Building a Stock-Aware Sales Team

Every organisation wants a high-performing Sales team, but how do you go about achieving it?

For wholesalers or distributors who sell lots of products from stock B2B, providing the right education to your Sales team about your extensive product range is a challenge in itself. But how do you make them aware of other complexities within the business, particularly about things they could leverage in the sales process to help them close more deals?

So, question is - what is the first step? How do you make them "better equipped" and more knowledgeable? How much is it going to cost, both in time and money to the business, to run ongoing training courses about your ever-expanding product range and ever-changing customer requirements?

Why Traditional Training Falls Short in B2B Sales Enablement

B2B sales enablement is more than one-off training sessions. It's the ongoing process of giving Sales the tools, data, and insights they need to have better conversations and win more business. In stock-driven environments, the stakes are even higher. If your team doesn't have timely product, pricing, and stock information, they can't confidently advise customers or prioritise the right opportunities.

Without a structured B2B sales enablement approach, Sales ends up relying on:

• outdated spreadsheets from Accounts
• static product lists
• gut feelings
• tribal knowledge that only a few long-serving reps hold

None of this scales, and none of it future-proofs your business.

Stock-Aware CRM for a Stock-Aware Sales Team

It’s evident that there are lots of questions to be answered. As such, it’d be impossible to just run a few internal training sessions, or hope that the Sales team can get access to the most up to date information on a spreadsheet from the accounts team. It’s not a future-proof, viable option when running a successful wholesale or distribution business. 

So, what about CRM? Ordinary CRM has always promised to record all customer interactions, and keep track of sales opportunities. You’ve heard it all before! But for a business that sells products from stock B2B like yours, it needs to do more - much more.

How Stock-Aware CRM Powers B2B Sales Enablement

A Stock-Aware CRM acts as the core of your B2B sales enablement strategy. Instead of relying on memory or manual updates, your team gets real-time data that strengthens every customer interaction.

With Stock-Aware CRM, your Sales team can:

• give your customer a price on the spot
• send a quote
• take an order
• view full sales history
• quickly resolve issues like incorrect deliveries
• check back-orders and availability

This is what real B2B sales enablement looks like in action, and because all of this sits in one centralised system built specifically for wholesalers and distributors, your team is never hunting for the right information again.

Empowering Sales with Real Insights

With our Stock-Aware CRM, Prospect CRM, your sales team can give your customer a price, send a quote and take an order. Plus, with quick access to a centralised system, designed for Sales to access, the team can see your customer’s full sales history, any back-orders and sort out a customer issue like an incorrect delivery, right there and then. Starting to sound more like a Stock-Aware sales team now, right?

But it doesn’t stop there. With Stock-Aware CRM, they can do even more than that. With access to better insights and intelligence on your customers buying behaviours, you enable them to adapt their sales pitch by focusing on the right customers at the right time, instead of wasting their day on those who just aren’t going to buy right now. With Prospect CRM, they could see which customers are buying more this year than last, see who’s buying less or even stopped buying with you completely; all using ERP data - just with a few clicks of a button. Now we’re really sounding like an efficient, Stock-Aware Sales team!

Why B2B Sales Enablement Starts with Better Customer Data

B2B sales enablement relies on consistent, accurate and actionable customer information. WIthout it, even the best Sales reps are left guessing. When you equip them with live ERP data, order history, and buying trends, you help them:

• prioritise the right customers
• tailor their pitch
• increase order values
• spot churn risks early
• uncover upsell or cross-sell opportunities

That's how wholesale and distribution businesses build teams that sell smarter, not harder.

Equip Your Sales Team to Win

Ultimately, it’s your responsibility to arm the sales team with the critical customer information that will allow them to excel in their role. Depriving them of this will only make them unproductive and ill-equipped in the sales process.

If you want a Stock-Aware Sales team, you need a Stock-Aware CRM. Prospect CRM gives your team the live data and tools they need to convert more quotes into orders and deliver a better customer experience.

See how Prospect CRM transforms your B2B sales enablement in real time. Try it free for 14 days now.