Increasing sales is the holy grail for many companies worldwide. However, where B2B sales are concerned it can present a considerable challenge to business owners and their salespeople.
In an industry as old as the sales industry, you would expect that most company owners would have the keys to increasing their sales numbers but the reality is different.
With the advent of technology, has come a huge influx of new ways in which sales should be handled. Some may say that this influx has caused the industry to become more fragmented. Others say it makes the industry more competitive. We say, “maybe we need to go back to basics!”
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“But We already have a sales team!” we hear you say. However, if you’re not utilising an independent sales channel you’re seriously missing out.
Self-employed sales agents offer a wealth of industry experience, extensive client lists and a network of contacts you can leverage for your own ends.
In most cases, independent sales agents also offer a much faster and more cost effective route to market than relying solely on in-house sales staff because they already have extensive networks of contacts that they do business with regularly in areas that extend beyond the reach of your employees.
This isn’t to negate the effectiveness of in-house sales teams but rather to encourage diversification and reach new markets where your existing sales force don’t have a presence on the ground or existing relationships with your target clients.
2. Help Your Sales Reps Understand Your Buyers
Whether you work with commission-only sales professionals or employ in-house salespeople, the most important thing you should do as an employer is to empower your sales team by giving them the information they need about your buyers.
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