Sales Management App: How Sales Managers Can Leverage Order Management Applications

By
Johnny Marx
January 13, 2016

While mobile order writing applications are now making it easier for sales reps to have better sales conversations with customers, sales managers are also finding value in using these apps to better manage their teams. It may not be a sales management app, per se, but sales leaders are leveraging these order writing and order management solutions to give reps access to key information and better monitor sales activity. Let’s take a look at three ways these apps are helping not only reps, but managers:

3 Ways Sales Managers Are Leveraging Order Management Applications

1. Empowering Reps to Become More Strategic

One of the most important thing for a sales manager to understand is how a rep is spending his or her time with a customer. Is the majority of the sales meeting spent paging through a paper catalog, looking up pricing, and calculating discounts? Or are reps having more strategic conversations with their customers about new products, assortment planning, and merchandising? By arming reps with order writing applications, sales managers are able to help reps spend less time on transactional activity. They can swipe quickly through an easily navigable, highly visual digital catalog, add products to an order with a few quick taps, and customer-specific pricing is automatically applied. The business of “writing the order” is no longer an arduous task, and managers are able to coach their reps on other conversations that they should be having with customers.

2. Providing Access to Key Information

Sales managers can also ensure that their reps have access to key intelligence, like real-time inventory levels and customer order history. With this data, managers can encourage reps to avoid selling out-of-stock items (to prevent backorders) and upsell new items based on a customer’s past orders. In essence, sales managers are ensuring that reps have the information they need to succeed.

3. Managing Territories More Efficiently

A mobile order writing solution can allow managers to assign certain accounts to certain reps according to their sales territory. Sales managers can see how sales are performing by rep and territory, allowing them to develop segmentation strategies and determine the right cadence for customer meetings.

4. Monitoring Sales Activity and Reports

As mentioned in the previous point, sales managers can use order management software to easily access performance reporting for each rep, as well as customer-level reporting (which reps also have access to). On the customer reporting side, managers can encourage reps to prioritize conversations with customers that have gaps in order volume, identify key performance drivers by account, and determine strategic product recommendations. On the performance reporting side, managers can see how their teams are tracking against goals, compare rep performance, or see total sales according to date range (a very helpful feature at trade shows). Questions about sales management or order management applications? Let us know in the comments!