Sales teams are key to the success of B2B eCommerce business models. More and more companies are turning to online transactions to work with suppliers. Competition in this area keeps growing, and sales teams must evolve to fit into this new digital framework that is transforming the current landscape.
Sales teams and eCommerce
To integrate the sales team into an eCommerce operation, an orderly transition is essential. Staff need the right tools to help them understand their new role.
To do this, you need to know the key points of the change and solve the problems that may arise. As a specialist consultancy, we outline the main obstacles we usually come across.
Commissions
Commissions are usually a major incentive for sales staff, and bringing them into the digital world doesn’t have to be complicated. You can create a contact book system linked to each salesperson to track the orders placed by the customers they have won.
Information and efficiency
An online platform that integrates company information such as stock levels or production status gives staff more information. This translates into better communication with customers. Staff can also check order history, enter purchase orders on the customer’s behalf or make special offers efficiently, passing the information on to other departments such as accounting.
Cross-functional communication
Communication between the team and customers is always a must. An online store helps open up new channels. Buyers can get more detailed product information and chat with the sales team to resolve quick questions. This communication can be multichannel, creating a customer profile and automating processes such as email marketing or generating recurring orders.
Automation
Automated tasks reduce the sales team’s workload. Simplified invoices can be generated automatically to make the customer relationship easier. You can also create default orders or link promotions to specific customers or purchase volumes. All while giving website visitors full visibility of the entire catalog.
B2B eCommerce is a reality. A growing number of companies want a digital relationship with their suppliers. New platforms also appear every day offering the tools needed to make this change. This means the sales team must transform to take on its new role.
