Are you heading sales for a brand manufacturer, wholesaler or distributor? This post is for you.
As Head of Sales, your sales reps are your most important asset.
They are your connection to your customers, the retailers. They are your eyes and ears in the field. For you to succeed in your job, you need them to do well.
You want to help them avoid making mistakes.
Based on our work with over 1000 sales organizations of brand manufacturers, wholesalers and distributors worldwide, we have compiled a list of common mistakes made by sales reps.
Here are the top 4 mistakes your sales reps may be making:
- Focusing on paperwork, rather than on selling.
If your salespeople spend most of their time with their customers sifting through paper catalogs and filling order forms, something is wrong. Customer visits should be used to foster relationships, to educate the retailer about new products and to discuss the state of business and future plans.
Taking orders manually hurts your sales in other ways too: it’s an error-prone, long process that significantly extends the order-to-cash cycle.
- Spending time on small, repeat orders that can be placed by the retailer on a self-service site.
Your B2B e-commerce site enables your customers to order what they want when they need to: small replenishment orders for popular products are a great example. A B2B self-service site, or even better, a self-service mobile app, encourages retailers to order more often and frees time for your salespeople.
If your salespeople are not encouraging their customers to use self-service, then they're likely not being compensated to do so (but should!).
- Meeting a customer without knowing enough about the business you do together.
If your sales people walk into a meeting with a customer without knowing which products he bought and when, what are his top-10 items, if he has outstanding debt or any customer service issues open, then you have a problem. Understanding the customer requires your sales rep to know what he ordered and what he owes.
Dead inventory at the PoS is just one symptom that your reps lack a full understanding of the customer.
- Not offering customers the cross-sell, upsell, and special discount deals that you came up with
You know how to boost sales by offering your customers various cross-sell, bundles, quantity discounts and bonuses. If your salespeople do not offer these deals to their customers, both you and the customers lose. And your average order size remains flat, at best.
There is an easy way for you to help your sales reps avoid making these mistakes.
By equipping your sales reps with a mobile all-in-one solution that integrates with your ERP, you can make sure that they have all they need to do their job well.
Want to incentivize your sales staff in the right way? Check out our free comprehensive guide for creating a highly motivating, simple, and coherent sales incentive program.