How do you measure sales success? By definition, it’s the confirmation that a prospect allowed a seller to address their needs.
This leads to an even bigger question. How do companies achieve field sales success?
Before the internet leveled the playing field in terms of knowing about products and companies, many salespeople saw field sales success as an individual accomplishment. Sales teams and companies supported that notion, as competition between agents meant bigger revenue for themselves. They stoked the competitive fire by offering awards and incentives for top sellers.
Surprisingly, what was once a frantic response to the pandemic has shifted into the preferred way of doing business among B2B buyers and sellers. Hybrid selling, propelled by state-of-the-art sales tech, is on track to become the “most dominant sales strategy” by 2024.
With the surge of remote activities, many digital tools reached peak popularity. According to a recent LinkedIn report, most tech tools used today focus on three main points: customer relationship management (42%), visual collaboration and demonstration (41%), and sales intelligence (40%).
Other sales tech tools focusing on sales engagement, sales enablement, and sales coaching also made the list. Working in tandem, they provide sales representatives with the information and tools needed to complete their tasks as remote B2B sales representatives.
4 sales tech tools that help enhance productivity for field sales
In the field of B2B sales, digitalization continues to march forward. In particular, field sales representatives made a shift that completely redefined their work. Rather than constantly traveling to meet and manage clients, they now conduct their sales calls via video conferencing. Today’s sales reps are using more cloud-based software to gather and retrieve data, perform sales tasks, and stay connected with the office.
Sales agents will find these tools equally useful in enhancing productivity and automating tasks even if they return to the field. Below are four of the most active sales tech tools used by sales teams today:
B2B customer relationship management (CRM)
CRM tools are some of the most important software for B2B companies to have. The CRM is the repository for every touchpoint your company makes with its customers. Using this data, sales and customer support teams can provide unique customer experiences based on their profiles. The CRM software keeps records of customer purchases, visits, and communication histories.
Meanwhile, sales representatives get a clearer picture of how to deal with their clients based on CRM data. It relays the best times to call clients – including when the times for contract renewal or reordering products roll around. CRM software also helps sales reps avoid mistakes by ensuring the company addresses problems reported by clients.
Sales demo/presentation app
Demonstrating a product’s features in person is a breeze. For remote sales personnel, a product demonstration is only possible through a video presentation. Sales demonstration or sales presentation software provides the enterprising sales team with a modern way to showcase their product’s features and purposes. The software’s interactive features make presentations pop, to increase customer awareness and engagement.
Clients may already have a vague idea of how the product works. Custom sales presentations that bring it to life may be exactly what buyers need to commit to the sale.
B2B field sales app
Field sales used to exclusively refer to door-to-door traveling sales reps. Now, field sales also get to enjoy the benefits of digitization. Field sales apps let representatives focus more on sales and less on the field, as they too can converse remotely as well.
Using cloud-based apps, field sales teams can now complete transactions directly from the client’s premises. Agents can also search for critical data, such as current market prices and stock availability, at the touch of a button. Even contracts and quotations can be signed digitally now, eliminating the costly practice of ping-ponging between offices to affix signatures. In addition, these apps also have sales management features. These allow supervisors to track their team members and provide one-on-one coaching services as needed.
Remote sales collaboration
Whether engaging with clients in the field or from home, sales reps need to collaborate closely with the rest of their team. Team members must have the time and sales tech tools to achieve their shared business objectives. This is precisely why the popularity of remote sales collaboration tools exploded when the pandemic hit.
The ideal remote collaboration software provides members with the means to share tools and documents while remaining in communication. These communication functions should include video conferencing, chat, and file sharing functions. Simultaneously, collaboration tools should allow all team members to freely access team documents as needed. Furthermore, seamless integration with ERP, CRM, and CX tools also helps sales representatives retrieve important information during client calls.
Equip your sales team with the latest technology with Skynamo
Sales tech tools are here to stay. This means that having the right sales software can be the difference between closing the deal and losing clients. Skynamo is cloud-based software that contains all the sales tech features your field sales team needs to succeed – wherever they are. It features real-time reporting and automated sales analysis so sales are finalized and made accessible on the spot. It also features a smart team management module that lets managers view team activities. This allows company leaders to intervene when needed.
