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Uploaded byRadu Rosulescu
Collaborationboostthesales
Online collaboration can boost sales by allowing companies to share resources, knowledge, and customer information in one centralized place. This improves sales force efficiency by automating routine tasks, transferring them to less experienced employees, and allowing experienced employees to focus on more complex work. It also increases sales quality by helping employees better understand products, business objectives, and customers' needs through access to best practices, training materials, and success stories from other employees. When implemented effectively, online collaboration can increase a sales force's capacity by 10-20% without hiring more people.
Collaborationboostthesales
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- 2. ONLINE COLLABORATION "If onlyHP knew what it knows it would make three times more profit tomorrow“ Lew Platt, ex CEO Hewlett Packard
- 3. Virtual Company risk management sales management sales Better collaboration because all are support product customer support support marketing sales team
- 4. One single sourcefor all information • Centralized resources brochures documents – Articles – Reports articles – Information about products, campaigns services and markets • Virtual team – Team members tips & tricks – Tasks – Lists – Calendars & schedules – Common resources action plans • Collaboration record files targets statistics – Discussions board – Surveys and Feedback news • Knowledge management events – Tips & tricks reports – Best practices schedules – Case studies and success stories
- 5. INCREASE THE SALESFORCE EFFICIENCY Increasing the sales force capacity Increasing the sales quality Proactive selling
- 6. Capacity reallocation – •Identify the routine tasks • Automate the routine tasks • Transfer the routine tasks to inexperienced employees, maintain the complex (value added) tasks to experienced employees ?? apprentice learn from ? experience mentor answering to the same questions over and over again -> support support with documents available online routine tasks
- 7. Capacity reallocation – •Support each other • Sharing resources and knowledge – Best practices, “How to”s, F.A.Q.s • Better support from back office 2 branches, back office different pick time support online help colleagues support happy Working alone is less efficient. customers Together Everyone Achieves More
- 8. Quality of Sales– • Better understanding of the products and services offered to the customers – Main features, unique features, how the product stands comparing with the competitors’ products Last changes Product description Information related to the product FAQs, Tips&Tricks, Best practices All information in one place
- 9. Quality of Sales– • Better understanding of the business environment • Better understanding of the company business objectives – Understanding the company business strategy – Aligning sales to business objectives together Not just employees at the same company but a community, moving in the same direction and sharing the same values
- 10. Quality of Sales– • Better training follow up, involving the managers in the training process • Learn from others’ experiences – Success stories, Lesson learned, Best practices identity community learning as becoming learning as belonging LEARNING meaning practice learning as analysis learning as doing
- 11. Proactive selling • Betterunderstanding of the client’s needs – Active strategies for attracting new customers – Keeping the customers happy • Cross selling – Promotions, best value added or strategic products marketing management collect risks new ideas adapt to the clients sales synchronize decisions feedback better decisions faster time to market
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- 13. Sales performance • Theeffective sales time can be increased by 10-20% through capacity reallocation. The sales capacity will be increased without adding new resources (hiring new people) • Training efficiency can be improved by more than 40% through informal and practical related activities, without additional costs
- 14. Portrait of aperfect salesperson • Pays close attention to customer’s needs. • Helpful, Well-informed: Knowledgeable on industry, offerings and customers • Passionate • Performs all tasks quickly and efficiently in the minimum of time • Doing more of what he does best