How PSI’s sales software raises the game for customer experience

When it comes to improving your customer experience, it’s all too easy for software platforms to promise the world. If marketing were gospel, almost every field sales solution on the market would be a silver bullet, with its one unique feature ready to transform your customer journeys overnight.

But the reality is that customer experience doesn’t work like that. There’s no single box you can tick that will flip your CX to first class. In truth, what makes the biggest difference is multiple marginal gains – which you can only achieve by drilling down to every facet of your customer journey and making improvements across all areas of your organisation.

In the years we’ve been supporting telco and energy provider sales teams, seamless customer experience has regularly been highlighted as part of what sets PSI’s sales solution apart. And how we do that isn’t by promising one golden feature, but by giving sales teams the tools to sharpen up every aspect of their customer journey.

Removing friction from customer sign-ups

When you want to understand what your customer experience really looks like, there are few people better placed to ask than your sales reps. After all, they’re the ones speaking to your current and potential customers every single day, seeing both their frustrations and their delights as they move through the stages of signing a contract.

That’s why it’s always important to us when our clients’ sales reps return positive feedback on both their own experience of using the PSI system, and on the ease it delivers for their customers. The PSI system is designed to remove as much friction as possible from the customer journey, and that in turn creates a slicker sales process from the rep’s perspective as well.

With PSI, customers can get their contract documents and summary emailed directly to them by a field sales rep on their doorstep, and can review and sign their contract on their own device. That gives customers more control and ownership over their contract, but it also means that they aren’t left waiting for someone in the back office team to log their details and chase them up at a later date.

Providing a more efficient sign up process also means there’s less risk of customers falling through the cracks while their details are passed from one team to another.

Rep management that builds brand trust

Customer experience isn’t all about how quick and simple it is to sign a contract. In the telco and energy sectors, trust is a huge component behind customers choosing one provider over another, and the more they trust a company and its sales reps, the better their experience.

And while products, service and pricing all play into building consumer trust, your field sales team also has a significant role to play – and one that PSI’s Territory Management solution can go a long way towards helping them fulfil.

It’s no secret that poor territory management can lead directly to poor brand reputation. Picture this scenario. You send out your field reps on a Monday, and one of them knocks on every door along their route. But when it comes time to record the results of those visits, they don’t bother because the form is too long-winded to fill out.

The following week, another rep knocks on those same doors again because they aren’t aware that the previous visit took place. If those leads said they weren’t interested before, they’re now going to be frustrated at being ignored, and they’re less likely to trust your brand as a result of that customer experience.

Recording customer dispositions is straightforward with PSI, meaning you can get all the information you need about each customer interaction while ensuring potential leads don’t get overworked because of incomplete records. And with rep management tools like GPS location tracking, in-system training and real-time performance metrics, you can be certain that your field reps are giving customers the best first impression of your brand.

A system that keeps selling – even when offline

Sometimes a customer’s experience when speaking with your reps can feel outside of your control. That’s often the case in rural areas or connectivity blind spots. You can put the best rep team possible out in the field, but if nothing will load when they’re trying to showcase deals or complete a sale, their professionalism and ability to deliver a pitch are going to be completely overshadowed.

Offline functionality is a core feature of PSI’s sales software, and contributes to customer experience in a number of ways. For one, it ensures that reps always have all the address and route data they need to execute a campaign.

But when the rep is at the customer’s door, it also means they’re able to show the full range of products and packages available as easily as if they were online. Reps can focus on delivering their pitch without dreading a spinning wheel or a blank loading screen, and customers can see the same deals as others in better connected areas.

And if the customer does choose to sign up, they’re still able to do so even if the rep’s device is offline, meaning they won’t need to wait for a slow mobile connection to catch up – or have to wait to complete the sale at a later date with another rep. The sale will process quickly, and the system will update and complete validations as soon as the rep achieves connectivity again.

