Post-Launch Tactics to Keep Reps Mobilized – Brand Academy

Sales reps can be the glue that connects a brand to their local retailers. They can serve as the friendly face of a brand, while also promoting key sales and marketing initiatives at the local level. Sales reps are an essential part of educating retailers about a brand’s products, informing them about what’s going on internally at the company, and helping them with marketing initiatives.

We all agree, sales reps are important, but many brands struggle to engage, motivate, and efficiently communicate with their reps. This disconnect can have enormous consequences for your brand: Retailers may become less likely to purchase and sell more product, ultimately decreasing local sales, awareness, and ROI on co-op initiatives.

Sales reps are the crucial link between brands and their local retail partners, providing a direct in-person connection while affirming key sales and marketing initiatives. Here's how:

Sales reps can teach retailers by setting an example. In order for retailers to begin taking the necessary steps toward digital understanding and success, it’s important that their sales reps begin setting an example in their own business practices. From there, they can begin to have valuable discussions with their retailers about the value of applying digital to their marketing strategy in order to sell more products.
Retailers are in need of turnkey brand solutions. Retailers are in need of turnkey solutions. If brands want retailers to promote their products and campaigns (and tell the right story), they better make it as easy as possible for them. Otherwise, it just won’t happen.
Retailers and their staff need in-store, hands-on product training. Many times before a consumer even walks into the store, they have done their research online, are already well-informed about the product offerings, and may even have a firm decision in mind. Sales reps need to work with brands to offer retailers and their staff in-store, hands-on product training sessions. It will alleviate any questions they may have and ensure that they remain well-informed about the products. It also provides tactile experience with the products, giving them a personal edge over e-commerce sites and product datasheets.
Reps need to tie sales and product conversations to brand marketing initiatives. When a sales rep walks into a retailer’s store, it’s now about so much more than just requesting product orders and talking about upcoming product launches. By aligning the retailer and their strategy with the brand’s marketing plans and calendar, it will allow for a more holistic approach to meeting everyone’s goals while also allowing more time to do things like coordinate promotions with stock and inventory.

While many brand and sales rep teams work outside of each other in a disconnected way, Promoboxx creates connection and alignment from the brand to the reps all the way down to the local retailers. Here are a few post-launch tactics to keep reps mobilized & promoting the program:

Incentive program: hold monthly/ quarterly contests to see which rep can reach a certain goal (getting the most retailers signed up, promoting content, enabling automation, new contacts added/ updated etc.) and award with local ad $, gift cards, or good old fashioned recognition
Regular educational opportunities: host a quarterly webinar, schedule a training at a National Sales Event, re-order business cards, TalkPromoboxx.com, etc.
Events: Are there events that someone from Promoboxx could potentially attend to help spread the word? Or, if attendance isn't an option, we can ensure there are materials available to help educate the reps (and their retailers) on the program.
Monthly Promoboxx rep newsletter (sent outside of Promoboxx): highlight upcoming campaigns, reporting available in their dashboard, tools available to them to help promote the program etc.
Checklist: include Promoboxx action items in their training materials so they know to promote the program in their visits/ conversations with retailers
Survey: Survey reps through the platform quarterly to get their feedback on the program"

To learn more about how your teams can start working smarter together, contact your CSM today!

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