In the face of digital acceleration, B2B commerce is reinventing itself
What are the real stakes of the digitalization of your sales force ?
As the guarantor of human relational ties, your sales force puts its skills at the service of your clients to guide them, meet their needs, and provide the appropriate solution.
However, the role of the salesperson is evolving, with activity increasingly oscillating between in-person meetings and remote appointments. Faced with ultra-connected clients, constantly seeking instant responses, it becomes crucial to equip your sales force with high-performance digital tools to assist them in this daily task.
Moreover, the role of the salesperson goes further: they must now create a “desire to buy” among clients, through active listening to their needs but also through an attractive marketing environment to engage them.
Finally, digital tools remain a vector of modernity, ensuring the image of your company.
Thus, it is clear that digitalization is not limited to a simple order-taking tool.
Why the digitalization of your sales force represents a real strategic challenge for your company ?
A digital tool serving the client relationship
Digital tools are first and foremost instruments made available to your sales force, on which they can rely to focus on their commercial activity.
By providing accurate and updated information, the salesperson can target prospects in advance and strategically orient their appointments.
During the sales meeting, they can respond reliably and immediately to clients on questions concerning the history of their orders, the status of a specific order, delivery status, best-selling products in the sector, and more.
After the meeting, reporting and key performance indicators (changes in revenue, unusual order levels, etc.) provide valuable information allowing the salesperson to analyze and investigate the origins of these variations, in order to better satisfy and retain clients: What circumstances could explain this variation? A budget reduction? A cause of dissatisfaction? How to address it?
Thanks to the digital tool, the salesperson obtains a precise view of the exact reality of the client relationship. Once this data is utilized, the quality of their advice and their capacity for empathy come into play.
To help your salespeople take control of their new digital tool, quality training is essential to enable them to become operational quickly in using it in their daily commercial activities.
An ergonomic and well-designed digital tool
B2B purchases generally leave little room for spontaneity: they primarily respond to a global corporate strategy, with prior analysis of online information and the involvement of multiple decision-makers in the purchasing process.
However, B2B buyers are increasingly influenced by inspiring brands that share their universe and values with them. Through their communication and image, these brands inspire trust and are more likely to be chosen.
Thus, the Marketing and Sales functions are converging more closely in B2B commerce. Indeed, when the salesperson shares engaging content with a client on their tablet, the application must be intuitive, pleasant to use, and easy to consult for both parties.
The digital tool can therefore no longer be merely functional: UX/UI design is now a crucial parameter for an attractive, ergonomic, and aesthetically pleasing application.
It reflects the company’s image
Field salespeople, constantly visiting your clients, are your best ambassadors.
Equipping them with a digital tool that is both high-performance and visually appealing contributes to the qualitative image your company wishes to convey.
The digitalization of your sales force is therefore a strong strategic challenge because it reflects modernity and dynamism, inspires trust in commercial relationships, and creates a positive impression in terms of performance and efficiency.
SCJ offers turnkey solutions to equip your sales force with the right digital tools to optimize their commercial performance, particularly in the digitalization of your sales force.