Skynamo even streamlines CRM and contact management to equip field teams with customer profiles, purchase histories, and other pertinent sales information. It also allows for live order capturing, which lets sales reps finalize transactions at the drop of a hat. Long gone are the days of racing back and forth to gather updated pricing and availability, signatures, or paperwork!
Does streamlining your sales team and business appeal to you? Drop us a line! Tell us about your company’s needs and we’ll arrange a free demonstration for you to experience the power of Skynamo live.
Almost three years into the pandemic, the food and beverage industry is starting to recover. COVID-19 caused many people to stop dining out. Instead, families chose to have food delivered to their homes, which caused a surge in takeout and delivery orders.
At the same time, restaurants found themselves serving hungry customers while enforcing health and safety protocols. Unable to cope with the demands of the new normal, many restaurants and cafes had to close shop. According to the National Restaurant Association, around 17% of food outlets in the United States ultimately closed their doors after not being able to adjust to the pandemic.
Online orders quite literally saved the food and beverage industry throughout the pandemic. With most storefronts temporarily closing their doors to stop the spread of the Covid-19 virus, the public turned to sales ordering apps. Given the uncertainty of the times, these food sales apps undoubtedly saved the day for food and beverage (F&B) companies.
Quality diminishes over time. This is especially true for databases containing customer data. That may sound like a problem for another day, but the truth is, the data decay that will impede your entire organisation is happening as we speak. This is why B2B businesses should invest in top-tier CRM software. In doing so, they protect the data they expended precious resources to acquire while protecting the most important part of any business — their customers.
Mental health challenges have reached a new global high with 42% of adults worldwide saying they feel a lot of worry, 41% reporting being stressed and 28% experiencing unhappiness
Burnout is also on the rise, with 49% of people suffering from these symptoms at work. Hybrid working is adding to people’s stress by increasing a sense of isolation, with the fear and uncertainty of the modern world making us ever more anxious.
Businesses across all sectors leverage digital tools and platforms to grow. This is because more and more customers are flocking to the digital space every day. Better yet, they’re doing so with the intent to engage with brands that can effectively and efficiently alleviate their pain points.
Companies usually task their sales team members with targets they need to meet by the end of a term. These quotas can go up or down depending on the previous period’s performance and current market conditions. When leads fail to prepare their sales team with clear strategies to acquire new clients, those quotas rarely get met. In contrast, a well-equipped team that understands the market won’t just hit their targets – they’ll exceed them.
The pandemic pushed companies in industries still dependent on legacy systems to embrace new tools. Companies in sectors like food and beverages had to focus on digital adaptation to survive and meet new customer demands. Having a solid eCommerce platform became the norm. Optimization kicks off with the right tools for companies in this industry, starting with a competitive B2B sales ordering platform.
Although two years have passed since the pandemic put these changes in motion, there’s still a long road ahead. Only 48% of B2B buyers who make daily critical purchases report satisfaction when buying from a supplier’s website. The rest of these buyers expressed disappointment because their expectations were not met.
The wrong platform could put a company back at square one. Here’s what to consider when you’re on the lookout for a sales ordering platform.
Speed has always been essential in the food and beverage industry. While swiftness is a premium in other sectors, here, it’s indispensable. Timed delivery is vital to meet client demands, especially for restaurants, retailers, or resellers. Moreover, client expectations and needs have significantly increased since the pandemic – more than 69% of the country’s population has shopped online. Meanwhile, the most popular online storefronts boast features like ultra-fast deliveries. Companies that want to stay competitive in this new dynamic need to keep up with these offers.
The best way to optimize and improve order fulfilment times is to streamline your internal processes first. A good B2B sales ordering platform allows you to automate many aspects of an order from the moment it’s picked to its fulfilment. Other elements that improve speed are:
Collaborating between teams: Sales ordering platforms allow teams to verify relevant information on the spot so you can say goodbye to extensive paper trails and fax machines.
Improving internal processes: The right platform enables managers and team leaders to quantify success by offering key data values vital to making data-driven decisions.
