To date, all of the market's significant and well-developed enterprises have implemented the best technology (such as ERP) for their business environments. Currently, vendors must make their way to small and medium businesses in order to offer their goods. Given that all of these small and medium businesses are in constant development, the suppliers' strategy makes perfect sense. Given that these SMB (small and medium business) customers are expanding, they want software such as ERP that can automate their business processes and increase employee efficiency.
When it comes to selling ERP solutions, we can safely claim that it is one of the most difficult challenges that suppliers face. When compared to other product sales cycles, the manufacturing ERP sales cycle is quite long. When it comes to small and medium customers, selling ERP solutions entails a lot of processes and details. The ERP sales process is far from simple. Many times, a salesperson must spend a significant amount of time at the client's location in order to become acquainted with the customer's corporate environment.
In medium and small businesses, the choice is almost always taken by the owner. Selling ERP is largely dependent on the salesperson's ability to persuade the business owner that his organisation requires an ERP system. The salesperson normally meets with the IT manager to address the issue, but this individual does not have the authority to decide whether or not the new product will be purchased. Given that ERP software is an expensive product for small businesses, the business owner is the only one who can make the decision. As a result, in order to have any chance of selling ERP software for his business process, the salesperson must meet with the company owner face to face.
When it comes to the process of ERP software review, most small and medium business owners seek the assistance of an external expert. As a result, we can conclude that external consultants have the most influence when it comes to picking an ERP vendor. Business owners frequently delegate the selection and evaluation of ERP software to an outside expert. As a result, scheduling a meeting with both the business owner and an outside consultant at the same time is an important stage in the ERP software sales process.
ERP sales do not happen overnight. A pharmaceutical manufacturing software sale cycle should span at least three to four months. Even if the salesperson is really skilled and successfully persuades the consumer to buy the product right away, the customer's analysis is a slow and continuous process. All a vendor can do is try to persuade his client to take the next step and schedule another face-to-face appointment. During this discussion, the customer should be given additional product details to persuade him that purchasing an ERP solution is a fantastic chance for his firm.