If you’re ready to take your sales campaigns to the next level, speak to us to find out more about how PSI can help, or read our guide to PSI’s sales solutions.

by Nathan

One Touch Switch: embracing new telco rules for the good of your customers

One Touch Switch: embracing new telco rules for the good of your customers

This year is one of major change for telcos. From upgrading critical infrastructure to implementing One Touch Switching, there is a wave of new regulations, obligations and security frameworks that UK telecoms providers will need to be ready to embrace.

Navigating those changes can be difficult. But when the new regulations are so focused on protecting consumers and giving them more power to choose the best available deals, there’s an opportunity for telcos to turn legislation into a competitive sales advantage.

 

Safer networks, stronger service

For the UK telecoms sector, there are two major pieces of legislation dominating the horizon in 2023 – the Telecommunications (Security) Act and the European Electronic Communications Code (EECC). And while both of them are broad frameworks touching on all areas of the telecoms industry, there are two significant prongs to this new wave of regulation.

The first is aimed at upgrading and modernising telco infrastructure, and promoting investment in that area. But that doesn’t just mean updating a telecoms network’s capabilities – it also means making the infrastructure more robust.

Both the EECC and the Telecommunications (Security) Act have obligations for service providers to strengthen their network against cyber threats and to notify the government of any breaches. The Telecommunications Security Act goes even further, requiring telecom companies to only work with trusted vendors and suppliers who meet stringent security criteria laid out by the UK government.

That focus on network security feeds into the second part of the legislation – to better protect consumers and ensure they get the highest quality of service. The European Electronic Communications Code in particular is designed to give consumers more freedom and power in choosing a telco provider, by encouraging competition and introducing new rules on billing and contract length.

With consumers in the spotlight, meeting these obligations is as much a matter for a telco’s sales and operations teams as for their technical side. But if they’re not equipped with the right tools, they can risk not being able to deliver the kind of customer service that’s required.

 

One Touch Switch

Legislation isn’t all that’s putting consumer empowerment in an ever greater spotlight. There’s also Ofcom’s plans for One Touch Switch, to enable customers to change to a new broadband provider without having to speak to their current provider first. Although the adoption has faced delays and there has been confusion on what exactly is required, this is still something telecom companies will have to bring into their sales process soon.

In a nutshell, One Touch Switch is about making it easier for consumers to change their broadband supplier. But it’s not just about creating less admin in the switching process – it’s also about giving people more options to choose from in the first place.

Every telco provider has an obligation to match their broadband service to what else is on offer, in terms of speed, pricing and contract length. The idea is that sales reps can show consumers that they’re offering the best package out there – not just on price but on the quality of the service too – and that customers can make an informed choice on whether to stay or switch.

Ultimately, it’s about extending more freedom of choice to broadband customers. And while that’s being driven from a regulatory perspective, internet service providers who embrace that into their sales process can make it a core part of their brand.

For example, our Touchstone sales platform makes it easy to give customers a grace period to review their offer before signing the contract. That extra time can help them to a) be more confident in their decision, and b) trust that a sales pitch isn’t pressuring them to switch.

 

Look after your brand by looking after your customers

While navigating new restrictions and regulations can be a challenge, it also presents an opportunity for telecoms operators to build their brand. When so much of telco sales depends on trust, doubling down on looking after consumers doesn’t just satisfy legislation – it also builds a competitive advantage.

For example, take the pre-documentation that has to be sent during a sale. Once your sales rep has agreed a sale with a customer, they need to send all of that over before any contract is signed. With PSI Fusion they can do that instantly, and send it directly to the customer’s device. They can still have a grace period to review the documents, but that isn’t prolonged any further than it has to be.

The sooner those documents arrive, the better the experience for the customer. They can focus on going over the offer in their own time rather than wondering when everything will arrive. Most importantly, they’ll feel reassured that you’re honouring your obligations to look after consumers and deliver the best possible service.

With such a unique framework of regulations governing the telco world, your sales solution needs to be one that takes that into account. A general sales tool might do everything necessary for another industry or jurisdiction, but it won’t be set up for the nuances of meeting telco legislation and providing customers with the frictionless experience they’re looking for.

