Sales communication plays an important role in the success of a sales deal. Sales communication keeps the members of the sales team connected, and they can share information and keep themselves up-to-date.
Sales communication is so important that there are some companies which have established a central system to keep their members of the sales team connected and well-informed.
If your sales team is well-informed than they can make well-prepared sales pitch and hence can result in maximum successful sales deals.
Components of sales communication
It is important to include a sales communication strategy in your sales process. An effective sales strategy take the information from one place and distribute it to all the members of the team.
Sometimes, the source of information could be the sales manager, as he can convey important information in the sales meeting.
However, various methods can be opted to make the information flow freely in among the members of the sales team. Just make sure that all your team members are aware and well-versed of the communication modes. Here are the key components of effective sales communication.
#1 The source of information:
The source of information is where information is created. The source of information can be the CEO of the company, but it can be distributed through the sales managers of an area team.
The information can be conveyed through online communication or meetings with the sales team.
#2 The audience of the information:
Next, an important component of sales communication is the audience of the information. To whom the information is referred to. The information could be relevant for a marketing team as well as the sales team; then both teams should be given the information.
The urgency of the mode will depend on the priority of the audience. If the information is critical and is required to be conveyed immediately with one department than the other, then the information is shared first with an audience with more priority.
#3 The goal of the information:
The information communicated through the sales communication channels will always have an important purpose associated with it. For example, if there is training about the working of a new product is being conducted on a specific date.
Then it is important that this information should be conveyed clearly.
#4 The urgency of the information:
Sometimes the information shared through the sales communication channels is more urgent than the other. Based on the urgency, the mode of communication can be decided.
Importance of Sales communication
The communication among the members of a sales team can ensure the teamwork and high sales rate. Sales communication is important as through sales communication channels, members of the team can be informed about the schedule of weekly meetings, upgradation in products, industry trend, or any important news about the company.
If the sales representatives have correct and timely information, then they can convey the right information to their customers and can focus on generating more and more sales rather than hunting for the information.
In addition to this, effective sales communication helps the higher management to know about the problems or issues that occurred in the products. easy and strategic communication can make sales representatives to communicate the problems faced by them to the management so that issues can be solved as earliest as possible. So that there will be no loss of sales.
Sales communication is not only important among the members of a sales team. It is also important among the customers and sales representatives.
Effective communication enables customers to reach a sales representative easily, and sales representatives can also provide information about discounts, offers, and new launch to customers without any delay.
Different modes of Sales Communication
The mode of Sales communication depends on the urgency, priority, and content of the information. In this section, you will learn about the different sales communication channels to deliver information.
#1 Sales Manager
Sales Manager plays an important role to keep his team updated with the latest information. He can provide information through weekly meetings or daily conversations over the telephone.
The sales manager usually shares important and urgent information such as meeting or conference schedule, monthly target, etc..
Sales managers not only deliver the information they also take the feedback from the team members and also deliver the issues faced by his team to higher management.
#2 Private Social Platform
Social platforms have become part and parcel of everyone’s’ life. With the introduction of platforms such as Facebook, Instagram, and WhatsApp, people communicate and stay in touch with their friends and family through these platforms.
The impact of social media is also seen in the business world. The business world has also opted on social media as a mode of communication among the team members. However, platforms like Facebook and Instagram is not safe to share business information.
Hence some organizations develop their platforms so that their employees can stay connected with one another. There are a few communication channels such as Chatter, Yammer, Jive, Telegram, WhatsApp, etc. used by a business organization to keep communication active among the team members.
Electronic, as well as paper newsletters, contain information about the products and business meetings and conferences in detail. The newsletter shared with customers contain information about the products and their working and offers provided with the products.
However, the newsletter shared with sales team contains private information such as conference and meeting schedules, the launch of new products, etc.
These newsletters are provided to sales team periodically, such as weekly, monthly, or quarterly. Printing Newsletter is an important task, and it requires a whole team to perform that task.
#4 Video and Audio Broadcast
Important information, such as the working of a product is shared with the team members through video and audio broadcasts. This type of communication usually takes place weekly, monthly, or quarterly.
The information shared through broadcast usually contains information which is provided in a newsletter.
The broadcast sessions are usually 15-10 minutes long, and they are created by keeping in mind that sales representatives can listen to the information while traveling to work.
#5 Web-Conferencing sessions
Another method of sales communication is a web conference. A web conference is usually 30 to 40 minutes long, and these are conducted to share important information with a larger audience.
The information shared in web-conference can be similar to the information contained in the newsletters. However, the web conferences are more interactive as chat, Q&A, and Polls can be used to make the audience to provide feedback and to enable them to interact.
Emails Communication have become an integral part of sales communication. It is an easy, quick, and instant mode of communication.
Unlike social media, where information is visible to all the members present on the platform, emails can be used to share private information with particular members of the sales team. It ensures privacy and instant communication.