How to Improve Your Sales Productivity

Most articles on improving sales productivity focus on your sales force out in the field – their time, their skills and their effort. What if you could improve your sales productivity by simply giving your customers a great purchasing experience?

Ordering Made Easy

Your customers have lots of different choices. You need to make it simple and easy for your customer to choose you and then complete their purchase. Whether they’re on your website or ordering over the phone with a customer service rep, their experience should be user-friendly, allowing them to quickly find items, add them to their cart and check out.

With an integrated software system, your CSRs can quickly enter an order, see what inventory is available and when it’s available to ship, different pricing options, special promotions and up-sell alternatives and options. This access to vital information lets the CSR quickly match a customer with special promotions and options or let them know when a shipment may be delayed or backordered. The result? An informed, happy customer.

Even if a customer is ordering directly from your website, with an integrated system, they’ll be able to see if the item they’re seeking is available, how many are left in stock and what additional items might enhance their buying experience – like a new mouse to go with their new computer.

Consolidate Information for a Better Experience

Another customer-centric feature of an integrated software system is the ability to aggregate customer information into one central database. This integration of information allows you to develop a 360-degree view of your customer and then use that information to improve their purchasing experience.

When a customer calls in to make a purchase, your CSR can quickly conduct a global search and access the customer record with a few quick clicks. An easily accessible dashboard displays everything about that customer – sales history, open accounts receivable balances, past items purchased, key customer information and more -- in a user-friendly view. Developing this 360-degree view helps the CSR understand the customer as a person, helping them to better meet the needs of each and every customer.

In the long run, improving your customers’ sales experience, whether it’s on the phone or on your website, will improve your sales productivity and your bottom line.

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