There are certain trends that pop up time after time and have become a part of the more modern direction in which the B2B sales industry is growing. We’ve rounded up four trends that one is most likely to encounter and how implementing these can be beneficial for both sales reps and managers.
Gamification is when one uses traditional gaming elements like point scoring, power-ups, friendly competition with others, and rules of play in areas not usually associated with gaming. While experts disagree about the implementation and finer details of gamification, the above explanation defines the foundation thereof.
The world of sales is increasingly turning away from traditional ways of selling and sales management. Gamification is a great way of encouraging friendly competition between sales team members, and also a way of increasing motivation levels. It is also a method used when employers want to raise productivity and activity levels. Gamification is less about driving employees with money and more about creating natural motivation within sales reps that last a long time.
Tech-savvy sales reps
With all of the advancements in technology in the last few decades it’s almost a shame when sales reps don’t utilise that technology to raise their sales to new heights. There are a multitude of apps out there that suit every sales need.
Mobile sales apps can help B2B sales reps to cater more accurately to their customers. It is especially vital for sales reps to have apps at their fingertips when they meet with customers face-to-face regularly as it makes the sales process so much more streamlined and efficient. Sales apps can help schedule sales appointments, ensure daily travel is more time efficient, and communicate with customers instantaneously wherever they are. Further benefits of good sales apps include an increase, and ease of, placing larger orders and quicker turnaround with shipments.
Intuition is a great quality for sales reps and managers to have but it can limit rational decision-making and accurate sales forecasting. This is why there is a strong lean towards the use of data analysis in sales. Data can be used to improve current sales processes, eliminate risks and recognise opportunities.
Data analysis doesn’t necessarily have to be complicated. You can simply observe trends by looking at what types of orders and products are most regularly processed, researching the type of clients most likely to work with you, seasonal changes in orders, how many clients your sales reps meet daily or monthly, and so forth. Apps can be helpful in this aspect especially since electronic ordering is much easier to look through and organise which will help with spotting trends.
Social media is everywhere and it is quite hard to ignore it as a potential booster of sales. Over the last few years social media has been used increasingly in B2B and B2C sales due to its far-reaching influence. Channels like LinkedIn and Facebook can help you to gain more customers as well as keep in contact with current customers. The more channels you have to offer your customers as part of your communication plan, the more options they feel they have and the more accessible your company feels.
Social selling can be a powerful tool for managing customer relationships and making your company’s voice known more strongly amongst the thousands of similar voices. The more platforms you utilise, the more visible it makes you. Social media is also helpful for knowing what customers want by looking at online conversations and engaging with people online. Even if you’re not involved directly with the discussions, you can watch what companies and potential customers are discussing amongst each other, and what customers would potentially find valuable that you are able to provide. Feedback on social platforms regarding products and customer service should also be welcomed by sales reps and managers alike. It can help to improve the way products are presented or introduced, how shipping and ordering is handled, and the manner in which customer service is provided.