Selling to an Industry
Selling to Commercial and Industrial Painting Contractors Businesses
To be sure, commercial and industrial painting contractors businesses are major players in a growth industry -- and that makes them attractive to sellers who are eager to get in on the action. Product quality, cost and customer service are all important considerations – so businesses that sell to commercial and industrial painting contractors businesses need to be at the top of their game.
Penetrating the world of commercial and industrial painting contractors businesses can require complex sales and marketing strategies.
Many commercial and industrial painting contractors businesses expect to receive great service from the companies they do business with. But service alone won't close the deal. For B2B companies that sell to commercial and industrial painting contractors businesses, the steady execution of business fundamentals is just as important as your relationships with your customers.
Aggressive Recruiting
Profitable returns begin with aggressive recruiting tactics. Your company can't afford to send an inferior sales team into the field.
Companies that sell to commercial and industrial painting contractors businesses should focus their attention on self-motivated candidates. At the same time, you need to make sure your sales hires are team players. Individuals who lack the ability to sell in a team environment will ultimately hamper your sales efforts, no matter how good they look on paper.
Marketing Tips
In the B2B sector, sales and marketing are connected business activities. To succeed in the commercial and industrial painting contractors business industry, you'll need to gain a solid foothold with buyers. Leading sellers strategically utilize their resources to establish and maintain a strong industry presence. Cost is a factor, but any channel that can increase your industry profile is worth considering.
Make sure you invest in a first-rate website. These days, commercial and industrial painting contractors businesses frequently access vendors through online channels. An investment in a conversion-focused website is a must.
How to Evaluate Sales Staff
Frequent employee evaluations are a must for companies that sell in this industry. Businesses that achieve significant market share recruit the cream of the crop and routinely evaluate them against performance goals and benchmarks.
Although annual reviews may suffice for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for improving performance and revenues. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to commercial and industrial painting contractors businesses.
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