To learn more, check out our thoughts on boosting your customer experience with territory management or take a look at our End-to-End Sales or Multichannel Sales solutions.

by Nathan

Brand reputation and field sales: the untapped competitive advantage

Let’s say you’re a sales rep knocking on the door of a potential customer. The door opens. You’re greeted kindly enough. You begin your pitch about fibre-to-the-home, and you think you’re onto a winner. But then they stop you.

Oh, someone already came by about that – and we’re not sure we want to hear it again. The last person didn’t give us a lot of space. In fact they signed me up to something I didn't know I was committing to.

Poor practices serve no one, so you'd be forgiven for thinking situations like this were long dead, especially considering the UK's history with field sales and fines. We thought these were relics of bygone decades. However, if you browse TrustPilot it tells a different story, even for long established players in the market.

Even so, we were surprised to be having a discussion with a telco who was experiencing these issues recently – via another company on the same wholesale network. We’re talking misrepresentation, putting pressure on prospects, and getting customers to sign up to things they hadn’t agreed to.

The thing is: in our experience it doesn’t take much to fix the issue. Whether you’re a wholesale provider, ISP or sales agency, you have a lot to gain from viewing compliance through the lens of your brand reputation.
 

The situation for telcos and sales agencies

If you’re struggling to stop poor behaviour in your field sales reps, we empathise. You can define what you want reps to say and do, and you can communicate this to them, but that doesn’t guarantee they’ll do it.

We’re not out to blame the reps either. Poor behaviour is more of a symptom than a cause. It's a tough climate out there, and if a sales rep needs a commission, they may well bypass what they’re told to do so that they, or their family, can make it through pinch point moments of the cost of living crisis.

While bad actors exist, the core of the issue isn’t the reps or the management, it’s the level of control that management have. And whether you’re outsourcing your sales, scaling your organisation or recruiting for a project in a new region, that control is hard to keep hold of.

For telcos and the sales agencies that work with them, ramping up those new projects is a lot of work. There are considerations around what you’re selling, the commission structures, the tech you’re using, the people you’re hiring… and it often needs to happen very, very fast.

So how should we handle field sales? How do you optimise your performance while dealing with so many variables? How do you manage risk, meet targets, and make sure the brand’s reputation is intact?
 

Play the long game as well as the short

In the telco industry, particularly at the beginning of a new project, it’s very easy for sales goals to become about two things: numbers and speed. And there’s good intentions behind this: to get people out there, make it all happen, get the sales flowing… and worry about the rest later.

This short termism does help with speed to market, but it often produces a lesser set of results. Potential customers aren’t just for lead generation, and customers don’t just exist for the moment they sign on the digital dotted line. You want them to stick around, and to think well of the brand the reps are representing.

That starts with compliance. Better quality interactions with reps will lead to fewer broken sales and less churn, and this becomes your competitive advantage.

 

How to set yourself up for success

With the right systems, processes and technology, you can see the sales results you need while building a robust brand reputation. Here’s what you need:

Smart systems and structures

The structures you put in place will reinforce the culture you do or don’t want in your sales teams.

In particular, it’s worth thinking about how your pay structures work. Commission-only based pay often leads to ‘sales at all costs’, but there are innovative ways to approach this that incentivise reps in smarter ways and inspire collaboration between sales teams.

Training and monitoring

A high sales employee churn in the telco industry means that training is a constant need and can end up being very costly. There are ways of delivering this training via device and games… but there’s also something to be said for pairing up experienced team members with more junior members in the field.

Experienced reps count for a lot here. A new ISP we worked with chose to hire a team consisting only of experienced sales reps. Combined with our muliichannel sales technology, this ensured they only delivered best practice. As a result, they were able to penetrate a market and their brand currently has an excellent 4.4 out of 5 Trustpilot score. One reviewer commented: “For once the man who sold me the product was true to his word.”

Training and experience only gets you so far, however. Like this ISP did, brands need to monitor their reps to ensure the training sticks and the experience is formed of good habits. That’s where sales technology comes in.

