Boosting A Better Communication Between Sales Agents and Customers

Boosting a Better Communication between Sales Agents and Customers
Name
Institution
Due Date
Boosting a Better Communication between Sales Agents and Customers
Introduction
The aspect of communication presents one of the key components necessary for an organization to attain its goals and run functions. By definition, communication refers to the concept of conveying different thoughts as well as messages that convey meaning amongst individuals or organizations. It is the major component that ensures motion and activities within a channel of distribution. From the theoretical as well as managerial perspective the concept of communication function within sales and marketing present is deemed important. In the sales and marketing field, communication functions as the process through which influential information is conveyed (Mary, 2019).
From the historical perspective, there have been many struggles between sales and marketing departments and mainly based on the nature and value of communication applicable. This has largely led to the existence of tension as well as resentment between the parties involved depending on the nature of communication that is used. Such the nature of disconnect is at times attributed to the corporate culture that basically manifests in the form of absence of concrete communication. Sales and marketing communication is a very important aspect of any organization and greatly impact the level of performance of any company. The fast-paced nature within the markets and the complexity thereof helps in the leveraging of resources as well as driving the revenue, and such aspect makes improvement of communication a priority and an essential component. A study by App Data Room and Marketo discovered that the alignment of sales and marketing contributes to the value of any organization and makes it to be 67% better, especially at the closing of deals. At the same time, it reduces friction by approximately 108% and generates 209% more value from marketing processes. On the same note, the International Data Corporation (IDC) survey (2013) reveals that poor alignment is responsible for more than 10% of costs on business to business companies’ annual revenue. On the other side, strong alignment makes the company achieve close to 20% growth rates (Patrutiu-Baltes, 2016).
Business Communication Skills
The concept of communication between the sales agents and customers helps in empowering sales representatives, therefore, ensuring that they have value-add conversations. The content of communication influences the nature of the deal between businesses and customers. However, there are cases where customers have the feeling of lack of preparation on the side of sales agents owing to their inability to engage in meaningful conversations. The nature of poor quality customer services as offered by sales agents can be attributable to a lack of knowledge concerning relevant content as well as resources that could help them prepare adequately for such encounters. Equipping sales agents with proper communication enable them to identify the content, therefore, knowing what to say and when to say it for the purposes of advancing any form of a deal (Fox, 2019).
The quality of communication between sales agents and customers can further be boosted through the acquisition of support mechanisms from leadership. In this case, the success associated with any effort on alignment directly correlates to the level of execution. This calls for high level supports alongside participation from the top leadership as well their consistency in implementing ideas across the organization. The aspect of setting a precedent for sharing information between subjects, demands that the concept of alignment as well as communication be ingrained in the culture of the organization. Despite the evidence that the departments of sales and marketing seem to work based on different objectives, they are focused on the same goal of ensuring an increase in revenue (Mary, 2019).
The implementation of rightful technology also supports the nature of alignment alongside the communication involved. For the reasons of boosting the nature of communication between the sales agents and customers, the technology applicable should prove to be consistent and accessible and easily incorporated within different branches. In this case, the sales agents apply the use of a sales enablement tool that improves the language of communication through real-time data. Such data helps in determining the nature of content and their effectiveness in connecting to customers through deals, therefore, generating a high return on investments (ROI). This also portrays the recommended content applicable for sales in particular regions and communicates directly to the agent’s email. Such a tool is very crucial since it helps the sales agents in the delivery of right messages, therefore, remaining focused on the sales objectives. The technology also gives insights from the aspect of what works and the existing gaps within the content library. This makes it easier for the optimization of the marketing efforts as well as their timing. Eventually, the technology through the data provided assists departments in making informed decisions concerning strategy and process (Fox, 2019).
The sales agents are also encouraged to share feedback as a means of helping the represented companies identify pieces of communication content to improve. In this case, the contents identified as most effective in the process of engaging the customers and closing deals are selected for sharing to ensure greater success. The concept of marketing and sales communication proves critical for the purposes of effective sales in the current dynamic marketplace. The aspect of building relationships with customers plays a very crucial role in the success of the company as previously noted. The entire relationship between the sales agent and the customers should focus on building the business. The act of building relations as well as the potential for sales requires that the sales agents ask relevant questions, observe customer body language and respond appropriately to their nature of wants and needs. It is important that the sales agent learn the art of listening to what consumers are saying and at the same time become very alert to cues that necessarily point to closer engagements. This ensures that the sales agent builds trust with the customer through the development of keen interest. The idea of using a relaxed communication style ensures the creation of a welcoming image especially in the mind of prospective customers. Such communication style helps in the establishment of credibility as well as conveying competence alongside the creation of a sense of trust (Moller, 2019).
However, it is important to note that communication at times may not have the ability to predict the level of success in sales as anticipated. Even though the nature of communication style applicable is deemed critical in the development of a positive relationship with customers as well as maintaining a greater potential for sales. Good communication style as applied by sales agents helps them relay an accurate image of the business making it favorable in the eyes of customers (Craig, 2015).
Concept of networking
The networking concept demands the involvement of communication skills from the sales agents that necessitates connection with a wide base of customers. It is networking that enables the creation of potential leads that develop the business within markets. Networking is crucial since it helps in creating prospective contacts that necessitate potential sales since it allows the sales agent to have knowledge of local events as well as news. Networking enables the extension of contacts that provides avenues for locating services capable of helping the initiation of interest from new customers. The sales agents require improvement on formal networks that ensure the maintenance of contacts with professionalism as a way of engaging customers. Also, informal networking could also help in establishing relations with other salespeople including competitors. In this case, upgrading the communication skills through networking saves time and money since it enables communication of favorable as well as an accurate image of the business (Craig, 2015).
Formulation of objective
The objective forms an integral part of the communication strategy that could help sales agents as they engage clients (Ye, 2018). Currently, there is involvement of more channels as well as many people within these decision channels. These may include but not limited to permutations of media, content alongside crucial touchpoints that are almost infinite. Such components make the whole process of communication appear very complicated. This requires that the sales agents operate with the guidance of a fixed focus as provided by the compulsory objectives. In ...