Automating warehouse checking and quotation: These new solutions effectively reduce the time it takes for a client to get an accurate quote, which can be instant, depending on the situation.
Updating your tools and processes comes with its own challenges. Many sales ordering platforms struggle with offline capabilities, especially data synchronization. These issues can lead to stagnation in processes and operations.
While not every task demands constant connectivity, access to orders and client information is key to success. Access to live data helps employees make better decisions in challenging scenarios and gather data.
Field workers do not always have access to reliable connections, yet data capturing remains essential. A live service that cannot operate without connection in this day and age will set your company back a few decades. That’s why smooth and reliable synchronization in a B2B sales ordering platform is vital. Skynamo offers these capabilities to ensure your staff can perform at all times despite the situation.
Seamless ERP integration
Companies often rely on different software solutions to tackle their everyday tasks. Most use Enterprise Resource Planner (ERP) software to help manage the company and all of its teams. These tools allow for seamless collaboration and planning from a single platform, and they enable businesses to record information into a single database rather than one for each tool used. The sales ordering platform you choose needs to integrate with your other tools easily. Otherwise, you risk over-complicating workflows, creating more barriers between an order and its destination.
There are different types of management platforms out there, like customer relationship management (CRM) and enterprise risk management (ERM) software. However, what makes ERP unique is that it provides real-time data on how your business operates and includes information about resources, materials, and transactions. Even if the B2B sales ordering platform does not support your ERP, the team behind the platform should be able to provide you with a custom solution.
These platforms allow you to make more accurate and data-based decisions. This is especially important in the often unpredictable market of the food and beverage industry.
Free training for customers
Even after choosing the right platform, companies need to ensure their staff is trained to operate them. A lack of training leads to slower results, impacting goals and order fulfilment. Employees who are not well versed in their company’s ordering platform may not perform as well as their peers, potentially leading to stress and burnout. The right company will provide your staff with the necessary resources and training events.
Skynamo offers its own academy where employees can train in a self-paced environment. Video conference training is also available and provides a more personalized experience. Training should be an ongoing effort; ensure that the ordering company will provide you with the necessary resources to navigate updates or significant changes.
Get the best food and beverage B2B CRM software
Not every single B2B ordering platform is created equal. The right choice enables your company to optimize its existing process considerably. It provides clients with faster order fulfilment while also streamlining your internal processes. It centralizes data reporting and allows you to access the platform even without a reliable connection. These tools are key to your company’s success, and a platform that delivers them is indispensable for any company in the food and beverage industry to stay competitive.
Ready to learn more about how a sales ordering platform could unlock your company’s true sales potential? Reach out to Skynamo today and let’s chat.
Information is power. Nowhere is this more apparent than in measuring the success of your sales team. Many companies leverage sales data to analyze their past performance and predict their future success. Meanwhile, other firms specialize in gathering customer insights to create highly customized campaigns and programs.
Companies used to depend entirely on the merits of their product or their sales representatives’ social skills to find success. These companies are now using data to learn more about their customers and how the market behaves.
The advantage of data-driven sales
Before, many companies had to depend on their sales representatives’ ability to sell products to customers based on their intuition. However, this method is a bit unreliable, as it depends largely on the salesperson’s skill and “gut instinct” instead of addressing each individual buyer’s specific needs.
In contrast, data-driven sales take other factors into consideration before reps engage with a client. This includes present market and economic conditions, competitor activity, and even buyer sentiments. This helps sales teams make more targeted approaches to selling instead of devoting time to prospects that are obviously a bad fit or not interested.
With a more efficient approach to sales, companies can now focus their resources on more qualified prospects instead of spreading themselves thin. Eventually, this more disciplined approach leads to higher rates of closing and a better spend-to-revenue ratio.
How data insights can help improve sales performance
Data insights are the end product of analyzing sales information based on specific criteria.
Performance: sales managers can use this information to keep track of their sales team’s performance over a period of time.
Training: Tracking the team’s performance also helps sales managers to determine which skills need refining. When managers know their team’s weak points, they can easily define the type of training to give.
Rewards: The insights can also help identify top performers so managers can reward them.
Top sellers: Data insights can also help sales teams track a product’s performance. It allows them to determine which products are selling well and which are performing poorly.
