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Highly effective distribution sales teams run SMP

As a sales leader, you are always looking for ways to improve your team’s productivity, opportunity management and forecasting capabilities. With SMP, your team spends more time selling and less time on non-productive tasks.

Increased Sales Productivity Means Increased Revenue

Distribution sales is a numbers game. Unfortunately, poorly managed sales teams can spend more than 50% of their time cold calling, chasing bad deals, working on reports and other administrative tasks and looking up information for each call. It should come as no surprise that your sales team’s productivity does not match your expectation or your CEO’s goals.

Accurate Forcasting

Accurate Forecasting

SMP puts you in command of your sales pipeline and forecast by giving your sales reps the tools they need to manage, track and report on the activities and progress of every sales cycle. Self-serve dashboards, integration to ERP historical data and full visibility into tasks and activities gives you the most accurate forecast in the industry.

 

Executive Management

Team Accountability

Sales leaders depend on SMP’s reporting and self-serve data visualizations to stay confident that their teams are producing revenue at their full capacity. You can analyze past behavior, historical data, buying patterns and more so that you can better manage your team’s performance and keep your team all on the same page.

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Embraced by Sales Reps

Unlike other CRM and BI solutions, distribution sales reps fully embrace SMP because it was built specifically for them. Your team will spend more time selling and less time on all other tasks. They’ll have easy access to data and integration to your back office system, Microsoft Office and Outlook and can focus their efforts on accounts that will drive results.

The most effective distribution sales teams run SMP

Increase Sales

SMP helps you increase sales while managing costs by cross-selling and up-selling existing customers with targeted campaigns. Your reps will be more efficient and better organized and your managers can easily hold them accountable with activity management and robust reporting.

REPORTING – Reporting

SMP puts you in command of your sales pipeline and forecast by giving your sales reps the tools they need to manage, track and report on the activities and progress of every sales cycle. Self-serve dashboards, integration to ERP historical data and full visibility into tasks and activities gives you the most accurate forecast in the industry.

REPORTING – Analytics

Get a full view of your customers

By combining CRM and ERP data with a powerful BI and dashboard solution, SMP gives your reps the most accurate and up-to-date view of your customer data and activities in one centralized location.

“With SMP, we can easily see where we are (in sales volume) with a particular customer, vendor or product category.  And when we’re down, we can make a change to try to improve that before it’s the end of the year and we realize we’re down by X% and can’t do anything about it.”

Close more open bids and quotes

We created a special process for SMP users to follow up on open bids and quotes and the results have been astounding. Sales teams using SMP’s Bid Closer tools are consistently closing more business than they were previously. With SMP, you can automatically creating follow up activities for your sales reps for any bid or quote over a certain dollar amount. This helps by increase visibility into your pipeline, bridge the gap between inside and outside sales and coach your team to wins on important bids and quotes.

Industry-leading sales execution

SMP helps you improve revenue opportunities by focusing your sales team’s time on higher quality opportunities and customers, increasing contact rates with better profiling and marketing offers and increasing sales conversion rates with greater customer intelligence. Your sales reps spend more time selling and less time on administrative tasks.

“One of the advantages SMP has given our company is providing useful information for the sales team.   We were looking for a single, easy to use package that the sales team would thrive on – something that would give them information they couldn’t get themselves, that allowed focus and results. SMP provides that value; they don’t just enter information, but get information in return.”

Access your data from anywhere

SMP provides the mobile tools salespeople need to be successful inside and outside the office, plus the data sharing capabilities the whole team needs to stay on the same page. With SMP, you get native mobile apps for iOS and Android that connect you to your CRM data when you need it most — while you’re in front of your customer.

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Distribution Sales Trends

Based on the results of our recent focus groups, this report shares the methods that sales and marketing leaders are planning to use in 2017 to gain deeper insights, build stronger relationships, serve their customers and improve their marketing effectiveness. This extensive 27-page report covers issues including:

  • Distribution top sales priorities for 2017
  • Sales management challenges leaders worry about
  • Strategies for mobile tools
  • Using business intelligence to find new opportunities
  • Closing more bids and quotes

The Strategic Importance of Timely and Accurate Forecasts

Historically, distributors have struggled with the job of sales forecasting. SMP provides you with a way to refine and track your sales plan. In this brief video, SMP President Joe Raventos talks about the importance of creating, tracking and analyzing forecasts that are aligned with your sales goals and those of your vendors.

“The reps are using it so much more now that they’re able to see all the reporting capabilities and benefits based on the data they’ve entered into SMP.”

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Mike Whalen
Executive Vice President

Resources for Sales Teams

Distribution sales is a competitive and difficult job. Here are some resources and best practices to help you meet your goals.

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View the webinar recording.

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Read the customer spotlight.

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