales and ultimately to customer loyalty. As important as it is to be effective in guiding prospects, it is equally important to be efficient. If your reps are losing time due to disorganization or conveying incorrect information you may as well tell them to not even show up for that introductory meeting. There are things you can do from start to finish to help them save time, and make money.
In order to keep up with the big guys and stay competitive on the Sales scene, there are things you need to do and more importantly things you need to know. You may be getting by well on your gut instincts but in order to make informed decisions on key aspects of your business, having the proper information at your fingertips is imperative. As Peter Drucker put it, “You can’t manage it if you don’t measure it.” You need to know how things have been going in order to be sure of what to do next – gut feelings just aren’t enough. By being properly prepared and informed, you can effectively manage sales for future success.
Customer relations management focuses on leads- the bread and butter of a sales enterprise. CRM lead management is a process for identifying potential customers and selling products or services to them as effectively as possible. Today, collecting and tracking information about interested parties leverages amazing web-enabled capabilities.
You may have an amazing product and a great list of clients to call on, but if you don’t take the proper steps to prepare for a sales call, you’re not going to be productive. Instead, you’ll waste time stuttering and asking questions you should already know the answers to. The lead will most likely sense that you don’t actually care about their business and so they won’t give you their business. So in order to be successful, follow these steps to sales call for productivity.
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.
When a company realizes there is something wrong with their sales process, the natural response is to figure out how to fix it. But how does one go about doing that? It can be intimidating because no one wants to change the wrong aspect of their sales process and risk making it worse, but at the same time something must be done. These simple steps will teach you the proper ways to fix your broken sales process so that it’s back in working order.
Topics: Sales Process
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...
After reading the most recent Brandwise Blog post 11 Things You'll Find on a Successful Sales Rep's Pre-Call Checklist (and printing it out to give to my reps) I had a great conversation with my team at DHR & Co. not only about what I, as a sales leader, can do to assist our sales reps, but also about what our vendors can do to make it easier for reps to sell their lines. I posted a few ideas as comments to this post in the Manufacturer Reps LinkedIn Group, and was asked by Brianne Houck from Brandwise to write a guest blog post. I was happy to oblige!