2 actions to help your Sales Field reduce stress and sell more starting from today
Field salespeople are the most valuable asset for every Direct Sales company. They are the advocates of your brand and the driver of your revenue.
There's no doubt that helping salespeople to adapt to the new realities is the top priority for every executive. Here are the 2 low-hanging fruits that you can do in the current situation in order to see quick results.
1. Adjust sales communications to the customers’ new behavior
In the face of uncertainty, salespeople tend to become either obsessive or passive.
The first selling pattern is “over-selling” - calling or texting several times a day to change a customer's mind or imposing irrelevant products to make any sale. The opposite pattern is “passive-selling” when a salesperson doesn’t want to bother their customers by not being sure if now is a good time for them to purchase.
As a result of both behaviors, salespeople lose their customers to online/retail shops or competitor companies’ sellers. That’s why it’s so important to teach sellers how often they should communicate with their customers and what words to say.
Two Powerful Messages Templates from Avon's leading sales manager
The major sales channel today are messengers - TechCrunch reported that WhatsApp has a 40% increase in usage and Facebook usage has increased by 37%. Most parents prefer text to calls because they're looking after children and just can't hang out on a phone.
However, it takes time to craft personalized messages to the customers, so, if you want your salespeople to send really great messages to the customers, create templates for them. Here are 2 examples from Avon’s leading Area Sales Manager Elena Gorshenina:
The optimal frequency of the outbound calls or messages to a customer is 1-2 times a week. Do extra communication only if you agreed with a customer the specific day and time. The other good reason for a spontaneous call might be some buyer’s actions, e.g. the customer started to make an order but dropped her cart.
Three golden rules to maximize the effectiveness of the templates:
● provide a good context for calls and messages by announcing new offers or discounts once or twice a week● iterate messages based on stats how customers are moving through the sales funnel after the message● embed templates inside digital tools instead of expecting salespeople will copy templates from the text document. Here’s the example:
The phone call checklist from Avon’s #1 sales leader
Before the outbreak happened, customers were open to a call only for 1-2 hours per day, now it’s easier to reach out to them at almost any time of the day. Phone calls also replaced face-to-face meetings as the main channel for real-time communication since 68% of consumers started “social distancing”.
That’s why top sales leaders recommend starting with training telesales skills and providing salespeople with phone call checklists for everyday usage. Here’s the phone call template from Natalia Donskikh - Avon’s many-years #1 sales manager in Russia:
2. Equip your salespeople with digital tools
From our experience with digitizing 3500+ direct sellers, the biggest challenge for them is to manage all the online conversations when you can send a message to a customer and receive an answer in a few hours or days or don’t receive it at all.
If a seller has only a handful of customers, it's easy to check every dialogue manually. For the salespeople with at least a dozen customers, it turns to an annoying routine. Therefore, to avoid losing customers, many of them try Excel or CRM solutions that are too cumbersome for daily usage.
Salespeople are unable to act as before, so they are ready for adopting any tool to survive in new realities. It’s a perfect time to start the digital transformation!
That’s why Direct Sales companies provide their sales field with digital assistants that are integrated with their ERP systems and have a more straightforward interface with only the necessary functions. Check out the common workflow of how salesperson makes scheduled actions:
During the crisis, a digital sales assistant is an even better choice its deployment takes only 7-14 days and the adoption rate of 65%+. The stats are based on our experience deploying Cotano for the top-3 Network Marketing company, which led to a 4% sales increase in just a few weeks (here's the case study).
To summarize, here’s the list of actions and tools that you can use to help your salespeople to go through the crisis and keep their results high:
P.S. We are here to share with you our 10+ year experience in Enterprise CRM solutions, sales productivity, and coaching. Click to book a 15-min call with us.