Climate of Uncertainty.

With the current economic climate of uncertainty it is at times difficult to justify the expense of outside salespeople calling on customers. With all the technology available today companies are assessing how it can be leveraged into the sales effort and feel the same or similar results can be achieved through the new medium. Outside salespeople may not be needed or they can be reduced to save costs during times when sales are tight. This is a narrow view which in the long term can cost money in more ways than one.

Survival Equals Cashflow.

It should always be remembered that during tough financial times an organisation’s need for cashflow is paramount and cashflow comes from sales. All companies need to remember that for their survival they need to continue with these five important steps regardless of the market and the economy.

1. Continue talking to customers.
2. Obtain new customers and sales.
3. Maintain marketing.
4. Improve marketing strategies.
5. Capitalise on increased market share.

The Big Picture.

Outside salespeople working to a disciplined call schedule will ensure the five points above are achieved but the benefit to the business goes further than just selling the products or services offered. It is short sighted to see the Salespersons role of just getting orders as so much more value can be added to their role. The fact that they are in the customers business and regularly talking to all the staff is an important point lost on many Sales Managers and their Management.

Recognise the Clues.

Many organisations spend money on market surveys and research to get an insight to their market when their salespeople, if trained properly, will be able to provide valuable feedback that is more relevant to the business and the sales effort. It is the salesperson visiting the customers business who through by being alert will notice changes in that business that may affect their own products or services. Quite often it is noticing the subtle changes and the comments from the customer’s staff that will give clues regarding the activity of competitors and even the condition of the customers business.

Market Intelligence.

Now more than ever the salespersons market intelligence can be the difference between more sales being made, competitor’s activity or finding out a customer may not be able to pay their bills. The role of the travelling salesperson in today’s market is vital if a company is going to maintain the five key points above and stay ahead of their competition. Sales Managers and Management need to use all their resources in today’s economic climate to keep ahead of the game and their sales teams are a vital source of market information.