The Fine Line Between Field Sales and Inside Sales

Sales Benchmark Index

Sales Strategy SBI for SMB 2018 planning add inside inside sales sales strategy

The State of Field Sales 2018 Report

Smart Selling Tools

The State of Field Sales 2018 Report. The purpose of this report is to better understand the unique challenges field sales reps and managers are facing in today’s selling climate and how companies are responding. Through a 3rd-party research firm, SPOTIO conducted a sales survey to provide sales leaders and reps key insights to uncover inefficiencies in their sales process. Hushly Embed Field Sales SPOTIO

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High-Velocity Field Sales with Multi-Objective Route Optimization

Smart Selling Tools

High-Velocity Field Sales with Multi-Objective Route Optimization. Managing a field sales team that visits customers at appropriate intervals, doesn’t cost too much, and actually meets revenue and customer satisfaction goals, is a high art! And when it comes to measuring field sales success, using antiquated KPIs and SLAs, forget it. How to build customer-centric territories that maximize sales rather than those based on spatial or geographic factors.

Three Field Sales Tactics to Abandon Immediately

Repsly

Among the casualties of these technological advances are many of the sales techniques and practices of our forefathers; the sales techniques used by CPG giants of the past few decades simply do for today’s buyers. Here are just a few of the sales practices that you may want to eliminate from your field sales efforts. CPG Team Management Field SalesTechnology has revolutionized the way that we interact with the world.

Pro Tips for Making Field Sales Teams Successful

Repsly

Field sales representatives understand the value of in-person interactions, as they spend most of their workdays on the road meeting with clients and prospects. These outside sales reps have honed a different skill set than their inside sales counterparts, playing a more consultative role in the buying process and performing hands-on tasks to drive deals forward. CPG Team Management Field SalesThis article orginally appeared on the OpenView blog.

How Many Days Should a Sales Manager Spend in the Field Sales Coaching?

Steven Rosen

Sales managers who spend more time in the field sales coaching outperform those that don’t! I was sitting in with a customer who is a sales force excellence expert and he asked me, “what do you see in the industry in terms of the number of days that sales managers are expected to be out in the field sales coaching ?” Sales coaching is the number one activity that drives sales rep performance and engagement.

The Transformation of Field Sales

Janek Performance Group

In the pre-Internet age, field sales was the primary means by which sales reps not only gained new accounts, but the venue through which customers gained most of their information about products and services. That’s obviously changed since then, and the outside sales reps of today face challenges and responsibilities that would astound Willy Loman even in his prime. Sales Culture Sales Management Sales Consulting

Four Keys to Optimizing Management of Your Field Sales Teams

Janek Performance Group

Although inside sales teams are becoming increasingly popular - to the point where most experts expect parity with field sales reps usage in the near future - outside sales is still a critical component of many organizations’ selling strategies. To be successful in managing external reps, you’ll need to pay attention to the unique characteristics that come with the lifestyle of traveling sales reps. Talent Management Sales Management

3 Activity Management Best Practices For Agile Field Sales Teams

Repsly

As a sales manager, you’re always looking for areas where your team can boost performance. Field SalesWith all of the activities that you and your reps do in a given day, how can you iterate and adapt your process to get the best results?

How to Turn a Field Sales Rep Into an Inside Sales Rep (And Still Make Quota)

Gong.io

New sales model? Sales team temporarily grounded? Here’s what you – aka sales professionals – need to know to make the switch. . It’s the ultimate test to becoming a world-class inside sales rep. . Prospects use the first few minutes of a sales presentation to decide whether to pay attention or not. Bob Spina, VP of Sales, Strategic Accounts at Gong. #3 Good news: an outside sales rep’s main strength translates directly into an inside role. .

Weekly Roundup: 4 Field Sales Best Practices of High-Performing Teams + More

The Center for Sales Strategy

> 4 Field Sales Best Practices of High-Performing Teams — CloserIQ. Though the lines are sometimes blurred, inside sales and outside sales are generally separate functions within an organization that require distinctly different skill sets. Outside or field sales teams spend the majority of their workday on the road meeting with clients and prospects face-to-face, often performing hands-on activities like product demonstrations or account setup.

16 Team-Based KPIs For Winning Field Sales Teams

Repsly

Here are 16 of the top ones to track: CPG Team Management Field SalesYou can’t manage what you can’t measure. This is not news to you. You’re tracking a few KPIs for your team, but how do you know they’re the right ones? Or, are they even enough? When your metrics have bigger holes than your dad’s socks, you’ve got some problems. If you’re missing chunks of data, that you don’t even know is missing, you can’t read the whole story behind the decisions you’re making.

