A brand doesn't exist within the confines of your company, it existing within the minds of your customers.That understanding makes all customer interactions an important ingredient in building and maintaining your brand. Your sales reps are a direct representation of your brand, company values, and products so it follows that your sales team has a significant impact on how your customers and the world perceive your company. In many ways, your sales reps are the face of the company. They are often the only people your customer routinely interact with. So, while sales and marketing alignment is crucial for maintaining a strong brand, to create a cohesive and consistent brand identity, your sales reps are the real legs that carry that forward. That’s why they have to a part of the conversation. There should be some intentional time and energy put into ensuring they are educated and held accountable for maintaining the company's image and reputation among their customers.
A Higher Degree of Professionalism
Perception is everything for a company and how your customer perceives your sales reps is essential. Sales reps should have both hard technical skills and soft relationship building skills in order to meet the raised expectations of B2B customers in 2018. Lengthy in-person sales calls are starting to become a thing of the past, binders of product information, and pricing and order forms are becoming more stylized and relational as technology progresses. Sales representatives should respect customer time by adopting tools that speed up the ordering process, allowing more time for relationship building. Mobile ordering technology, like OrderEase’s mobile sales rep app offers an easy and affordable solution that helps to speed up order administration while giving your brand a more professional and modern appearance.
Knowledgeable About Products
Customers look to sales reps as product experts. If they don’t know what they are selling, how can they expect anyone to buy? Inadequate product knowledge will negatively impact a company's brand and relationship with customers so all sales representatives should have in-depth knowledge of the products they sell, including features, benefits, and applications in order to best meet the needs of the customer. The more information your sales reps have, the greater value they can provide customers. Providing your sales reps in access to up-to-date product and inventory information ensure that they always have the answer to product and pricing questions during a sales call or meeting.
Service Driven Sales
Each rep should have a good understanding of the needs of each of their customers. They can do this by keeping a record of what customers have purchased in the past, as well as records or correspondence in a CRM. These records ensure that your sales rep is always aware of what their clients need before contacting them.
“74% of Buyers choose the sales rep that was first to add value and insight” (Corporate Vision).
Added value is essential for establishing your business as a leader in your customer's eyes. This can mean providing tips to retailers to help promote your products or offering the ease of online ordering. All these added value resources should be given to sales reps to educate and take care of your customers during their many interactions
If you want your business to stand out from the competition, your sales team should stand out too. Investing in your sales team should be a part of the equation.