Boosting A Better Communication Between Sales Agents and Customers

Boosting a Better Communication between Sales Agents and Customers
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Boosting a Better Communication between Sales Agents and Customers
Introduction
The aspect of communication presents one of the key components necessary for an organization to attain its goals and run functions. By definition, communication refers to the concept of conveying different thoughts as well as messages that convey meaning amongst individuals or organizations. It is the major component that ensures motion and activities within a channel of distribution. From the theoretical as well as managerial perspective the concept of communication function within sales and marketing present is deemed important. In the sales and marketing field, communication functions as the process through which influential information is conveyed (Mary, 2019).
From the historical perspective, there have been many struggles between sales and marketing departments and mainly based on the nature and value of communication applicable. This has largely led to the existence of tension as well as resentment between the parties involved depending on the nature of communication that is used. Such the nature of disconnect is at times attributed to the corporate culture that basically manifests in the form of absence of concrete communication. Sales and marketing communication is a very important aspect of any organization and greatly impact the level of performance of any company. The fast-paced nature within the markets and the complexity thereof helps in the leveraging of resources as well as driving the revenue, and such aspect makes improvement of communication a priority and an essential component. A study by App Data Room and Marketo discovered that the alignment of sales and marketing contributes to the value of any organization and makes it to be 67% better, especially at the closing of deals. At the same time, it reduces friction by approximately 108% and generates 209% more value from marketing processes. On the same note, the International Data Corporation (IDC) survey (2013) reveals that poor alignment is responsible for more than 10% of costs on business to business companies’ annual revenue. On the other side, strong alignment makes the company achieve close to 20% growth rates (Patrutiu-Baltes, 2016).
Business Communication Skills
The concept of communication between the sales agents and customers helps in empowering sales representatives, therefore, ensuring that they have value-add conversations. The content of communication influences the nature of the deal between businesses and customers. However, there are cases where customers have the feeling of lack of preparation on the side of sales agents owing to their inability to engage in meaningful conversations. The nature of poor quality customer services as offered by sales agents can be attributable to a lack of knowledge concerning relevant content as well as resources that could help them prepare adequately for such encounters. Equipping sales agents with proper communication enable them to identify the content, therefore, knowing what to say and when to say it for the purposes of advancing any form of a deal (Fox, 2019).
The quality of communication between sales a...