The ISMM reports that the sales industry is facing huge challenges because customer relationships can be built virtually, particularly with the introduction of social networking sites, with faster and easier conversations achievable across the country at a click of a button.
Members have reported that too many businesses are forgetting that sales is the only activity in business that creates revenue and, therefore, that sales should be a priority factor for all firms in this economy.
These days almost all transactions can be made via mobile devices and Internet connection, allowing customers to be in contact 24 hours a day, seven days a week.
With the office “open all hours” and changing technologies, technology appears to be making salespeople’s lives ever more challenging.
Chief among these is that customers can find your products and services easier and quicker than ever before and compare between competitors.
Social Media has also changed the face of business, with LinkedIn, Facebook and Twitter supplying a virtual platform to network and gain new business from the comfort of an office chair, without having to venture out of the office.
So the ISMM have put together some essential tips for their members to help generate sales growth:
· Place more value on social media in your business; ensure that every member of the company is up to date with all the powerful tools in each site by attending social media workshops.
· Train the individuals in the sales team to the highest possible level, many sales training courses centre around technology – one of the best ways to train salespeople is to train them to understand where best to spend their time, where the best prospects are and how to develop propositions that talk to vertical markets.
· Walk away from bad deals. Not only does this protect your brand and your long-term revenue but it also gives the sales team the credibility to make positive recommendations rather than just taking any deal that comes their way.
For more information about the ISMM visit www.ismm.co.uk