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Sales enablement is the next big opportunity for those looking to take their business to the next level. It provides sales teams with the resources, tools, information, and support they need to engage and close more deals effectively. It can help you:

  • Increase revenue
  • Enhance sales efficiency
  • Improve customer engagement
  • Stay competitive
  • Larger average deal sizes

A study by the Aberdeen Group finds that “All-in” sales enablement practitioners experience better results than other businesses, higher company revenues, higher contribution from marketing to revenue, higher average deal sizes/contract values, higher profit margins, and more customer retention. Nearly 2 out of every 5 companies using sales enablement reported sales growth exceeding 25%.

By leveraging technology-based sales enablement solutions, the foodservice industry can enhance sales efficiency, improve customer engagement, and stay competitive in a rapidly evolving marketplace.

The 5 trending ways to enable sales – and how to get ahead of them.

1. Centralized product information

Technology can provide a centralized platform or database where sales representatives can access detailed and up-to-date information about products, ingredients, nutritional values, and allergens. This helps sales teams answer customer inquiries accurately and provide relevant information during sales conversations.

2. Online Ordering and E-commerce

Technology-based sales enablement can include online ordering systems and e-commerce platforms that allow customers to place orders directly through a website or mobile app. This allows sales representatives to capture orders efficiently, reduces manual order entry errors, and provides customers a convenient way to browse and purchase foodservice products.

Modern e-commerce platforms include detailed product catalogs, order histories, product recommendations, and analytics, among others, to drive sales growth. US Foods, a forerunner in introducing e-commerce in the food distribution industry, reports higher retention and basket values for customers ordering on their e-commerce platforms.

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3. Mobile Sales Tools

Mobile applications equipped with product catalogs, pricing information, and order management capabilities can enable sales representatives to showcase product offerings, take orders on the go, and provide personalized recommendations to customers. These tools can improve efficiency, reduce errors, and enhance the overall customer experience.

4. Data Analytics and Insights

Technology enables the collection and analysis of sales data, customer behavior, and market trends. Sales teams can leverage these insights to identify upselling opportunities, understand customer preferences, optimize pricing strategies, and improve overall sales performance.

5. AI-powered Chatbots

AI-powered chatbots are being employed for sales enablement in the foodservice industry. They can assist customers in real-time, provide menu recommendations, answer common inquiries, and even take orders. This trend improves customer service, reduces response times, and enhances sales conversion rates by providing immediate and personalized assistance.

To summarize:

  • In the foodservice industry, technology-based sales enablement tools can enhance data management, reduce administrative time, support sales, and improve performance.
  • Investing in the right digital initiatives can build long-term competitive advantage.
  • It’s time to enable sales teams to communicate accurately and efficiently with customers on product specifications and orders.