9 keys to success for your B2B sales program
The B2B market in Spain has been growing steadily at around 18-20% in recent years. It is made up mainly of SMEs and self-employed professionals, totaling over 3 million customers, who are benefiting from economic recovery through easier credit lines and increased activity,
The business market in Spain has been growing steadily at around 18-20% in recent years. It is made up mainly of SMEs and self-employed professionals, totalling more than 3 million customers, and the economic recovery is making it easier for them to access credit lines and increase their activity, in short, greater purchasing power.
Approaching this market with a guarantee of success from the dealership is not difficult, it only requires having clear ideas about what we want to do and being consistent over time. Let's look at some key points to follow and where dealerBest can be very useful to you:
- Prepare a work plan with the details of what you are going to do: objectives, resources, means, people involved, communication and marketing, dates and milestones... And follow it!
- Define the profile of the business sales specialist, their salary conditions, incentives, activity level, qualitative and quantitative objectives. Keep in mind that this is a specialised profile, and that in EVERYTHING it must be different from the rest of the Dealership's Sales Advisors.
- Recruit a business sales specialist that fits the profile, remember we are looking for a "hunter", that is, someone who must have enough initiative, autonomy and resilience to thrive in a role where every morning they have to go out "hunting".
- Establish a sales methodology for your Specialist, from prospecting to activity reporting.
- Prepare a service proposal from your dealership aimed at businesses in your area, not only for new vehicle sales or leasing, but also for aftersales actions, fleet used vehicles, referrals... and communicate it properly, seek to differentiate yourself by highlighting all the good things you already do at the dealership.
- Generate and continuously feed a database of businesses in the area.
- Keep your business sales specialist 100% focused on their job, and their job is... business sales, do not allow them or divert them to do other tasks.
- Establish a follow-up routine with your business sales specialist, define a reporting system (simple, with key indicators) that gives you a clear picture of the opportunities in progress, and establish (and ensure it is fulfilled) a weekly follow-up meeting with the Dealership's Manager or Commercial Director.
- Perhaps the most difficult thing: coherence and consistency, let's do what we have planned and keep up the effort over time!
dealerBest through its SESME Programme will support you throughout the entire process, offering you ideas and solutions so that your business sales programme is a complete success. Shall we talk?
