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B2B sales in the Consumer Packaged Goods industry is complex, with a unique mix of pricing, discounts and trade promotions for each customer. On top of that several decision makers may be involved along the way, each having to validate or approve the order.

These complex sales processes impact the sales reps in the field as they need to have quick access to information on all these as well as customer credit/debt status and previous order history. The result is improved efficiency of order taking and increased sales rep productivity.

Here are a few examples of how a mobile sales app can help focus efforts, streamline rep tasks and automate processes...

Apply discounts and promotions with ease

Offering discounts or special promotions are the most popular ways to incentivize B2B purchases, but they can often be complex for sales reps to keep on top of and put into action. Each customer may have different discounts that may vary based on purchasing volume or other discount logic. On top of that, there are seasonal promotions, special offers for new product roll outs and so on.

With a mobile sales app, you can account for such complex scenarios, reducing confusion and minimizing errors for the rep and for your customers.

Sales managers can define discount thresholds, validations and approval workflows. They can design a discount structure that will account for their organizational structure, so senior managers can intervene and provide additional discounts as needed.  They can apply discounts at the order or line level and even leave some room for “on-site negotiations”, so reps can provide certain discounts in the field. No calls back to the office to check details.

Simplify transaction approvals

The number of people involved in B2B sales transactions is increasing and approval may not be limited to just to the sales team. Each stakeholder in the process may have a different role in the company, work for a different department and could even live in different countries on different time zones. Getting these decision makers to sign off on sales transactions can be an organizational headache that could slow down sales and frustrate reps and customers alike.

Your mobile sales app is the ideal way for companies to streamline the approval process by providing a digitialized workflow to ease and speed up the process. Business workflow engines let managers create any type of approval process they need, as complex as it may be. By triggering various transaction validations, actions and alerts, CPG brands and distributors can enforce and automate approval workflows based on their specific business logic.

Ensuring orders are shipped correctly

B2B buyers have high demands and expect deliveries to arrive on time. The way to keep customers happy is to manage their expectations at the beginning of the process.

A mobile sales solution can help rep enforce cut-off times to ensure an order will be processed in time, to be shipped at a certain date. In addition, different shipping methods have different shipping times and costs. You can set a validation workflow checking shipping times and limitations (e.g. certain items can only be shipped with ground transportation) and trigger appropriate intervention. The field sales rep is in full control and can manage customer expectations.

On-time deliveries shouldn’t be an exception. Help your field reps to manage customer expectations, so they will never be disappointed with your service, leading to satisfied long-term customers.

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.