What is an Effective Call? How to Improve It?
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For companies, especially in the distribution sector, sales calls are the keys to increasing sales. A sales call occurs when a salesperson visits a distribution channel or sales location, like wholesalers, retailers, or outlets. However, one thing that is far more important than a sales call is how to make a sales call an effective call.
What are Effective Calls?
Effective calls are indicators that determine salesman productivity, a sales call that results in a transaction, be it sales, billing, or other transactions. However, some companies apply certain conditions to determine whether the visits are effective or not, such as a minimum transaction of specific products or dealings with a certain amount.
To make a sales call into an effective call is certainly not easy. However, here are some tips that can help you.
Tips for increasing effective calls
Make a call plan or visit plan
A call plan is a distribution strategy to maximize the sales area.
A call plan can be made by determining how many areas the salesman can cover, how many locations have the greatest sales potential, the frequency of visits, and setting the best schedule for store visits either daily, weekly, or visiting hours.
With a detailed call plan, a salesman can be more focused and work optimally in achieving sales targets.
Create a route for the salesman to visit
In addition to making a call plan, the salesman must also consider the route of the visit. The order of locations that have to be visited needs to be optimized to reduce the travel time. For example, nearby outlet locations must be visited first before moving to a more distant outlet location.
With today’s advances in technology, you can make the most efficient route planning with the Advotics route management system. From daily route planning to trip distance optimization, everything is automated.
Maximize the number of visits
The more the number of visits made, the possibility of an effective call is also getting more significant. For example, suppose the salesman can get four effective calls in one day by visiting six outlets. With the same percentage, the salesman can generate eight effective calls by visiting 12 outlets.
Take advantage of promotional programs
Customers may be interested in the products offered by the salesman; however, it could be with various possibilities, they feel like they “don’t need it”. Promotional programs can make them think again and feel regret about missing them. “When can I get this again?”
Salesman can use existing promotional programs, such as discounts, gifts, discounts with a particular minimum purchase.
Maintain a good relationship with customers
Provide service and establish the best possible relationship with customers. Make them feel familiar. Make regular visits, ask for feedback from customers, listen to complaints and as much as possible provide solutions to these problems.
Customer satisfaction is very influential on effective calls. If customers are satisfied with the salesman’s service, they will undoubtedly continue to repeat orders.
Monitor and evaluate
Continually monitor the contribution of the outlet to the transaction. Evaluate outlets with minimal transactions. Did they switch to competitors? Is the service unsatisfactory? Find out the cause and develop a better strategy. If the outlet does not contribute, focus less on the outlet and focus on the outlet that contributes more.
Also, carry out an overall evaluation for the development of other strategies and plans. The assessment can be done periodically.
Even in limited conditions due to the pandemic, with technology, you can still maximize sales using the Distribution Management System and Advocate Relationship Management from Advotics.
