Sales Enablement: The Key to Distribution Success
In the dynamic and competitive world of distribution, achieving sales success requires more than just a skilled sales team. New sales enablement tools have emerged as a game-changer, empowering sales professionals to drive efficiency, effectiveness, and growth.
RELATED ARTICLE: What is sales enablement?
Artificial Intelligence is the driving force behind many sales enablement tools, some of which offer ways to segment customers and products based on various parameters such as buying behavior, preferences, and demographics.
A.I. algorithms can automatically prioritize products based on historical data, trends, and customer preferences. These algorithms can suggest products that are more likely to sell, as well as generate other targeted product lists useful to sales representatives.
Some examples of these AI-generated lists are:
- Customer-specific product suggestions
- Popular products
- Sale items
- Expiring products or closeouts
- Previously purchased items
In addition to products, A.I. also has the ability to prioritize and auto-sort customers. Sales professionals juggle numerous customers daily, so this feature can alleviate the burden and ensure that they never miss a customer interaction.
Customer-specific product recommendations generated by A.I. can boost sales by around 20%
One form of sales enablement that can save around two hours a day for a distribution sales representative is automation.
Automations out there include:
- Email automations
- Follow-up reminders
- Automated lead distribution/management
- Custom workflows
- Automatic call logging
For more detail on this topic, download our free white paper here.