CHTMAG.COM 1. ADOPT NEW TECHNOLOGY Many salespeople are reluctant to adopt new technology, viewing it as just another laborious task. It’s imperative to set the tone and treat new technology as an opportunity to improve sales performance, on both an individual and team basis. When used correctly, the right tools can solve many of the daily challenges outlined by our research. Software is available to automate routine reporting tasks. Customer relationship management (CRM) systems can improve visibility into the health of key customer accounts, and mobile technology allows salespeople to access the information they need on the go. Advanced data analytics platforms can help you and your team make sense of customer information and identify new selling opportunities in real-time. For example, if your historic customer data SALES FEATURE DECEMBER / JANUARY 2017 25 CLEANING HYGIENE TODAY shows that a customer buys new floor mopping pads at regular intervals during the year, you can use this information to offer them a well-timed promotional deal on cleaning products. Essentially, when you have a better understanding of your customers’ buying habits, you can identify up- and cross-selling opportunities much more effectively. Adopting new technology successfully is a process that involves everyone. Before implementing any new system, make sure that you engage with your team. Review all your technology options with them and discuss the pros and cons of each. Ask them for suggestions and listen to their feedback at every stage of implementation. 2.BUILD TRAINING AND MENTORING PROGRAMMES Unfortunately, training and mentoring programmes do not come as a standard at all companies. If you want to help your salespeople enhance the skills they already have, you need to establish a culture of ongoing personal and career development. Offer relevant courses to coach your team to greater success. Monitor their progress to make sure that their key skills are sharpened and new ones are tested. Be actively involved in designing and delivering the course content, and be sure to communicate the benefits of the training. As your team progresses along each course, encourage feedback and acknowledge positive results. Use your company’s innate diversity to make your training sessions more
Cleaning Hygiene Today December/January 2017
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