Faced with the acceleration of digital, BtoB commerce is reinventing itself
What are the real challenges of digitizing your Sales Force?
As guarantor of the human relationship, your sales force puts its skills at the service of your customers to guide them, meet their needs and provide them with the appropriate solution.
However, the sales profession is evolving, with an activity that oscillates more and more between physical appointments and remote appointments. Faced with ultra-connected customers, in constant search of instantaneity, it becomes crucial to equip your sales force with powerful digital tools to help them in the daily task.
In addition, the role of the salesperson goes further: he must now arouse in customers «the desire to buy», by actively listening to their needs but also thanks to an attractive marketing environment to seduce them.
Finally, digital remains a vector of modernity, guarantor of the image of your company.
Thus, it is clear that digitization is not just a simple order-taking tool.
Un outil digital au service de la relation client
What is the purpose of digitizing your Sales Force?
Digital remains above all a tool available to your sales force, on which it can rely to focus on its commercial activity.
By providing accurate and up-to-date information, sales reps can target their appointments upstream and strategically orient them.
During the sales conversation, they can answer questions about their order history, the status of a specific order, the status of a delivery, the best sales in the sector, in a reliable and immediate way.
At the end of the meeting, the reports and key performance indicators (turnover change, unusual order levels, etc.) are all valuable information that will allow the sales representative to analyze and investigate the origin of these variations, to better satisfy and retain your customers: What circumstances can explain this variation? A budget cut? A reason for dissatisfaction? How to remedy it?
Thanks to the digital tool, the sales representative will obtain a precise vision of the exact reality of the customer relationship. Once this data is used, it is the quality of his advice and his ability to empathize that will come into play.
- Have a better knowledge of the tools,
- Increase productivity on their daily use,
- Save time on the management of their business activity
We have always been committed to supporting the development of our customers and for this, quality training is essential. Indeed, it is very important that users of our solutions are completely comfortable with the digital tool, to appropriate it in their daily business activity.
An ergonomic and design digital tool
BtoB purchases generally have little room for spontaneity: they respond above all to a global business strategy with a prior analysis of information on the web and the intervention of several decision makers in the purchasing process.
However, BtoB buyers are increasingly influenced by inspiring brands, which share with them their universe, their values. By their communication and their image, they inspire confidence and are all the more chosen.
Thus, the Marketing and Sales functions operate an ever stronger rapprochement within the BtoB business. Indeed, when the sales representative shares with his customer engaging content on his tablet, the application must be intuitive, pleasant to use and consult on both sides.
The digital tool can no longer simply be functional: the UX/ UI design is today an essential parameter, for an attractive, ergonomic and aesthetic application.
At the end of the meeting, the reports and key performance indicators (turnover change, unusual order levels, etc.) are all valuable information that will allow the sales representative to analyze and investigate the origin of these variations, to better satisfy and retain your customers: What circumstances can explain this variation? A budget cut? A reason for dissatisfaction? How to remedy it?
Thanks to the digital tool, the sales representative will obtain a precise vision of the exact reality of the customer relationship. Once this data is used, it is the quality of his advice and his ability to empathize that will come into play.
The image of the company is at stake
Field sales representatives, constantly on the go with your customers, are your best ambassadors.
Equipping them with a powerful and aesthetic digital tool contributes to the qualitative image that your company wishes to convey.
The digitalization of your sales force therefore represents a strong strategic challenge because it reflects an image of modernity and dynamism, it inspires confidence in the commercial relationship and it brings 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 sales performance.
