Page 76 - Plastics News Issue June 2025
P. 76
IN THE NEWS
nology platform? What are the key factors to the steps required within the sales organi-
consider when choosing a sales technology zation to collect data, develop solutions and
platform? With limited resources, what should a create proposals that will close deals.
manufacturer focus on first? How can this apply
to a small team? 4. Evaluate what the business is doing to or-
ganize and manage data.
When manufacturers assess sales technology or
automation, it is important they ask if there is a In summary, manufacturers that have imple-
documented target audience, markets and per- mented comprehensive sales technology ini-
sonas. Also, do they have a clear understand- tiatives put themselves in a position to let data
ing of the buying process for customers to use be the driver of their actions. They are able to
when selecting a new product or service? Is the present information in a manner that allows
sales process clearly identified and does the them to analyze their data, not just report on
sales organization understand how the business it, and translate it into actionable plans that can
currently organizes and manages data? be managed, measured and utilized by their
field sales teams. They can use historical data
If the answer is no to one or more of these ques- like lead conversion success, average deal size,
tions, manufacturers could start with four easy profitability and product or industry alignment to
steps. highlight opportunities that fit a certain profile in
which they have the highest probability of win-
1. Start with the most profitable customers to ning. This allows them to focus their sales teams
understand why the sales organization is on areas where there is a higher probability of
successful. This will help define the target success and determine the balance needed to
audience. win deals while maintaining profitability. It also
2. Understand the buying process by learning puts sales leaders in a position to effectively de-
how current customers make purchasing de- velop and coach their teams, enabling them to
cisions. be more successful.
3. Clearly identify the sales process to outline Source – Plastics Business
76 PLASTICS NEWS June 2025