Best Practices for Managing Field Sales Reps with Field Sales Software

Repsly

By nature, great field sales reps are independent thinkers who are driven by an almost instinctive need to compete and win. These natural sales leaders make selling part of their life, and make much of their life about selling. Experienced field sales managers know that getting the rest of the team to focus with as much enthusiasm as the top performers is one of the most challenging parts of their jobs.

How Mobile Is Driving the Future of Field Sales

Sales and Marketing Management

Issue Date: 2016-01-01. Author: Oscar Macia. Teaser: The emergence of truly mobile CRM solutions makes reporting while on the road easier. The emergence of truly mobile CRM solutions makes reporting while on the road easier. read more

10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015

Pointclear

To read an excerpt from her latest book, Smart Sales Manager , click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. Should they keep their expensive sales duo: inside sales AND field sales? Or just go with inside sales? The following trends indicate that field sales teams are becoming extinct.

The 14 KPIs Every Field Sales Rep Should Strive to Improve

Repsly

Choosing and tracking the right KPIs for each member of your team is important — focus on the wrong ones and you could be leaving money in potential sales on the table, but align your team with the right ones and you can unlock their maximum productivity. To save you from banging your head against the desk (please don’t do this), here are 14 KPIs you can use to not only to keep your people on track, but to help them get better at selling every day: CPG Team Management Field Sales

How Honor transformed field sales with a simple hack

Troops

“It’s next to impossible to get reps using Salesforce in the field…this has turned into a logistical nightmare”. When Randy Allen, VP of Sales at Honor, looked at his field sales team, he saw great intention but poor adherence to process. On the other hand, field sales loved Slack. Field Sales Transformed. And what about Inside Sales? The post How Honor transformed field sales with a simple hack appeared first on Troops.

The Eroding Distinction Between Inside And Field Sales

Partners in Excellence

There’s a lot written about the shift from field sales to inside sales. It makes sense–but I wonder is there really much of a distinction between inside and outside sales. Perhaps our notions of inside and outside sales are outdated and we might be better served just focusing on sales. In the “old days,” there were clear distinctions between inside and outside sales. I started my career a field or outside sales person.

Agile Field Sales: How to Empower Your Sales Reps to Win More Deals in the Field

Repsly

Any brand that relies on field sales teams to generate new business knows the importance of efficiency and relationship building. Wasted time traveling between accounts or frantically trying to remember what you did at your last visit only slows down reps’ ability to close more deals

TSE 456: Secrets of Being An Effective Field Sales Representative

Sales Evangelist

Being a field sales representative involves a ton of planning, paperwork, and just busy work. For Steve Benson, field sales was the best direction for him. His […] The post TSE 456: Secrets of Being An Effective Field Sales Representative appeared first on The Sales Evangelist. Being a field sales representative involves a ton of planning, paperwork, and just busy work. For Steve Benson, field sales was the best direction for him.

The State of Field Sales in 2020 (Plus Outside Sales Statistics)

Sales Hacker

Today, companies of all shapes and sizes still lack the technology needed to support their outside sales teams effectively. This article will cover inside vs. outside sales CRMs; the biggest challenges for outside sales reps, their leaders, and managers; time management; quota attainment; and outside sales technology. This survey gathered responses from over 250 B2B outside sales leaders and professionals across SMB, Mid-Market, and Enterprise level corporations.

3 High Value Field Sales Activities You Should Be Managing Today

Repsly

You may know the importance of sales activity management , but which activities are the most direct drivers of success? How do you steer these high value activities in the right direction and best optimize your team’s strategy towards revenue

New Trends in Technology Enabling the Inside Sales Function

Sales Benchmark Index

The Growth of Inside Sales Has Left Large Cloud Providers Playing Catch Up.

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When to Pivot from an Indirect to Direct Sales Model

Sales Benchmark Index

Hiring a direct sales team is expensive. A indirect selling model has plenty of benefits. Startup companies generally leverage channel partners to get instant scale without inheriting fixed cost. A fledgling company looking for additional capital to bring on headcount.

6 Reasons You Should Rethink Inside Sales

Sales Benchmark Index

Article Sales Strategy coverage models inside sales inside sales rep inside vs. field sales inside vs. outside Sales Coverage sales leader

How STAR Brokerage Unlocked Their Retail Execution Potential

RepslyBlog

Technology Field Sales Merchandising BrokersFood and beverage brokers know that managing the execution for a handful of brands across all of their retail channels is no easy task. As the link connecting their brand clients to shelf-level execution in stores, merchandisers have a huge responsibility to support the key programs of all of their brands as well as the thousands of stores they serve.

Guest Article: Agile Field Sales Teams are the New Winners

Jonathan Farrington

Agile Field Sales is an emerging paradigm made possible by the rapid expansion of capabilities in cloud and mobile technologies. Sales organizations, particularly those in Small and Medium Enterprises(SMEs) are beginning to develop sales processes that are focused on light-weight activities and transactions, highly streamlined data entry, and real-time visibility into field activities. Furthermore, agile sales teams can adapt the sales process quite rapidly.

