In recent years, frozen foods retail businesses have experienced moderate growth rates compared to other businesses.
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Your approach will vary according to your situation and your company's unique sales objectives. But in general, there are several things you will need to consider when devising a system for selling to frozen foods retail businesses.
How to Evaluate Sales Staff
Regular sales force reviews are necessary 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 be acceptable 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 frozen foods retail businesses.
Sales & Marketing Tips
Some B2B frozen foods retail business suppliers opt for third-party marketing over internal marketing activities. Either way, your marketing strategy should leverage a multichannel approach that addresses the diverse ways frozen foods retail business owners access information. Traditional channels like direct mail and telemarketing are important, but they should be combined with online strategies like e-mail campaigns, website SEO and social networking initiatives.
Top B2B sales teams routinely use reliable lead generation mechanisms. Leads drive sales cycles. Until your company develops a system for acquiring and qualifying frozen foods retail business leads, it will be difficult to capture a meaningful share of the market.
If your sales force is failing to generate enough leads, consider buying updated lead lists from a recognized lead list provider. Experian and other vendors have a reputation for delivering accurate and affordable frozen foods retail business lead lists to B2B sellers.
New businesses that attempt to tackle the entire marketplace face a long, uphill battle. A better approach is to tailor your business model to an underserved niche.
In the frozen foods retail business industry, niches can be based on location, business size or sub-specialties within the industry. For niche sellers, market research is a non-negotiable. Don't assume that there will be demand for a niche product line unless you have done your homework and can support your expectations with solid research.
Ready to learn more? You may find these additional resources to be of interest.
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