Every sales manager knows that taking proper care of the sales team is an unwritten rule of a business to achieve greater heights.
Every business owner dreams of a sales team that is 100% motivated all the time. Unfortunately, this dream is often not a practical reality.
As the pressure of digitisation on sales functions has grown in the past couple of years, companies are looking for new approaches to optimise sales enablement.
In some ways, empowering a a sales team simply means giving them greater autonomy of decision making and thereby brings better outputs. Sales managers seek out for better ways to do so because no marketing mixture is going to be everlastingly successful!
Training is one of the core elements in empowering any workforce. This is also true for a sales team. There are always new technological developments happening in a company's environment. If they are more technical in nature, giving proper training to the team members is a proactive approach.
The overall skill developed by the sales team is depending upon the quality of the training they receive. It is very important to pay attention to each member and shape them as equally trained and skilled.
Nobody needs to tell you that communication and collaboration are the keys to have a healthy sales campaign. It is all about having up-to-date information and keeping everyone on the same page.
Uninterrupted communication through relentless collaboration enables greater dynamism. Authorities should make sure that there is no communication gap and no one in the team is left behind.
Though sales persons are perceived as the smart ones, there needs to be constant empowerment. They should be more customer-centric for the most part. To have greater customer focus, it is important to have strong back up and this can be provided by the manager who offers ultimate support with solid marketing campaigns.
These campaigns should have the essence that attract and keep the customers hooked. In a way, the management is providing them ultimate authority to do more things which is aimed at bringing more fulfilling outcomes.
Offering more money, time off or a great gift is another great way to give employees a goal to work toward. A recent Aberdeen study shows that non-cash incentives are usually more effective than financial compensation, with top performers 31% more likely to prefer non-cash options.
Your best bet of getting the right incentive for your employees is by giving choices and let them vote on what incentive they’d most prefer. It will give your employees a greater sense of involvement, kickstarting a refreshed sense of excitement.
This should be cited as the most important point because, without the contribution of IT, organisations cannot dream of making it big. These days, marketing success needs smart technology solutions. If the sales team needs to be out in the field, why don’t they have a smart sales application?
We must agree that a sales application can do a lot of automation tasks which have been actually pestering the hapless sales team. It is going to be a great remedy as the features are most advanced and help to sort out several sales issues.
Enabling self-service for B2B buyers isn’t the only benefit of digital commerce. By bringing the sales team into the digital channel, B2B merchants can target the most complex parts of the purchasing experience and turn them into opportunities to retain and grow each account.
The competition in B2B commerce is growing, and the increasing expectations for great digital experiences mean that even long-time industry leaders will need to evolve in order to stay ahead. Empowering the sales channel to provide insightful, consultative selling across all their accounts will resolve the channel conflict that many companies struggle with, accelerating growth for years to come.
