Effective communication with your sales network
One of the factors that most affect a company’s success is its ability to provide good communication among all its departments and functions. For instance, to achieve tangible results, marketing and sales must absolutely establish and manage effective communication with the sales network, otherwise their results will fall short of expectations.
All this is explained by the concept of motivation: sellers do not work within their companies all the time, yet they are a key element of them, not just for the results they bring but also because their direct contacts with the customers give them a knowledge of the market that their companies may hugely benefit from. To be successful, sellers need to be motivated, and they are when they feel they are backed by an organisation that supports them in their daily efforts and puts them in a position to work well.
Yet, communication between a company and its sales network can be very patchy, and this can be a problem. Firstly, in terms of information: to properly handle a negotiation, sellers need to have all the updated contents, the current price lists and the on-going promotions, but they also need to be aware of the corporate policies, the strategic goals, any marketing campaign that will be deployed in the next future, the products that are about to be launched, and so on. They say that, to sell, a good seller must communicate efficiently and ‘proactively’ with the customers: the same goes for the company and for the people who manage the sales network, or the business will suffer.
Apparound: the app that helps communication too
The concept of communication goes far beyond the contacts between the sellers and their companies, for which there are hundreds of direct or indirect tools. Communicating does not mean having a telephone number or an email to send enquiries to, it means bringing the seller into a system in which information is naturally circulated: everyone is inline, aware of the latest information, they are all on the same level, they receive the same information, the same news and are ready to do their best, for themselves and for their companies. So, they feel part of something important, well organised, something that supports the sales force: more than enough reason to do their best.
Apparound can be a huge help with this. The strength of this app is that, with its features, it fills the distance between the sellers and their companies. Exhaustive information, instant alignment with the marketing department and with the entire corporate vision, a streamlined sales process: these are the distinctive features of Apparound that motivate and reassure sellers, because they make them feel perfectly supported and led by their companies. Actually, with Apparound, sellers have contents that are not only constantly updated but that are also consistent with the company’s communication and mission.
In addition, the people who manage the sales network will be provided with a tool that is extraordinary in this respect: the Sales Tracker. A system they can use to constantly monitor the sellers’ efforts and the sales pipelines, with details of the on-going negotiations. By combining information from the Sales Tracker with information from the management system (CRM), managers can not only measure the effectiveness of the seller’s efforts, they can above all open a communication channel with them and provide direct support to close the deal as best as they can.
In this way, not only can the company rely on an efficient system to monitor its sales network, it can also put its sellers in a position to be extremely productive, which is a win-win situation for both sides.