Over the years, the operating systems within sales companies have undergone significant changes, primarily driven by rapid technological advancements. From the early days of manual processes to today’s cutting-edge digital tools, companies have consistently evolved. But the future of digital transformation in sales companies is now encapsulated in just three letters: DCM (Distant Channel Management).
A Journey Back in Time: Sales Managers and Their Dominance in the 90s
In the 1990s, the sales managers were the kings of the business world. They held immense power, acting as gatekeepers of critical information. With no cloud technology in place, all sales operations went through their hands.
Sales managers were not just employees; they were stars. When a regional sales manager walked into the room, it was as if a commander had arrived. The respect was tangible—sales managers commanded applause that often surpassed even that of CEOs at company meetings.
This hierarchical reverence wasn’t without merit. The knowledge and field dominance held by sales managers significantly impacted the performance of the entire team. From managers to sales reps, wholesalers to distributors, everyone pushed to meet the goals set by the powerful sales executives. The entire structure depended on the expertise and authority of these key individuals.
The Advent of MIS: The First Wave of Digitalization
The introduction of MIS (Management Information Systems) in the 90s brought about the first significant wave of digitalization in sales companies.
MIS systems were revolutionary, enabling communication and collaboration across various departments. For the first time, sales data, customer risk information, and collection reports could be accessed with a single click. Executives could drill down by region, product, or sales representative, giving a broader range of decision-makers access to vital information.
The arrival of MIS began to dismantle the exclusive power held by sales managers. No longer was critical data siloed in the hands of a few. Instead, this information became accessible to company executives from all departments, shifting the power dynamics within organizations and creating a more data-driven approach to decision-making.
ERP Takes Digitalization to New Heights
As businesses embraced digital tools, ERP (Enterprise Resource Planning) systems, especially those powered by Oracle, became the backbone of integrated operations. ERP systems went beyond sales data, merging production and financial operations into a single, cohesive platform.
This level of integration transformed how sales companies managed their day-to-day activities, providing unprecedented control and oversight.
With ERP, sales managers could see the entire scope of their operations, ensuring that inventory levels, production schedules, and financial resources were aligned with sales targets.
This was a significant step forward in sales digitalization, allowing businesses to operate more efficiently and with greater transparency across departments.
The Evolution Continues with CRM
By the early 2000s, CRM (Customer Relationship Management) systems became indispensable in sales companies. As competition increased and customer loyalty became harder to secure, CRM tools helped businesses focus on the customer experience.
These systems tracked every interaction, giving sales teams deep insights into customer preferences and behaviors, ensuring long-term retention.
The power of CRM lies in its ability to personalize the sales process. No longer were customers just names on a list; they became individuals with unique needs, and CRM helped companies cater to them. T
his marked a shift from traditional, transactional sales to a more relationship-focused approach, helping sales organizations stay competitive in a crowded market.
Enter Remote Work: A New Challenge for Sales Companies
Today, one of the most significant drivers of digitalization is the widespread shift to remote work. Gone are the days of long commutes, crowded offices, and geographical limitations.
Now, the concept of work has evolved to mean any place where one can connect with a laptop. For sales departments, this transformation has been particularly impactful.
Sales organizations, which once depended heavily on face-to-face interactions, are now adapting to a fully digital environment. No longer there is a need to visit clients in person to make a sale or collect payments. Mobile calls, video conferences, and other virtual communication tools have become the norm.
This shift has drastically improved efficiency, allowing sales teams to engage with customers without spending hours in traffic or arranging in-person meetings.
However, with this newfound flexibility comes a new challenge: how do companies manage these remote customer relationships effectively? This is where DCM (Distant Channel Management) comes into play.
What is DCM (Distant Channel Management)?
DCM is the newest evolution in sales digitalization. It addresses the challenge of managing customer relationships in a world where interactions are increasingly happening through digital platforms such as video calls. DCM systems enable sales managers to oversee the entire customer relationship process, even when it’s conducted remotely.
Much like CRM transformed customer relations in the early 2000s, DCM now steps in to handle the complex dynamics of remote sales management. It integrates traditional sales management functions—like planning, reporting, and performance tracking—into the digital environment.
This allows managers to monitor their teams and ensure that customer engagements align with broader business goals, even when the team is working from different locations.
The Core Functions of DCM
The most critical aspect of DCM is its ability to manage sales channels remotely. Through DCM systems, companies can ensure that their sales strategies are executed consistently, no matter where their sales representatives or customers are located. DCM systems provide several key functions:
- Remote Planning: Sales managers can develop and adjust plans based on real-time data, ensuring that their strategies align with current market trends.
- Measurement & Reporting: DCM provides the tools to measure the success of sales campaigns and customer interactions, even when those interactions are conducted through video calls or other digital means.
- Customer Relationship Management: Much like CRM, DCM focuses on maintaining strong customer relationships. However, it adds the ability to manage these relationships through distant channels, ensuring consistent quality across digital interactions.
OctaSales: The Pioneer of DCM Technology
The first global example of a DCM platform comes from Turkey, where OctaSales was introduced by the OCTAPULL team. OctaSales is a groundbreaking solution designed specifically for sales organizations operating in the digital era.
As a video-call platform with integrated DCM functions, it enables sales teams to manage customer interactions remotely without sacrificing efficiency or effectiveness.
OctaSales merges the functions of traditional CRM and ERP systems with the flexibility needed for remote work. This allows sales managers to handle everything from client meetings to order processing through a single platform, all while maintaining control over their sales channels.
As remote work continues to grow, tools like OctaSales will become increasingly essential for sales companies worldwide.
The Future of DCM and Remote Work in Sales Companies
As we look toward the future, DCM (Distant Channel Management) will play an even more prominent role in the digital transformation of sales companies. The trend toward remote work is not going away—in fact, it is expected to grow in the coming years.
With remote working becoming the new norm, companies will need tools that allow them to manage their sales channels efficiently and keep customer relationships strong, even when those relationships are built through virtual interactions.
Startups like OCTAPULL are leading the charge, developing innovative solutions that empower sales teams to work effectively in a digital-first environment.
OctaSales is just the beginning. Over the next decade, DCM will become a standard component of any sales organization’s toolkit, ensuring that it can thrive in the evolving landscape of digital commerce.
In conclusion, DCM represents the next step in the ongoing digitalization of sales companies.
As more businesses adopt remote work, the ability to manage sales channels and customer relationships through distant means will become increasingly important. With tools like OctaSales, sales organizations can adapt to the challenges of this new era, staying competitive and efficient in a world where working from home and remote sales are the new normal.
To stay ahead in the rapidly evolving digital sales landscape, integrating advanced solutions like DCM is no longer optional—it’s essential.
As remote work becomes the standard, platforms like OctaSales are designed to help sales teams manage their channels efficiently while maintaining strong customer relationships. Ready to take your sales operations to the next level?
Discover how OCTAPULL and OctaSales can transform your business with cutting-edge tools for the digital era. Visit OCTAPULL to explore all their innovative solutions, and for more detailed insights on how OctaSales can streamline your sales processes, check out OctaSales today!
