Is your sales team resisting the idea of ecommerce? This article outlines the organizational benefits of ecommerce, as well as useful tips to respond to objections:
- Rather than spending a sizable chunk of time on routine transactions and customer questions, sales teams can redirect their efforts towards higher-value orders that require special considerations.
- Sales teams lack the appropriate time to capture re-orders from existing customers. Instead, sales teams are consumed by assisting customers with ordering processes that may be better suited for ecommerce.
- Ecommerce makes the sales person’s job easier, allows them to be more productive, provides a greater value to their customers, and increases conversions.
The easiest question to ask is whether you’re happy with your sales. If you’re not, you may be missing a huge opportunity by not embracing ecommerce
Manufacturers: Motivate your sales teams to embrace ecommerce
There’s no reason for ecommerce to threaten a sales team―they’re still just as important as they’ve always been―they just need to see the benefit of working with commerce, and to believe it. Any type of change within an organization is likely to see some resistance. It’s not that change is necessarily bad―change represents an unknown variable that can seem very threatening to the uninformed. In the case of ecommerce, the most resistant party will likely be the legacy sales department. On top of the reduction in commission opportunity that ecommerce could pose for them, the implementation could cause internal competition. However, this doesn’t have to be the reality of a digital sales channel. There are several methods that can help concerned parties see ecommerce as less of a threat, and more of a benefit.