How can you improve communication with outside sales reps during the pre-sales process?

Aligning on the sales process is essential for effective communication with outside sales reps. In my experience, working with reps with different management styles and territories has highlighted the importance of clear and strong communication. For example, when managing an account in the Virgin Islands, open lines of communication were crucial for timely order fulfillment and minimizing logistical delays. Strengthening communication channels between inside and outside sales teams is imperative for smooth operations and enhanced customer satisfaction. Establishing clear expectations, boundaries, and communication protocols will ensure a seamless sales process.

It really depends on the Outside reps relationship with the buyer/engineers/potential decision makers. If the rep has demonstrably solid relationships, it's easier to be his "expert" without taking over the sale.

In my experience, utilizing the appropriate tools can have a significant impact on the success of a sale. It influences factors such as urgency, follow-up, and the accuracy of order changes during the sales process. Whether you're communicating internally or externally, leveraging platforms like Microsoft Teams, Outlook, CRM, or utilizing a traditional method such as a phone call you can instill confidence in both your customers and your leadership team. Creating tasks in your personal calendar for shipment criteria deadlines, proposals, and purchase orders can set you apart from competitors. It is crucial to invest time in effectively learning how to manage these platforms and leverage their features, as they can greatly assist you.

By enhancing the value and insight you provide to outside sales reps, you can offer valuable data on obsolete items, new model numbers, available features and accessories, and limitations in terms of length or square footage area. Ensuring that you are familiar with detailed information and its retrieval location adds greater value to your conversations with outside sales reps and enhances the insight you are able to provide. Additionally, building rapport with vendors, manufacturers, and category representatives can further contribute to the value and insight you offer. By exploring opportunities for meetings, catalog training, and incentive programs for the end user, you can provide even more value and insight to support the sales process

Speak on the phone or live via Zoom or Teams rather than over rely on email and or texting. Ensure you're both on the same page and that everything is crystal clear from the outset.

To succeed in this, I recommend investing time in learning your CRM's operations, understanding product applications and complimentary products, familiarizing yourself with project phases, and identifying key contacts. By doing so, you become more versatile in conversations, establishing a strong foundation of credibility and engagement for future interactions. Whenever a customer reaches out for information, speak with the respective representative, gather the necessary product information or website links, and identify logistical parameters such as availability or order minimums. Holding yourself accountable in these aspects creates a seamless experience for your customers, demonstrating your expertise and systematic approach.