Supply Chain is your Sales team too

Supply Chain are your sales team! Seriously they are.

What? I hear you say? Sales are Sales, Supply Chain is Supply Chain.

I can hear now,"If only those Supply Chain guys knew what we have to do to sell!" and the inevitable Supply Chain response "those Sales guys are all show ponies, we do the grunt work here".

As we all know, both are right, but one thing I have always implemented in any Supply Chain team I have managed, is that they are part of the Sales team! Yes that's right, Supply Chain in Sales!

Having been in the fortunate position of managing national Sales teams and national Supply Chain teams, I quickly realised that without a Supply Chain supporting the Sales team, it makes selling so much harder. With a Supply Chain that has a customer centric approach, it made selling so much easier.

By changing the way Supply Chain Teams view themselves, by that I mean, viewing themselves as a Business Unit that plays a critical role in delighting the customer, it transforms the way they operate. The way they think, and ultimately their perception of themselves and the critical role they play in delivering customer service.

Personalise the role your Supply Chain team members play, coach them to understand that their contribution to DIFOT, and they way they perform their role is ultimately a sales driver of the business.

It's no secret that satisfied customers are more likely to repurchase from you again. If you receive the correct goods, on time, and your satisfaction levels are meet, your life is made easier, we are all habitual by nature, so repurchase is inevitable.

If we all think we are in Sales, and take a customer centric approach, it will just make it that much easier for the actual Sales team to sell, and be able to focus on service vs price!

If you would like to know more, please reachout or follow my weekly Blog.

Andrew James

"the Rule of 3"

www.andrewjamesconsulting.info

andrewjames@andrewjamesconsulting.info

+61400371557