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06/06/2019
B2B eCommerce platforms are providing the capability for businesses to place their
orders online with the same ease as they would buying from a B2C platform. With the evolution
of the digital age, industries are looking for the quickest, easiest, and most convenient ways to
get the products from their supplier and in the hands of their customers.
So what does this mean for the B2B sales representatives? Should they be worried about being outsourced to an eCommerce platform? The answer is: absolutely not. Sales representatives are still a vital part of a company's structure. However, with an eCommerce platform, their time can be used more efficiently instead of spending their time taking routine orders from existing customers.
All the way back in 2015, Forrester posted a report, titled “Death of a (B2B) Salesman," that said 93% of buyers prefer buying from an online platform rather than a salesman when they've already decided what to buy. Again, this was all the way back in 2015 and here we are, four years later in 2019. We are in the middle of the digital era. The question now is: how can salesman use their time more efficiently? Well, without having to do their routine orders anymore, they have a lot more time to focus on… well… sales. Salesman can now focus on growing the business and reaching potential customers and converting them into new clients.
A company still needs sales representatives, but they don't need them for reorders anymore, and frankly the customer doesn't want them for reorders anymore. Sales representatives are needed to spread the business and increase revenue through new clientele, yet it's hard for them to find the time to do that when they're dealing with simple reorders. A B2B eCommerce platform enables sales representatives to have the time to expand the business while simultaneously creating an easier buying process for the buyers.
Author: E. Sutter
So what does this mean for the B2B sales representatives? Should they be worried about being outsourced to an eCommerce platform? The answer is: absolutely not. Sales representatives are still a vital part of a company's structure. However, with an eCommerce platform, their time can be used more efficiently instead of spending their time taking routine orders from existing customers.
All the way back in 2015, Forrester posted a report, titled “Death of a (B2B) Salesman," that said 93% of buyers prefer buying from an online platform rather than a salesman when they've already decided what to buy. Again, this was all the way back in 2015 and here we are, four years later in 2019. We are in the middle of the digital era. The question now is: how can salesman use their time more efficiently? Well, without having to do their routine orders anymore, they have a lot more time to focus on… well… sales. Salesman can now focus on growing the business and reaching potential customers and converting them into new clients.
A company still needs sales representatives, but they don't need them for reorders anymore, and frankly the customer doesn't want them for reorders anymore. Sales representatives are needed to spread the business and increase revenue through new clientele, yet it's hard for them to find the time to do that when they're dealing with simple reorders. A B2B eCommerce platform enables sales representatives to have the time to expand the business while simultaneously creating an easier buying process for the buyers.
Author: E. Sutter
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