Did you know that a marketing sales management performed incorrectly reflected in all areas of your distributor? Well, that’s true. But that doesn’t mean your company needs to take that risk.
So that you don’t see your business sales being harmed due to mismanagement, we prepared today’s article clarifying everything you need to know about sales management for distributors.
After All, What Is Sales Management?
Sellers and commercial representatives ensure that the products reach the consumer’s hands. However, for these professionals to fulfill this purpose, they need to be prepared to sell any product.
Therefore, sales management can be classified as the set of practices aimed at improving the skills of this team. In this way, ensure that salespeople can serve customers.
To have an idea, when a distributor does not have good management, all sales success can be compromised. After all, there is no way to guarantee that the commercial team is ready to sell and achieve all goals. See why managing sales at your distributor is essential?
How Does The Distributor Sales Cycle Work?
We can say that the stages of the commercial process in a distributor follow a traditional sales funnel . It starts with prospecting for customers, then goes on to qualifying leads and presenting the product. It then moves on to negotiation and only then to the final closing phase. Below, check out a brief explanation of this cycle and how sales management plays a vital role in each of the stages:
Prospecting consists of contacting a potential customer to receive a commercial offer. At this stage, the team must check which profiles fit the distributor’s persona to find new negotiation opportunities.
The first step in prospecting is to define who the potential customers are and which leads are not interested in doing business. Then organize a list of tips to contact, research information about the company to find out their needs, and then structure a prospecting process.
At this point, you must be thinking: “What does sales management influence in this first step?” Well, everything! After all, preparing the commercial team to recognize the right lead will influence the success of the entire sales cycle.
Have you ever considered the salesperson defining a bad lead profile and prospecting strategies directed to these people? Your distributor can not only waste time and real sales opportunities but also account for unnecessary costs.
Qualification is the stage where the seller will determine if the interested parties are possible customers. At this stage of the cycle, the leads more likely to close a deal are separated from those less involved, just like a filter.
This step is crucial for sales success since qualification will provide salespeople with the best business opportunities. To qualify correctly, your distributor needs to know the main aspects of customer qualification, such as company profile and purchase intent.
Does this mean that only potential customers most likely to close the deal can move on to the next stage of the funnel? No! You can gradually qualify the other leads until they show more apparent purchase intent. As with prospecting, sales management will also influence this stage as the commercial team will be better able to prepare the ground for selling the products.
Presentation is the stage of presenting products, solutions, and advantages to the customer. It is one of the most important in the sales cycle, as it will reinforce the potential buyer’s interest in purchasing the goods.
The point is that to ensure the presentation is a success, sellers need to be 100% able to sell and present the products, do you agree?
This means that everyone needs to know the merchandise’s advantages and how it can meet the customer’s needs, especially what its market differentials are.
Having mastery and knowledge of all information may seem simple at first, but that’s not how it works. The customer can and will raise questions about the products, so salespeople need to be trained and have enough capacity to answer all questions. So check it out; sales management will also influence this phase of the cycle…
In the negotiation stage, the customer has already shown interest in finalizing a purchase. Still, it will be necessary to clarify and agree on all the sale conditions. It is pricing the price of products, establishing payment terms, and calculating taxes. All this will be important for the negotiation and be positive for both sides.
Now I ask, how will your salesperson or commercial representative be able to clarify and settle all the conditions if there is no training or experience? He won’t make it and, in the worst case, will miss the opportunity to close the deal.
Sales management is also essential for the negotiation phase because it will ensure that each seller behaves correctly towards a potential buyer.
Many may think that there are no more worries after completing a sale. But the truth is that issuing invoices and delivering products is just as crucial as the prospecting, qualification, presentation, and negotiation phase.
Have you ever considered neglecting the delivery procedure and the product arriving late or defective to the customer? Your distributor will likely lose points and even the chance to trade in the future.
More important than selling products is retaining buyers. This is because the frequency of purchases will guarantee that the distributor will have positive and consistent results. As the commercial team will also involve in the delivery stage, sales management will prepare professionals so that they know how to define the proper routes and carriers to carry out the service.
After-sales is the last step in the sales cycle. Here deliveries must happen on time, respecting all conditions in the contract. It is also responsible for ensuring that the customer will receive quality service to clarify doubts.
After-sales contact is significant to keep the customer delighted with the product and motivate them to buy again.
Also Read: Inbound Marketing In E-Commerce