Technology and effective territory management

We’ve seen this aspect go wrong in two different directions. For ISPs and wholesale providers, we’ve seen them opt for whatever technology their sales agency is using, without thought for how suitable it is for their product and market, and their overall business needs beyond this one team and channel. On the other end, we’ve also seen sales agencies forced to use the technology, if any, that their client insists upon. Both approaches can lead to a poor technology fit.

The technology you need to monitor compliance is easy to define: it should provide real time data reporting fit for the telco industry. While to avoid mis-selling, you want technology that puts that data to work across your sales cycle, automating route generation so no rep prematurely knocks on the wrong door.

BillSave is a sales agency that uses our sales software in their pitch to clients. Their team recognises how important the compliance aspect is to what they do, and they’ve found that educating their potential clients here has helped them to win contracts.

Investing in the right kind of technology has paid off for other kinds of brands too. When UNICEF put their donor teams back on the streets after the initial COVID waves, they could do so with real time oversight of the teams, so they could be sure the team were working in the correct areas, and biding by the rules and guidelines.

To learn more see how end-to-end sales software can futureproof your organisation check out our free report on whether you should build, buy or customise the software you need.

by Nathan

Thinking About Outsourcing Field Sales? Here’s What You Need to Know to Avoid Common Complications

When regulated companies such as energy and telco providers first launch their door-to-door sales efforts, they often choose to partner with an outsourced field sales agency rather than build an internal field sales team. By outsourcing, at least initially, the benefits far outweigh any disadvantages and include:

  • Speed of entry, which enables the energy or telco provider to hit the ground running
  • Industry expertise that helps to mitigate common field sales mistakes, reducing risk
  • Elimination of administrative tasks such as hiring field reps and conducting new hire and ongoing training
  • The ability to collect data and market intelligence to support the need for additional internal or external field sales reps
  • Obtaining field sales resources at a reasonable cost

The key to building a successful partnership with an outsourced field sales agency is to find one that meets your business needs, as well as instils field sales integrity so that the quality of your brand’s reputation remains intact.

 

How to Stay in Control When You Outsource Field Sales

While some organisations choose to outsource field sales over the long term, others use outsourcing as a stop-gap for just the first few years – giving them the time to build internal market knowledge and drive external market awareness. Once a healthy and predictable return on sales efforts are recognised, many energy and telco providers make the decision to migrate to in-house field sales teams, franchise, partner with additional outsourced field sales agencies, or use a combination of internal and external field sales resources. Regardless of the field sales model chosen, it’s at this point that complications can arise.

When changing their sales model, the most frequent obstacles energy and telco organisations face are the ownership of the sales data that was collected by the field sales outsourced agency and the rights to the technology license. Often regulated organisations that outsource the field sales channel also outsource the technology to the outsourced agency. This means that the outsourced field sales agency may own all of the data, insights, and reporting, without you having the ability to access the data collected by them. Also without rights to the technology license, if you want to add an additional partner, you would need to acquire another license, which ultimately results in the collected data and control siloed between two technology licenses – without you having full ownership and oversight. That is, of course, unless the contract between you and the outsourced agency clearly specifies that you own or can transfer ownership of the sales data collected and technology license.

To further illustrate data ownership challenges, let’s take a look at two organisations that have encountered these obstacles and their outcomes.

 

Two Outsourced Field Sales Agency Tales with Different Outcomes

 

Company 1: A Telecommunications Provider

With limited field sales experience, a global telecommunications provider opted to partner with a local outsourced field sales agency. Initially, the partnership operated as designed, however over time challenges emerged and the telecom company decided to bring field sales in-house and form a relationship with the same technology provider that was used by the outsourced agency. Since the agency owned the technology license, which encompassed data, insights, and reporting, the telecom company was unable to acquire any of the data – leaving them with no field sales business intelligence. Since ending their relationship with the outsourced field sales agency and becoming a client of the technology provider, this telecoms provider now owns their technology license, which provides them with a full suite of tools, enabling them to capture data, find and resolve sales process gaps, deliver actionable insights to the business, and win more deals.

