PRIME+ Selling System Blog

Technology has revolutionized the BevAlc sales industry, particularly in the United States. At the end of 2021, forecasts predict that the U.S. BevAlc e-commerce market will be the largest globally, where 50% of all alcohol purchases will originate online, even if they purchase from a physical store. What does this mean for BevAlc sales teams? It means they need to leverage technology to serve their customers better, stay current on trends, and keep them stocked ahead of demand.

How do you motivate a sales team? You give them the tools they need to change the game. Sales enablement tools not only help the sales rep quickly calculate sales predictions from potential scenarios, but they can produce leave-behinds that the customer can consider. These tools enable the customer to see your rep as a strategic advisor instead of a salesperson. They are so powerful that 55% of C-Suite executives rely on them as the most critical technology investment for improving sales productivity.

Sales Enablement Tools for BevAlc Managers Provide a Consultative Approach

Sales enablement is a strategy that involves training, coaching, and tools that streamline and expedite the sales process. Fox Selling System has been a leader in this market, providing real-time and on-demand training and the most current sales enablement tools. Sales enablement tools allow you to create a process that is more closely aligned with the buyers journey and turns the sales process into a consultative and interactive experience. With features like the Sell Sheet Generator, BevAlc sales reps show an increase in productivity and close more sales.

Bolster Soft Skills with Better Training

Training is inextricably linked with sales enablement. To get the most out of the tools at your disposal, you must learn to use them effectively. It is more than simply running a program. Technical skills are only one part of the learning process.

Coaching helps bolster soft skills, such as listening and problem-solving. Using real-world scenarios, peer-to-peer interaction, and real-time question and answer capabilities, your sales team can delve into issues with closing sales and understand how to overcome customer objections and resistance to change. They learn how to encourage the customer to discuss their pain points and transform them into opportunities. Finally, it allows your sales team to leverage the sales enablement tools to provide potential solutions.

Presentation Is Key

The Sell Sheet Generator helps your team be more objective when consulting with clients. It removes the dependence on previous relationships and instead fosters trust by providing fact-based evidence. Profit and margin stories are compelling, particularly when presented in a graphical format that the customer can hold, view, and consider. The Sell Sheet Generator supplements a powerful and persuasive presentation, increasing your sales rep's chances of success.

This powerful tool creates graphical representations with profit forecasts. However, it depends upon putting in data to customize the predictions for the individual customer situation. Without proper training and coaching, the rep may not consider factors like the location of the particular store and the demographic they serve. While the solution may be sound if your customers serve those who can and will invest in the higher-end offerings, your predictions could be skewed if you haven't considered whether they are willing or able to spend that money.

Custom Solutions for Your Customers’ Biggest Concerns

Another potential pitfall of not having adequate training is using the tools to sell the customer on spending more money than they are comfortable with. Coaching can show how to use the tools to show how they could test new products on a limited basis, then ramp up their inventory based on results. Showing them how to make changes conservatively can be an effective counter to their objections to spending more on untested products. By producing a tangible leave-behind that considers the customer's current situation and desired outcomes, your sales reps can customize their solutions to the customer and location. 

How do you motivate a sales team to achieve their potential? You assess their skills, supplement their strengths, and bolster their shortcomings through customized training and coaching for each salesperson. You provide the most effective sales enablement tools to transform your sales team from order takers to strategic advisors and trusted consultants. By investing in the right technology for your sales team, you ensure success for you, your reps, and your customers.