Traditional IDC is generally composed of sales personnel, IDC companies, and upstream resource suppliers. Sales personnel excavate customers, clarify their purchasing needs, and then retrieve related products from the company and sell them.
Anyone doing IDC, whether it is a large or small enterprise, actually has a set of traditional business paths, mainly through the following two models.
1. IDC's own products, sold directly
When IDC owns this product and can meet customer needs, the sales staff directly sell the product to the customer.
- IDC company lacks products and sells them after restocking
When IDC lacks this product and cannot meet the needs of customers, the company will meet upstream suppliers, introduce product resources, and then deliver them to sales staff to write into the system, and the sales staff will sell them to customers. In the layer-by-layer delivery, it can be seen that the traditional IDC business model mainly relies on manual management.
So, how does this business model affect IDC, salespeople, and customers?
1. For IDC
In the process of exhibition, IDC lacked a set of well-formed management system, and mainly relied on sales staff to spread information and contact customers through the channels they had dug. In this process, if IDC company lacks standardized management of sales staff and customer information, it is easy to cause the following phenomena:
① The loss of IDC customers. Because customers are too concentrated in the hands of sales staff, if the sales staff is unstable and not loyal, it will easily lead to the loss of customers and cause loss of company revenue.
② The loss of IDC's product resources. Because sales staff have sufficient knowledge of IDC’s product information and customer resources, they may cross the company and contact other suppliers in the market, and sell the acquired products to customers without the company, causing loss of company rights .
2. For sales staff
With the development of the market, the percentage of renewal commissions for sales staff is gradually reduced. It is no longer desirable to rely on customer renewal to get commissions. When the commission and income provided by IDC gradually fail to meet the needs of sales staff, the following situations may occur:
① Sales staff strive for higher profits for themselves. During the company's tenure, sales staff directly contact upstream suppliers to obtain price advantages.
② Sales staff set up their own doors. As an important "transmission link", sales staff can take away seed customers and support the initial development of the startup company after mastering the existing customer information and business resources.
3. For customers
Because the customer learns IDC’s product information through sales staff, if the sales staff calls other suppliers’ resources, the customer can’t judge whether it’s the original company’s product. If the quality is not good enough, the customer will be helpless.
In summary, the root cause of the contradiction between IDC and sales staff is the lack of a unified and standardized platform system for process management of sales staff, customer information, customer needs and supplier relationships.
ZKEYS system takes this as a starting point, from resource storage to resource sales and storage, from customer and sales staff management to product system construction, and independently develops an integrated IDC business management system.
1. Strengthen process control
The ZKEYS system uniformly enters business and resources into the background, and the affiliated companies' R&D, production, service, operation, commerce, human resources, finance and other business sectors are listed for management and e-commerce operations. The saleable resources, sold resources and inventory management are clear at a glance. All businesses and resources are recorded and can be viewed from pre-sales to post-sales. Process-based management and control ensure the transparency of business transactions.
2. Strengthen customer information management
The ZKEYS system includes the management of basic customer information and dynamic information, helping sales staff sort out their own clues, conduct data analysis, and remind sales staff to maintain customer relationships. All customer behavior on the platform is clear and verifiable. The internal business team of the enterprise also facilitates the management and analysis of customers.
3. Strengthen sales staff management
There are traces of how many customers have been followed up by the sales staff and how many customer issues have been handled. There are not only tasks assigned, but also supervision and control measures. The ZKEYS system designs standardized business logic for each position within the enterprise, refines management content, business corresponding to customers, related orders, related finances, and related services to help sales improve work efficiency.
4. Strengthen supplier relationship management
The ZKEYS system has abundant resources and channels. IDC can connect with channel vendors through the system, thereby obtaining more shared resources and simply and efficiently improving its own product system.
Extensive management methods have led to errors in the operation of traditional IDC companies. The ZKEYS system uses a standardized system to help IDC optimize job procedures, strengthen authority management, refine management content, and form external output to ensure IDC sales and business resources can be managed and controlled.
Article source: https://mp.weixin.qq.com/s/zIH9vji7YOlIJJRRQyhgCg