Business alignment using an ERP System

How to align your client’s sales team using an ERP

‘Alignment’ can be a bit of a buzzword for businesses. But what does it actually mean? And is it something your clients should be worried about it? At the very least, it’s something they should think about.

Misalignment can happen in multiple areas of business. But in my experience, working with warehouse and distribution companies, I see it most commonly with the Sales teams.

The lack of interaction between operations and sales can often promote a very ‘us and them’ situation. It can be easily forgotten that one team can’t actually do its job without the other.

Business growth is great, but as your clients expand you want to make sure their team stays together, not grows apart. After all, everyone is working toward the same goal.

A good ERP system can help your clients connect their teams, achieve better alignment, keep their sales team in the fold and even see them performing better. Which is good for business, good for team performance and good for customer experience – a win for everyone.

Your clients need more than a salesperson to make a sale

While Sales and Operations are obviously very different, they’re just as important as each other to the overall business. Without inventory and warehousing, your clients have nothing to sell. But without sales, your clients would have no business.

While we all know Sales teams are vital, they sometimes get lost behind the huge demand of inventory. It can be tempting to leave them to ‘run things by themselves’, but this approach can lead to some big problems:

  • Sales teams won’t have access to the right customer or inventory information needed to make sales
  • They have more tasks than hours in the day
  • They’re not on board with business goals or strategies
  • They aren’t utilising available data to make better selling decisions
  • They aren’t following up quotes

Sales can’t be made without input and information from the rest of the business.

Trying to do it any other way will lead to confusion, miscommunication, a bad customer experience, and eventually, poor sales results.

Are your client’s tools supporting their team?

Everything in your business fits together and impacts everything else. So, while the sales team might be physically separate from everyone else, they need to be on the same page.

It’s often not a problem with the sales team themselves; it’s the tools provided to them which dictate their ability to integrate with the rest of the business.

Ask your clients, why is sales performance as it is? Are they providing their sales team with the right tools? A good way to tell if this is a problem is to determine whether your client’s current system enables their teams to have:

Efficiency – Doing things manually takes time. Your clients only have so many hours in the day. If they’re relying on them doing each task individually, they’ll struggle to achieve maximum selling capacity.

Communication – When teams are split up between offices, stores or even states, it’s important that they have an easy way of communicating with each other. This doesn’t even need to be phone calls or emails – it can simply be the sharing of information that both can access, view and edit.

Information – Sales teams rely on accurate and up-to-date stock and customer information to do their job. What’s in stock? When and what do customers usually buy? Their ability to sell (and upsell) relies on having this information at their fingertips.

Align and empower with an ERP system

In business, data is king. And this is no different for Sales teams. They can’t make the magic happen without a bit of input from the rest of the business. They need to have access to business data because it’s relevant to what and how they sell.

The first step to aligning your client’s sales team to the business is recognising these needs and their involvement in the wider business. The second is providing the sales team with the tools to make it happen.

This is where an ERP comes in. The right ERP – integrated in the right way for your clients – can empower and support Sales teams to improve both sales and customer service.

The right ERP system can offer:

Automation

Automate replies, quote follow-ups, marketing emails and more, to provide maximum efficiency without time constraints.

Customisation

Have a system that is built around the specific needs of your client’s business and their teams to ensure that they’re only getting and paying for what they need, and that staff are fully supported and empowered in their roles.

Integration

Integrated systems and processes assist the team in understanding how their job fits into the overall business and gives them a wider view of what’s going on. Integrating CRM can also help Sales teams stay on top of – and improve – their customer service.

HARMONiQ is the first all-in-one solution that is designed to help Sales teams stay in the loop and improve their performance through access and alignment.

As a truly customisable and scalable software, HARMONiQ ensures that the software will continue to grow alongside your client’s business.

If you would like to discuss how you can start leveraging great technology to achieve business growth and alignment for your clients, please call me on 02 9542 2000 or email me at drew@micronet.com.au.