Slow movers: This information helps the team to better identify the slow-moving products that need to be marked down.
In short, data insights help increase sales efficiency by allowing salespeople to focus their resources on more qualified prospects instead of having to blindly convince leads who may or may not decide to purchase.
Sales teams understand their customers better
By collecting and compiling sales data from customers, your sales team can build a better, more accurate picture of your clients. Sellers can find more common ground by learning more about a client’s purchase histories, motivations and core beliefs.
Some modern sales CRM apps might even tell you which customers are the most loyal and which customers are the most profitable. If your sales CRM software is really up to snuff, it may show sales managers and decision-makers which customers are at risk of moving to your competition. This will allow sales teams to deploy tactics to keep customers on board.
Closing deals becomes easier
With a better understanding of the client comes more personalized campaigns and customer programs. This includes highlighting benefits, implementing promotions, and applying incentives that are more likely to elicit a positive response from your clients. Using sales data can give your company an edge when it comes to meeting your clients’ wants and needs. And when your buyers are more responsive, closing the sale becomes much easier. But you need access to integrated, real-time sales data first for this to become feasible.
Accurately identify upsell and cross-selling opportunities
A better understanding of the client also means knowing if they are open to supplemental offers such as additional upsell or cross-sell opportunities. Having reliable sales data can help indicate if a client is more likely to respond to additional offers apart from their original purchase.
Sales data is a powerful tool that can help your sales team turn into a more productive revenue generator. Consolidating and analyzing your customer information to get the right insights can go a long way in closing deals with them.
While many sales teams are still using spreadsheets, paper, manual processes, and non-communicative apps, getting accurate sales data is a time-consuming challenge.
To successfully harness the power of your customer database, you’ll need reliable software to process all of the information for your team.
Skynamo is a leading field sales CRM platform that automates sales reports and produces sales and customer insights at the touch of a button.
Skynamo helps gather, store, and analyze customer data, which eventually turns into valuable insights. The software helps identify which prospects are more open and ready to listen to your latest pitch. At the same time, Skynamo also helps identify customers that are in danger of leaving you for a new supplier.
How can Skynamo help you today? Please visit us so we can learn more about how we can help your specific business. Share your contact information and we’ll be very happy to arrange a free demonstration.
Technology has driven the sales industry to new heights. From landlines to cell phones, cold calling to data-driven leads, and manual data entry to automated CRMs, we’ve come a long way. Not only is technology playing a bigger role in every touchpoint of the sales process, but it has restructured the sales approach entirely.
This is because sales technology allows reps to personalize their approach and close deals at the most opportune time. It minimizes time and resources wasted on poor leads. In this guide, we will analyze the impact of digitization on the industry by looking at how sales technology has evolved over time. Understanding these benefits can enhance the way your team does sales and help you remain relevant in a competitive and ever-evolving world.
Sales tech, a brief history
Sales technology has progressed from devices that allow sales reps to just share their message to tools that help them to communicate in engaging, relevant, and effective ways. The following major milestones in the history of sales technology have laid the foundation for today’s efficient digital sales methods and solutions.
The Digital Revolution
The Digital Revolution saw companies moving away from mechanical and analogue tech and toward using digital sales technology. During this time, analogue mobile phones paved the way for mobile communication. As a result, door-to-door sales declined, and telemarketing became the norm. Salespeople used the invention of voicemail in the 1980s to ensure their sales messages were reaching prospects.
Digital computers and the internet also became available to the public during this time, further accelerating communication. Because of this, the integration of digital record-keeping also became a regular business practice.
Shortly thereafter, the first laptops became available for public purchase. This then transformed the way salespeople could work on the go. They could now be just as productive and efficient on a sales trip as they would in the office. The world wide web and the first video conferencing platform, WebEx, further enhanced their ability to connect with customers from anywhere at any time.
This era of sales technology was revolutionary for customer relationship management. ACT! (Automated Contact Tracking) launched in 1986 as one of the first customer relationship management software tools. The concept pioneered ongoing developments of more comprehensive CRM tools. SalesForce was then launched in 1999. Although its competitors didn’t take cloud services seriously, SalesForce quickly became the world’s largest vendor of CRM as customers migrated to the cloud.
