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I like stationery. I always have. It’s great to write a note on paper with a stylish pen.

But there are situations where using pen and paper is inefficient and time-consuming. Taking B2B sales orders manually is one of those situations.

More and more B2B wholesalers and distributors are leaving their old-fashioned methods behind and switching to digital sales software. Once pen and paper are eliminated from your ordering process, less people are involved, and manual errors are reduced significantly if not removed completely.

Suitcases full of samples and heavy notebooks have been replaced by mobile devices using digital sales apps which manage the entire order process seamlessly from sales order to order delivery.

What features of a digital sales software will improve both the buying and selling experience?

  • A product e-catalog

Fully customizable, easy-to-use, e-catalog software will allow you to create and publish beautiful e-catalogs to showcase your products on tablets, smartphones, and the web. Your sales reps can work with your customers to search the products they want and place orders directly from the catalog.

  • Speedy order taking

Speedy ordering means more time for your sales reps to increase their order size and margins. Using your customer’s order history as a template for future orders provides opportunities to up-sell and cross-sell easily and professionally.

Your reps can define customized price lists for different customers, offer discounts whilst checking out an order or quickly introduce special offers.

  • Instant access to customer data

With customer data available 24/7 in real-time, your sales reps are empowered to make informed decisions by checking out their latest order, outstanding debts, invoices and top selling items.

Every transaction can be captured and monitored including sales orders, sales quotes, inventory checks and more, putting your business in control.

  • ERP Integration

With digital sales software, orders are automatically synced with your back-office systems, reducing human error and speeding up the order cycle.

The above features are good reason for you to say goodbye to pen and paper. But a digital sales software solution will significantly change how your field sales reps do business.

So how can you encourage your B2B sales reps to say goodbye to pen and paper?

  • Get them involved in the process

Talk to your sales reps. Find out what they need from a digital sales software. They’re the people who are going to be using it so make sure it works for them and not against them. It must be intuitive to use and provide the functionality they require for their day-to-day work. Involving them in the process they more likely to feel that the change is for their benefit.

  • Train your sales reps

Following on from above, make sure your sales reps get essential training on the new mobile sales software. This shouldn’t stop after the first initial training. Any decent software is constantly being updated with additional functionality and it’s important to periodically update your sales reps. The more familiar it is to them and the easier it is to use then the higher the adoption rate.

  • Make sure your data is integrated across your whole business

With manual processes, each team probably worked in isolation with little communication. Integration changes that, as a B2B mobile sales order solution integrated with your ERP system means your sales teams can share and access information anytime and anywhere.

  • Provide offline access

B2B sales reps travel. It’s part of their job. Sometimes they can’t get a reliable internet connection. Don’t let this be a stumbling block and ensure that any digital sales software you choose will still work offline. Your sales reps can take orders wherever they are, and all their transactions will be synced when they are back online.

  • Promotional messages at the right time and in the right place

A good digital sales software can provide your sales reps with additional opportunities for increasing sales by providing promotional messages and reminders for up-sell and cross-sell at the time of ordering. These reminders can be invaluable when delivered at the right time in the field.

You know it makes sense and if you haven't already implemented a B2B digital sales software solution, then add it to your to do list.


About The Author

Stacey Woods
Stacey Woods
Stacey Woods is the Senior Business Development Manager at Pepperi. She has extensive experience in B2B sales and understands the many benefits that can be gained by automating and syncing the different sales channels in a company.