 

Company 2: A Utility Organisation

New in the market, a large utility organisation also chose to initially work with an outsourced field sales agency. Unlike the telecoms company, the utility organisation also worked directly with the technology provider to draft short- and long-term goals, and develop a plan for how and when they would change their field sales model. In addition, the utility company made sure that the contract between them and the outsourced field sales agency specified that all data, insights, and reporting collected by the agency would be owned by the utility organisation. The contract between the outsourced field sales agency and the utility company gave the utility company full visibility and control over what happened in the field, allowed them to add additional teams and partners to the system, and provided the option to take over the relationship with the technology partner.

As we look at these two companies, the reason why the telecoms company encountered problems when the relationship with the outsourced field sales agency ended and the utility company didn’t is that, unlike the telecoms company, the utility company had a clear vision for the future and planned for it.

 

Mitigate Future Risk by Planning Ahead

It’s important to remember, especially when you’re new to field sales, that what works when you’re just starting out may not work as your company matures and gains market share. Whether you’re entering a new location or new to field sales, engaging an outsourced field sales agency will help you to quickly enter the market with relative ease. However, it’s equally as important to remember that the commercial relationship you form with the outsourced field sales agency needs to not only reflect sales, but also data and insights; otherwise, their focus will be strictly on sales, leaving valuable intelligence either uncaptured or unavailable to you.

PSI is dedicated to the innovative use of mobile technologies and field force automation to enhance data-driven decision making. We partner with regulated industries, like yours, as well as outsourced field sales agencies to give you all the tools needed to be successful. With the recent rise in door-to-door energy and telco sales, you need someone in your corner that can help you overcome initial risks, plan for the future, and profitably grow the business.

Don’t wait until tomorrow to plan for the future of your field sales. Schedule a demo today to learn how PSI can help you avoid field sales complications.

by Nathan

Turn Unexceptional Customer Service Into Exceptional Customer Experiences

Customer expectations are constantly changing and many companies are struggling to keep pace with the evolving needs of consumers. Although some industries do better than others at delivering great customer experiences, in general, there’s room for improvement across the board.

Customer experience (CX) affects all industries, however, energy and telco companies are in a unique situation as they interact with their customers on a daily basis, which puts additional pressure on them to achieve customer experience goals. A recent Accenture Research Report adds to this by saying, ... an experience renaissance is afoot ˗ one that is galvanising companies to push beyond the CX philosophy and organise the whole business around the delivery of exceptional experiences. With an increasing number of organisations developing innovative solutions to exceed customer expectations, energy and telco companies need to step up their game and foster customer-centricity across the entire organisation.

 

Poor Customer Experiences: Triggers and Outcomes 

What constitutes a customer experience, whether good, bad, or mediocre? Whilst there’s not a single answer, the one thing that you can be certain of is that customers now have higher expectations than ever before.

When it comes to customer expectations and experiences, statistics are plentiful. To help bring to light the pivotal role customer experience has on your business, we’ve gathered key statistics to help illustrate expectations from the viewpoint of consumers.

The results of delivering poor customer experiences can’t be underestimated. Not only can it result in churn and diminished profitability, but regulatory fines are a real possibility, as well as the potential to harm your brand.

Now that we have a better understanding of the potential outcomes when customers are provided a poor experience, let’s take a deep dive into some of the causes. A recent study conducted by PagerDuty and Dimensional Research determined the following as the 7 key barriers to providing a great customer experience.

 

  1. Increasingly complex IT environments - 64%
  2. Increasing customer expectations around convenience and performance - 44%
  3. Hiring and retaining talent with the right skills - 40%
  4. Difficulty prioritising issues - 35%
  5. Inability to innovate quickly - 33%
  6. Siloes and bottlenecks between internal teams - 26%
  7. Increasing competitive pressures - 25%

 

In addition to the above, many energy and telco organisations are grappling with disconnected systems, complicated internal processes, cumbersome compliance processes, and an inability to keep the customer at the centre of the journey. With a number of potential issues hindering your ability to deliver exceptional customer service, you may wonder what the experience looks like through the eyes of your customers.