The Smartphone Revolution
Also known as the Information Revolution, the past two decades have seen an evolution in both smart technology and automation. The rise of Facebook (2004), YouTube (2006), and Twitter (2006) changed marketing forever. Salespeople could now leverage social platforms to source leads and easily communicate with prospects. Tablets became useful tools for sales presentations and working on the go.
Smartphones and mobile apps further enhanced information and pricing accessibility. This technology allowed sales managers to track sales in real-time. Salespeople could also use these devices to quote clients immediately, finalizing paperwork through their digital tech.
Improved CRM provided the advantage of storing massive values of data in relatively small spaces. Reps could thus start personalizing the sales experience based on accurate customer information. Advancements in sales technology and automation have largely reduced the manual administrative work required in sales, freeing salespeople up to focus on customer relationships.
The evolution of sales tech has essentially allowed reps to optimize their sales opportunities, catch prospects as soon as they are ready, and improve their service. The impact of these advancements can still be seen in how companies run their businesses to this day.
The benefits of using sales technology
Given the speed at which business and sales technology is evolving, companies that have not adapted to the new technologies are quickly lagging. This resistance to change is causing a wide gap between the frontrunners and those who are falling behind.
Traditional methods of telemarketing, manual lead generation, and spreadsheet CRM are obsolete. They hinder growth and slow productivity. Any hesitancy to adopt new sales technology also impairs employee growth. This can render a business irrelevant to the modern consumer and take away from their ability to meet their needs.
While some businesses may not want to use new tech because of the cost, the reality is that sales technology saves time, resources, money, and administrative labour. It also improves productivity and efficiency, which translates to increased sales profits.
The following list outlines the significant benefits of adopting sales technology.
Improves ongoing product and sales education
Synchronizes all touchpoints of the sales system
Provides on-demand sales resources for every step of the customer journey
Enhances account personalization
Improves strategic lead generation
Real-time sales tracking
Geographic sales expansion
Improves data-based decision making
Reduces manual administration and thus, human error
Decreases administrative labour costs
Eliminates hard copies and printing costs
Faster proposal and quote turnaround
Sign and deliver contracts anytime from anywhere
Sales reps can access data and account information while travelling
Improved communication between departments, salespeople, and customers
Sales managers can track engagement, sales, and monitor content use
Better quality conversions
Interactive sales tools
Out with the old, in with the new
Regardless of how good your product is, an inefficient sales process will not lead to a successful business. Using sales technology can help you to find digital solutions to common business and sales problems.
Tech tools have become vital to crafting a streamlined sales process. The following tools can help any business to up their sales game to become a leading competitor in their industry.
A sales CRM automatically organizes customer data, tracks client communication, and sends follow-up reminders. This sales technology is an essential tool that seamlessly manages all touchpoints throughout the sales journey. With automated administration and data organization, sales reps can spend the time saved on fostering meaningful client relationships.
Automated processes also improve data accuracy. An effective CRM stores a significant amount of data in a way that is easy to find. Your salespeople can then access updated customer data from anywhere at any time.
Sales and marketing automation
This sales technology automates the many responsibilities that are essential for building a profitable sales process. Among many other functions, sales and marketing automation both involve bulk emailing and personalizing client messages. Marketing automation focuses on attracting leads through industry research, content, and distribution tasks. Sales automation aims to convert those leads to buyers and centres largely on connecting with customers and optimizing the customer experience.
CRM, lead generation, and email marketing software all integrate sales automation tools. Sales automation is essential in helping sales representatives to manage their sales processes and tasks more efficiently.
Lead generation and prospecting
Manual sales prospecting is a tedious task. It takes away from the time needed to foster new leads and client relationships. This sales technology automates and simplifies the prospecting process by sourcing leads from online channels. These include social media, email, and landing pages.
It then collects contact information from prospects who have shown interest in a product. The software then automatically directs the information to the right sales team. The information provided allows sales staff to approach more qualified leads with better insights, tactics, and personalization. This translates into more profitable deals.
Video conferencing tools should be non-negotiable for every sales business. They allow for seamless client meetings regardless of location and time zones. They also give salespeople the ability to give remote presentations and offer screen sharing.
