Being a B2B sales rep is not an easy job – you are out in the field on your own, overloaded with tasks and meetings, there are no guarantees you will make your quota (even after months of hard work), and you must be able to handle rejection. Many sales reps with great potential burn out, end up getting fired or leaving, which means high and costly staff turnover for your business.
There are many reasons for staff turnover – company culture, lack of employee recognition, lack of advancement options and of course low compensation. But all too often it’s about not having the tools necessary for success. We all want to be great at what we do – sales reps included. As their compensation relates to performance, it’s vital you provide your team with the tools they need, to be the best they can. This is often simpler and quicker to do then changing company culture…
Here’s how an online sales app can reduce sales rep turnover for your business.
Mobile in – terminals out
Millennials are steadily taking over today’s workforce, and this has tremendous effect on the business environment. Millennial sales reps and merchandisers are usually tech savvy and expect to use modern technology in their work. Such a young and up-to-date demographic is truly empowered by mobile technology, allowing them to become effective in a very short time (while reducing your on-boarding costs). Outdated terminals and clunky software are a recipe for frustration and ineffectiveness.
It’s vital that your sales force automation app is natively mobile and also available when disconnected from cellular or Wifi networks, to keep your team efficient and productive at all times.
Communicate and guide
B2B sales reps, especially junior ones, need support if they’re going to be successful. Left on their own they will fail time and again, burning out quickly. According to a study by Deloitte, millennials in particular are looking for professional development opportunities, continuous feedback and mentoring.
According to CSO Insights, sales managers only spend 20% of their time helping their team. When sales managers are ‘too busy’ to help, nobody wins. Sales apps are valuable not just for field reps but also for your leadership. Keep managers connected with their field teams, providing full visibility of activities, transactions and sales performance.
Data fusion as a secret weapon
Advanced insights which are based on all channels with which customers interact give sales teams a real edge. In today’s data-rich, omnichannel environment, this is a critical success factor. An online sales app relying on a unified B2B commerce approach allow reps to sell in a way that caters to the buyer’s entire journey. Provide your team with data that helps them identify, target, and interact in the right context at the right time and accelerate their sales.
Secondly, overcoming your sales reps’ frustrations and burn out can be further facilitated by providing them with a truly mobile CRM. Having data right at their fingertips helps them focus on what matters most, changing scripted pitches into targeted and personalized endeavors.
Focus on what matters most
The time sales reps have available for selling is falling. With many time-consuming administrative tasks (many of which are tedious and frustrating to complete), less than 20% of sales reps’ time is spent directly on customer-related activities. Sales force automation apps minimize most manual tasks, allowing your sales team to do what they do best - sell.
Provide the right incentives
All the points above do more then reduce frustration, minimize friction, facilitate communications and improve effectiveness – they drive success. And with success comes compensation - Successful sales teams should be paid well (check our sales incentives ebook for more info on that).
One last point – as B2B eCommerce is becoming increasingly popular, sales teams may view it as a threat to their job. This does not have to be the case. If you provide appropriate commissions to your team for sales through all channels including B2B eCommerce they will support the initiative. With the right incentive package in place your sales reps could see this as an opportunity.