Why should you prepare your sales force to take the view of the customer’s procurement & supply chain organization?

Currently, there are many signs of long, stormy times in the global economy. Typically, your company has been among those that have been quite successful in recent years, or perhaps even more so than average. The growth rates have been sustained and perhaps even impressive?  The natural DNA of an excellent sales team is filled with a good portion of self-confidence.

The past decade may have accustomed your team to success. But do your sales force now have the necessary ability to deal with substantial attacks on the previous business model from ongoing customer supply chain and cost initiatives? Against this background, it is understandable that some sales organizations lack efficient levers and means to act not only purely defensively in the face of aggressive customer demands under unstable market conditions.

Sales training of the buyer’s perspective

Previously stable supply chains weaken or break down. Fluctuations in demand are unpredictable and even larger companies in your customer portfolio are under considerable pressure on sales and earnings. Previously successful strategies and long-term business partnerships are put to the test. Previously secure sources of supply are suddenly seen as potentially risky. There is a danger that many market participants – in the supposed securing of individual supply chains – will proceed in an undifferentiated and lawnmower manner. At the same time, ambitious cost reduction programs are now at the top of the priority list of all procurement and supply chain organizations.

You can prepare for this proactively through sales training and to formulate the right counterarguments to the procurement department.

In emerging times of crisis, the focus on your strengths and unique selling points must be worked out. Your key account sales team must be able to convey a clear message to your customers in the form of a consistent, concise „story“. They must therefore have a precise knowledge of the challenges, goals, methods and processes of customer purchasing and be able to proactively provide answers to expected questions.

Anticipate the upcoming steps of your customers‘ procurement & supply chain organizations!