Let’s imagine for a minute that you are grappling with disconnected systems, complicated processes, and technology and tools that don't provide the information field reps require when they need it. While this is day-to-day life for you and your business, your customers see something else. It’s important to remember that customers don’t have a looking glass to the inner workings of your organisation ˗ they only see the aftermath of this situation which may include:

  • Repeatedly being asked for data and content that you already possess.
  • An endless stream of transfers where they need to repeat information previously provided.
  • Processes that are confusing and overwhelming, resulting in stopping the transaction.
  • Apologies from field service reps and customer service reps for the way they have to handle the transaction.
  • The inability of your salespeople to effectively provide customer guidance.

When bad experiences happen, how does your organisation handle customer complaints? If you're like 44% of UK businesses, you’re still relying on manual processes such as spreadsheets that don’t provide the swiftness needed to react promptly. With more than half of the people around the globe believing that companies need to take action on feedback provided by customers, it’s time for energy and telco providers to transform the experiences they are providing to customers.

 

Transforming the Customer Experience

When consumers were asked what impacts their level of trust with a company, offering excellent customer service is ranked number one. And around the globe, 96% of consumers say customer service is an important factor in their choice of loyalty to a brand.

What does it take to deliver the exceptional experiences customers demand? Customers don’t want the hassle of trying to figure out what needs to be done and how. Nor do they want or have the time to go through disparate processes and workflows. Customers want interactions that are easy to understand, easy to use and instructions that are simple to follow. Giving customers the experiences they crave requires automation, seamless integration, natural workflows, and data that is richly populated.

To begin the process of turning unexceptional customer service into exceptional customer experiences, there are some steps that you can take immediately. Based on our extensive experience, we recommend that you:

  • Implement customer journey mapping into your customer service processes. The mapping should include each point where your potential customer interacts with your business, e.g. signing up, address changes, billing, complaints, service, etc. Once the mapping is complete, be sure to review it for interaction flows, expected customer experiences, and how the customer will be able to engage in two-way communication with your business.
  • Populate rich data into processes for customer or prospect engagements, such as information provided to the field or telesales rep that pertains to the interaction and display known information on the application form.
  • Develop intuitive and natural workflows.
  • Make initial field sales rep training and ongoing courses a mandatory requirement and easy to digest and apply to the work they are doing

Providing exceptional customer experiences isn’t a one-and-done initiative, it’s a journey that you’ll continually revisit as customer expectations continue to develop. One thing is certain, providing customers with traditional experiences is no longer enough.

When it comes to your ability to compete, the customer experience is increasingly becoming a differentiating factor. According to Gartner, 89% of businesses expect to compete mainly on customer experience and organisations that take customer experience seriously will stand out from the noise and win loyal customers.

 

Improving the Customer Experience Starts with a Single Step

As the Chinese proverb so articulately states, “A journey of a thousand miles begins with a single step,” the journey to delivering exceptional customer experiences also begins with a single step.

As the leading provider of sales technology for energy and telco providers, we have an intimate understanding of what it takes to move the customer experience needle in these industries. Whether that's getting started with a minimum viable product (MVP) in order to plug the most critical sales gaps or longer-term plans to create an end-to-end exceptional customer experience strategy, with us helping them every step of the way.

Our ability to put you on the path to delivering exceptional customer experiences doesn’t end there. Are you saddled with legacy systems that are resulting in disconnected systems, processes, and people? Replacing these systems can be cost-prohibitive. With PSI, you don’t need to. We're able to push and pull data from multiple systems ˗ both old and new ˗ which provides you with the automation and workflows you need to improve the customer experience.

