Sales meetings are often the most critical part of the sales process for the B2B organizations. Related to this, we believe that:
1. Sales reps in the face-to-face interface should have the best available tools to grow your business.
For many B2B companies, the success in the sales meetings is the difference between growing your business or being out-of-business. We believe that sales reps can and should be equipped with superior tools to maximize their sales potential.
So the key question here is - what kind of meeting tools would help your sales to close more deals? And can we do something to spare our sales reps from spending up to 40% of their working time with administrative and repetitive tasks - such as struggling with presentation building and searching internal systems and emails for the latest sales assets?
2. Management needs to have better visibility to be able to steer and support the implementation
The management has often very limited or no visibility to how the created strategy and vision is implemented in the front line - in the sales meetings. We believe that this disability not only makes it difficult for management to implement the required support and direction for the sales reps but it means that the window of opportunity to develop the business through customer inputs is missed.
For us - the success of the strategy should be measured based on how the last person in the line executes it. By transforming strategy into concrete toolkits and getting better view on the daily activities, management can help everyone to stay united and efficient in reaching the company's goals.
So as our focus is to help both sales reps and management - we have listed here three common sales meeting related challenges for each party.
Common management challenges:
Challenge #1: Quality of sales visits varies significantly
Each sales rep has often their own way and tools to approach the sales calls. This custom approach can be in best cases very effective but it unfortunately often creates also negative side effects for company's value propositions, brand identity and the level of customer interaction. Quality is also affected by common challenges with sharing the best practices and up-to-date sales assets with everyone.
SOLUTION: SalesFrame toolkit ensures that everyone has easy access to up-to-date sales assets when meeting the customers. All content is aligned with the selected sales approach and toolkit is designed promote company brand in desired way throughout the company. SalesFrame builds great, state-of-the-art framework to raise and even up the quality of sales interaction in the customer interface.
Challenge #2: Limited visibility and support for the sales meetings
Management has currently limited tools to systematically support and align the face-to-face customer interactions. By understanding systematically more about the actual contents of the sales meetings, management can better guide sales reps for success.
SOLUTION: SalesFrame solution provides unique insight and data of the interaction in the sales meetings. This information can be used to share best practices, develop the offering and other relevant parts of successful sales meetings.
Challenge #3: Implementing new sales approach / strategy / brand
Management often struggles with the process of changing the status quo. This can be the case for example when company decides to change focus from product sales to solution sales. Or when the competition forces companies to pinpoint and quantify the value of their business to customers more effectively. Brand launch is also an example where significant amount of resources are spent on getting everyone on the same page.
SOLUTION: SalesFrame helps to make the changes in the status quo concrete and easier to adopt. So in addition to providing tools for customer interaction, it also works efficiently as tool for internal training. With SalesFrame management can also better and quickly follow-up the transformation process and focus supporting resources where they are most needed.
Common sales rep challenges:
Challenge #1: Routine tasks consume much time
According to studies about sales performance, the administrative tasks related to sales meetings such as building presentations, customer documentation and meeting reporting, can take even up to 40% of sales reps available time.
SOLUTION: With SalesFrame we can significantly not only reduce the time spent on these activities, but also raise the overall quality of the work. This will give sales reps more time to spend on more valuable tasks and generate more revenue.
Challenge #2: Difficulties to keep track of the growing offering / new products.
Sales reps find it often difficult to sell and introduce to customer new products with which they are not very familiar with. This often leads to situations where sales is offering the products they are familiar with. Sales process can also slow down as product specialists are need to take care of the customer cases.
SOLUTION: With SalesFrame sales reps can easily introduce themselves with the latest products and sales materials. Sales reps can be sure that they can give the customer at least the initial information about the products. This will speed up the sales process and especially the lead qualification process as need for additional product specialist resources will be decreased significantly.
Challenge #3: Limited support in changing sales environment
Solution sales, growing offering, new customer segments, value-based argumentation - many sales reps have hard time keeping up with the constant changes in the sales environment. Many will agree that more complicated and demanding conditions has not resulted in equal development of supporting tools.
SOLUTION: SalesFrame provides opportunity to offer sales reps the concrete support and tools they need to succeed. Interactive benefits calculators and intelligent survey tools are just few examples of the kind of innovative and state-of-the art support tools sales reps will give high value.