Page 34 - Beverage Master February March 2020
P. 34
Craft Beverage
attach invoices or other documents as part of streamline this data for optimal use.
the program’s sales verification process.
Enabling Your Distributor and
• Offering rewards to participating sales reps for Wholesaler Sales Reps
referring other reps within their organization.
Do you know one of the quickest ways to build
• Rewarding sales reps for completing voluntary brand preference with an indirect sales rep?
surveys that can be used to clean up your exist- Provide quality sales enablement. Using proven
ing database or collect more information about strategies to educate sales reps on your brand and
your participants’ interests, demographic and your products makes it easy for them to sell your
lifestyle. products to vendors.
• Analyzing engagement datapoints the program Integrating interactive quizzes and training videos
generates to spot highly engaged accounts that with your incentive program is a powerful tool for
are ripe for upsells and cross-sells. supplying your external sales reps with the knowl-
edge they need to sell your beer. This education
All of this information can be used to inform your can be supplemented by your incentive program’s
sales and marketing strategy and increase the level digital communication platforms. (If you use this
of personalization you offer your supply chain part- kind of strategy, make sure to break things up
ners. into bite-sized pieces and focus on the highlights
your partners will need to help you go-to-market).
However, all the data in the world is useless Additionally, these quizzes are another opportunity
unless you’re able to act on it. Modern incentive for sales reps to earn rewards, increasing the over-
software includes CRM integration, data filters, all value proposition of your program.
reporting dashboards and custom reports to
32 February - March 2020 BEVERAGE MASTER
BM120120 Main Pages .indd 32 1/27/20 3:56 PM