Why You Need a Field Advisory Board to Make Your Number

Sales Benchmark Index

Today we’re going to demonstrate how to drive revenue per sales head up, and time to productivity for new sales hires down. Podcast Sales Strategy SBI on Demand FAB field advisory board field viewpoint sales enablement sales field sales field feedback sales methodology sales productivity sales strategy sales training secret sauce view from the field

How to Grow a Brand Ambassador Program at Scale

RepslyBlog

Team Building CPG Team Management CPG KPIs & Reporting Field Marketing Field SalesBrand ambassadors are an excellent way for CPG companies to expand awareness and reach a wider target audience.

Navigate Your Company to Rapidly Developing Markets

Sales Benchmark Index

Corporate Strategy Podcast CEO advice direct field sales e-commerce executive team global account management growth markets Hassane El-Khoury high growth markets innovative companies innovative products inside sales key account management market strategy marketshare growth new markets revenue growth systems integrator VARJoining us for today’s show is Hassane El-Khoury, the CEO of Cypress, the leader of the semiconductor industry.

2019 Best Practice Guide to Conducting Store Visits

Repsly

Merchandising Territory Management Field SalesStore visits are an extremely important part of any team’s retail execution strategy. They provide an opportunity to collect important data insights about performance on the shelf, strengthen relationships with key retailers, and interact with potential buyers directly at the point of purchase.

How to Expand Your In-Store Footprint

RepslyBlog

To make the most of that investment, CPG sales and marketing teams are putting data at the forefront of their retail execution efforts, unlocking the insight they need to expand their in-store footprint by prioritizing and maximizing high-opportunity initiatives.

3 High-Impact CPG Sales Tips From Kraft Heinz’ Sales Team

Repsly

For CPG brands, building a field sales team is a big investment — and an important one. Having dedicated sales reps champion your brand in high-opportunity stores and become experts in your market can give you a competitive advantage at the shelf, making the difference between a shopper choosing your brand or your competition. But running a CPG sales organization isn’t cheap. CPG KPIs & Reporting Field Sales

SalesTech Video: Modus

Smart Selling Tools

Modus is optimized for large, dispersed field organizations like manufacturer and dealer/distributer networks. If you have a large team of field sellers and resellers, you know how difficult it can be to consistently disseminate up to date, brand compliant materials that make an impact. Field Sales. Modus is optimized for large, dispersed field organizations like manufacturer and dealer/distributer networks. Sales Enablement. Sales Asset Management.

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6 Best Practices to Help You Ace Sales Territory Management

Repsly

But the most important element is how you deploy your sales representatives to the front lines. Territory Management Field SalesYou wouldn’t rush into battle without a plan of attack. The same holds true for developing your territory management strategy. You need to predict the moves of your opponents and fortify your existing positions.

5 Key Considerations for a Data-Driven Retail Strategy

Repsly

Merchandising CPG KPIs & Reporting Field SalesThe retail industry has undergone a significant transformation in recent years. Don’t worry, this isn’t another article bemoaning the rise of e-commerce and exaggerating the decline of physical retail. Despite these common concerns, retail of all kinds is alive and well — but today, brands must recognize the growing importance of data.

5 Things Field Teams Can Learn from Online Marketing

Repsly

While field sales agents are asked to hunt down leads and make personal, one-on-one connections, online marketing is more automated, scalable, and trackable. Oftentimes, however, we forget to ask what field sales representatives can learn from online marketing. CPG Team Management Field SalesAs much of marketing moves online, businesses consistently ask themselves how they can translate their once-offline marketing techniques to an online world.

Beer Sales And Merchandising Tips From an Industry Expert

RepslyBlog

Your sales reps fight tooth and nail to get your cases in as many stores as they can. To actually get your beer into the hands of consumers, your brand has to outperform your competitors at the point of sale - the liquor store. Merchandising Field SalesSelling beer is easier said than done - you know that. Your team works hard to brew delicious beer and build a unique brand image. Unfortunately, that’s only half the battle.

6 Sales Trends to Focus on in 2020

Repsly

Sales trends in the CPG industry have been slowly evolving over the past five years, and we are going to see the effects of those changes in 2020. We outline six of the biggest sales trends CPG brands will be seeing this year and what they can do to adapt their business plan template accordingly. Packaging CPG Industry News Field Sales

How Walmart Vendors Can Find Sales Opportunities Faster in Repsly

RepslyBlog

But sending sales reps to do routine audits and merchandising can give your brand an important advantage in some of the world's most competitive stores. But what if you could see what was going on in every store in between visits, and just visit the stores where you knew your team would have a measurable impact on sales? According to Gartner, Retail Activity Optimization (RAO) programs can substantially improve the effectiveness of CPG field sales efforts.