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By setting up a dedicated sales intranet, you give
your sales reps one of the most powerful tools to help them sell more of your
products and services. The intranet can be used in so many ways in the sales
process, from providing complete, accurate information to training. Here are
just a few ways your intranet can help your sales reps:
1. A current products and procedures manual
Most companies now offer a variety of products. And to keep up with market
requirements, features of those products are continually changing. For years,
sales reps kept up with these changes by using their own sales manuals. However,
sales manuals had a way of quickly being out of date, unless the sales rep
was spending more time updating the manual than calling on customers. Now, sales
manuals online are continually up to date. And salespeople can rely on the
information while presenting to their prospects.
2. Customer profiles
Just before calling on existing customers for additional orders, it is helpful
for sales reps to have access to information about each customer's buying
patterns and preferences. What an advantage for sales reps to have easy access
to previous products and services ordered, the price accepted by the customer,
the name of the decision makers -- maybe even the name of that all-important
gatekeeper. Information is a powerful tool in winning future sales, and the
intranet can deliver all of the information just when it's needed.
3. Presentations and demos
Let's say your sales reps want to demonstrate new product features that are
being introduced to the market. What better way for those reps to have access to
exactly the presentation or demo they need? Using the intranet to store sales
presentations and product demonstrations makes it much easier to provide sales
reps with the newest, most up-to-date versions.
4. Ability to check inventory levels and product availability
If your reps are selling products that must be inventoried, and they want to
know how many of model 3489 are currently available for a prospect, no problem.
Intranets can let sales reps have accurate information about products in
inventory as well as planned availability for future shipments.
5. Price quotes
One of the major delays in the decision to buy is the need to wait for a custom
price quote -- but not if the sales reps have access to a price calculator
program on the company's intranet. Need special permission to exceed the
discount schedule? Through the intranet, the appropriate departments at head
office can be contacted, the quote created and a proposal with the new prices
listed can be generated right there in the prospect's office.
6. Product literature
Let's say the prospect wants to see the specifications on some of the newer
products in your company's line. Now, the sales literature for new products
might be hard to get, or it may take a day or two to send it to the prospect;
but not if your sales literature is on your company's intranet. The sales rep
can bring the correct catalog sheets or product specification right to the
screen and print them on the spot. And if the prospect says, "I need to
show this to my boss before I can make a decision," your salespeople have
the perfect opportunity to meet with both of them right there and then, and
explain the newest features.
7. Sales reports and forecasts
One of the parts of selling that many reps don't really enjoy is the need to
fill out that paperwork. Every sales call generates a need for a report.
Periodic forecasts are required to keep managers and others informed on future
sales. An intranet makes it easier for salespeople to complete and file their
reports. No need to wait until they get back to the office to write the reports.
They can do it on the road and send the data back to home office. That way, the
job gets done with minimal lost time.
8. Sales training
Many sales reps face continuing education requirements; others just need to
continually practice their selling techniques. Another valuable intranet
resource is sales training programs. Reps can work on their training while out
on the road, between sales calls or whenever they have a few minutes to spare.
In addition, reps have access to other information (product information, price
sheets, procedures, competitive matrixes, customer profiles) that are also on
the intranet, to extend their learning.
9. Current company news
For field-based reps, staying up on the latest changes in the structure of the
organization is often a challenge. Once again, field reps can feel more tightly
tied to the home office when they get the information via the intranet at the
same time as the staff in the home office.
Want to help your salespeople sell more of your company's products and
services? Build them an intranet that is designed to meet their needs -- and
give them the systems to access it.
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