 

What are your customer experience goals? Regardless of where you are on your journey, we’re here to help. Contact us today to book a 30-minute strategy session to learn how we can help bridge your customer experience gaps.

by Nathan

How Energy and Telco Companies Can Protect Their Brand by Controlling Sales Processes

Did you know that you only have 7 seconds to make a first impression and that it takes 5 - 7 impressions to even start creating brand awareness? A solid brand is a symbol of trust, dependability, and integrity. In fact, a survey of more than 2,000 consumers revealed that 94% of the respondents are more likely to be loyal to a brand that offers complete transparency.

Creating a positive brand image takes time and money and the last thing you want is for your brand to be associated with negative impressions. Although companies across all industries strive to protect the integrity of their brands, the energy and telco sectors have unique considerations as historically poor practices have harmed their reputation, as well as resulted in regulatory fines.

 

The relationship between sales processes and brand integrity

In an industry where winning customers requires you to outperform their current provider, brand integrity is of the utmost importance. While most of your sales reps are honest, play by the rules, and hardworking, it only takes a handful of door-to-door sales missteps to tarnish the reputation you built and nurtured.

When it comes to field sales operations, energy and telco companies face a distinctive and difficult dilemma. On one hand, door-to-door selling is incredibly effective and profitable; and on the other hand, without the right controls in place, even just a few bad processes could chip away at your brand’s reputation – until there is nothing left. The truth of the matter is that when you try to manage sales routes with manual processes, mistakes can and do happen.

Whether honest mistakes or rogue reps disregarding processes and using misleading sales tactics, you need to do everything possible to keep your brand’s image intact. We’ve compiled a list of the most common mistakes and mis-selling techniques to help you determine if your brand is at risk.

  • Multiple visits to the same address by different sales reps.
  • Reps that don’t have a solid understanding of your internal rules and processes.
  • Inadequate training as to the procedures reps needs to follow when in the field.
  • Sales reps using fake phone numbers, bank account details, and phoney or duplicate addresses to create a sale.
  • Sales reps misleading customers to close a sale (which can also lead to regulatory fines).
  • Sales reps disregarding their lead list and cold knocking.
  • Finalising a sale without proper customer consent.

As you read through the list, did you find yourself thinking – yes, we’ve been trying to overcome these issues? If so, there’s a solution that will mitigate these and countless other brand-damaging challenges, and it starts with being able to effectively manage your sales processes.

 

Control your sales processes, control your brand image

Without the right technology, you simply have no idea what’s going on in the field. To control your sales processes, you need a solution that enables you to:

  • Track rep performance: Go beyond tracking sales quotas and manage agent training records and clearance checks, monitor sales rep’s performance KPIs, track rep’s whereabouts using GPS, and issue licenses.
  • Manage territories: Divide areas into hubs, assign routes within the hubs to individual reps, and monitor their movement with GPS.
  • Put routes in hibernation mode: When you over-sell in a particular area, you need to block selling within that route (or set of addresses) for a specific period of time.
  • Know reps are selling in their assigned territories: Geo-stamp every sale made using GPS.
  • Mark do not contact locations: When a customer asks a sales rep to stop contacting them, it’s important that this request is followed.
  • Eliminate mis-selling: Provide reps with a sales script that can be integrated into the overall sales process.
  • Ensure compliance and best practices: Clearly define all sales processes and ensure rep verification.

At PSI we have the technology that allows you to do this and more. With us, you gain complete control of the sales process and can be assured of being highly compliant with regulatory mandates.

 

Don’t leave your brand’s reputation to chance

Mis-selling not only puts your brand at risk but can result in regulatory fines – something you want to avoid at all costs. With the ability to effectively manage sales processes, you’re able to mitigate the risk of bad sales and help your field reps deliver the kind of customer experience that will elevate your brand.

A tightly controlled sales process is key to maintaining brand integrity and it’s never been easier to achieve. When you partner with PSI you get a solution, based on 15 years of industry expertise, that enables you to control the sales process, achieve successful field sales operations, protect your brand, and stay compliant with government regulations.

Talk to a member of our team today to learn how you can control your sales processes and boost brand appeal.

by Nathan