Video conferencing saves a significant amount of time and money by cutting out travel time and costs while widening the geographic pool of sales candidates. In doing so, it also allows salespeople to meet with a higher number of potential clients daily.
Data insights and analytics
Interpreting the mass of customer data collected from retail channels, eCommerce, and social media is a challenging and time-consuming task. Implementing data analytics tools will allow your business to create instant customer profiles from collected data. This sales technology offers behavioural insights that optimize the sales process and personalize the customer experience. Predictive models can determine product recommendations that are most likely to appeal to customers.
When it comes to strategizing sales, data analytics tools can offer insights about supply chain, inventory, and bottlenecks. This helps to direct sales teams on which selling areas they should focus on. For example, if a business has overestimated demand for a product, statistical models can automatically make recommendations to determine the best price for clearance sales.
With automated updates, reports are always accurate at the time of reporting. Sales reps and managers save time compiling reports and can access them from any device with internet connection. With simplified, flexible, and efficient real-time reporting, businesses can make well-informed decisions. This can help businesses to minimize losses. Additionally, they can visualize the results of changes before implementing them with predictive analytics tools.
Another benefit of having access to sales data is that it gives managers complete transparency, which can help when it comes to mentoring the sales team. Managers have visibility into individual progress, as well as agent priorities, strengths, weaknesses, and areas where they may need assistance.
Document automation allows you to generate documents in a digital platform by using a template or designing it from scratch. The software shares documents via an automated and secure workflow. This eliminates the need for printed paperwork, manual data entry, and email reminders. It also offers improved security while simplifying accessibility and reducing errors. As a result, it improves the end-user experience.
Accounting software comes with a range of functions that are suitable for companies of various sizes. This is why you should opt for a software solution that can grow with your company.
The software captures and categorizes financial transactions, sends invoices, and runs automated reports. Some also assist with fulfilling bills and payroll. Automated features reduce errors, save time spent manually processing data, and streamline tax filing.
With instant, professional-looking reports and financial statements, insights are easy to interpret and apply in decision-making. There is no better way to sync all your financial data for optimal finance management.
Sales order processing
Manual and paper-based order processing is tedious, slow, and prone to human error. Automated tools fast-track sales order processing by capturing incoming data immediately. At the same time, the system sends order documents and information to the appropriate staff for processing.
This not only improves order fulfilment efficiency and customer service but also speeds up the order-to-cash period. Sales order processing software securely stores details and allows easy access to information from any mobile device.
Sales order processing ultimately allows the business to process more orders and generate increased income in a shorter time span.
The digital sales revolution is here: time to upgrade your sales tech stack
While B2C companies set the stage for early adoption of digital sales technology, B2B companies were a little slower to jump on the bandwagon. By hesitating to switch to digital sales solutions, some businesses began to fall behind.
B2B companies who have not updated their sales tech are up against competitors who are pulling out all the stops. They’re effectively implementing online demos, videos, live chat, comparison engines, and instant quote calculators. They’ve equipped sales reps with tools to engage with buyers strategically. Their sales interactions are also more time-efficient with live video conferencing and real-time demos.
To remain relevant and handle the demands of the modern market, sales teams need the right tech. They need tools to help them to maximize productivity while fostering personalized customer relationships. Data analytics and automated sales insights are no longer nice-to-haves. These form the backbone of effective decision-making and sales training.
With the right software, digitizing your sales process doesn’t have to be complicated. Skynamo’s CRM software has all the features your business needs to drive efficient sales processes to meet evolving customer expectations.
The platform is scalable, allowing you to adapt processes as the business grows, without hindering the sales process. With Skynamo, field sales reps have on-demand access to a host of information. They can access customer data, updated pricing, and the most recent product information, anywhere, at any time, from a mobile device. Skynamo’s task automation minimizes manual administration and tracks sales activities in real-time.
By digitizing sales processes with Skynamo, your sales teams can use a mobile device to generate quotes, check inventory, and issue orders. We’d love to chat with you to explore ways Skynamo can resolve specific pain points in your field sales management workflow and drive your business to new heights.