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! Sales coaching is the number one activity that drives sales rep performance and engagement. Therefore, as much time as you can spend in the field is the right answer.

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

Trending Sources

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. This approach to Agile Field Sales merges the benefits to reps and management. General Agile Sales Teams Mathew Brogie Salespod

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 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. I started my career a field or outside sales person.

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

Smart Selling Visions: Up-Close with Top Revenue Leader Darren Chamberlin, CEO of @Perenso

Smart Selling Tools

This post is part of a series of Executive Interviews of top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? We allow companies to give the reps all the information they need, when they need it to help them make the sale.

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Nancy’s Sales App of the Week: @BadgerMaps

Smart Selling Tools

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Badger Maps , a field sales efficiency tool that lets salespeople drive less and pack in more sales visits. . I’ll be talking about a mobile sales app called Badger Maps.

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7 Field Team Management Lessons from Game of Thrones

Repsly

Because we spend all day thinking about how to help field teams succeed, we couldn’t help but pull some lessons from GoT and apply them to field work. Field Marketing Field SalesIt sounds like a stretch, but stick with me. The seventh season of Game of Thrones premiered on Sunday, July 16th, on HBO. In preparation, the Repsly team rewatched last season, shared theories, and drank Game of Thrones beer ( yes, it exists ).

Knock Knock, Who’s There? Augmented Reality in Door-to-Door Sales

Base CRM

At Base, we are always on the lookout for the latest and greatest trends and thinking about how they can be applied to sales. Oracle: At its Modern Customer Experience Conference, Oracle demonstrated how AR could be used in field service management to repair a slot machine. When applied to door-to-door sales specifically, AR has the potential to drive unprecedented productivity by allowing reps to interact in real-time with their territories.

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. Success for Andy, in making his number quarter after quarter and year after year, is tied to his.

The Perfect Playlist For Your Day in The Field [#MondayMotivation]

Repsly

Picture this: There you are, at the start of the workday, walking out to your car to begin your shift in the field. Team Building Field Marketing Field SalesAs you mentally recite the list of the visits you’ll be making today, the warm sun on your face provokes an involuntary smile. You spritely hop into the driver’s seat and take a sip of your coffee -- just the right temperature!

Outstanding in the Field: ICM Self-Service Enablement for Field Reps

OpenSymmetry

Likewise, it’s no surprise that more companies are adopting that same mantra with employee self-service in regards to their field sales force. Instead, they now embed key features such as workflow functionality, which allows compensation teams to enable more field driven self-service and further reduce risk by taking multiple manual steps out of their hands. This cuts down on the time field reps spend following up with management on the status of requests.

Sales Reps are CRITICAL to Company Success

Score More Sales

Your sales reps – be they inside sellers, field sales, or otherwise are critically important to the success of your planned revenue growth for a very simple reason: A significant portion of the buying journey is done without sales involved and that won’t change. B2B Sales Productivity company success

The Ultimate Playbook For Retail Sales: From C-Store to Big Box

Repsly

Merchandising Client Management Field SalesDo you remember how you met your best friend? Chances are, you guys didn’t form the bond that you have now overnight. Taking time to get to know each other and create something meaningful between the two of you took a little nurturing.

6 Things to Look For In a Sales Routing Tool

Fill the Funnel

The secret is out – sales routing apps are becoming the best tools for road warriors to save time and sell more. We’ve researched the top features field sales reps need to give you a complete breakdown of what to […].

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Win More Shelf Space Using a Retail Competitive Analysis [Free Toolkit]

Repsly

For brands concerned about the impact competitors will have on sales, it’s important to keep a finger on the pulse of the competitive landscape. CPG Tools & Tech CPG KPIs & Reporting Field SalesCompetition is inevitable in any industry, and it’s only getting more fierce. Conducting a retail competitive analysis allows managers to get a lay of the land while anticipating future threats and areas for improvement.

CRM: 20 Years Later—Still Hated

Pointclear

The main reason that the results from CRM initiatives are suboptimal in most organizations with a field sales force is that the main stakeholder, the sales rep, doesn’t get the “WIIFM” (“What’s in it for me?”). Sales Process B2B Sales

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How to Enable a New Sales Channel

Sales Benchmark Index

Successful sales organizations have many routes to market. In other words, they sell via multiple sales channels. These sales channels can be internal. Inside, field sales, key accounts, etc. Point being, sales channels can take many shapes and sizes.

PowerViews with Bob Perkins: Inside Sales is Here to Stay

Pointclear

My guest today is Bob Perkins, Founder of AA-ISP and Vice President of Inside Sales at Merrill Datasite. Bob shared his perspective on how inside sales strategies have grown in popularity as companies strive to improve customer service and boost sales as efficiently as possible.

5 Steps to Develop An Awesome Remote Coaching Program

Steven Rosen

Making Remote Coaching Work in Sales Organizations. Coaching is the number one sales management activity that drives sales performance. Sales managers that grow and develop their salespeople will grow their business. Sales coaching is both a skill and a process.

We Asked 300 Brands How They Drive Upsells: Here Are 10 Takeaways

Repsly

Merchandising Client Management Insights and Studies CPG Team Management Field Marketing Field SalesIf you’ve read our blog before, you know we work with thousands of brands who are vying to take over their category. Whether they’re just breaking into a new segment or gearing up to unseat a category leader, we hear one question over and over: “ How do I get our products more real estate in the store?”.

The Perfect Sales Tool: Is it Time to Stop Wishing?

Smart Selling Tools

Two years ago, I wrote about the perfect sales tool and included a wish list of capabilities that simply didn’t exist back then. Admittedly, the perfect sales tool will never exist because the needs of sales organizations vary from company to company.

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The 13 Least Known Sales Technologies

Velocify

Did you know that high-growth companies are more likely to be familiar with the different types of sales technologies on the market? Of the sales technologies listed, here are the 13 least known according to participants (in order, starting from the least known). 1) Sales Gamification.

3 Essential Tips For Scaling Breweries, From a Boston Beer Expert

Repsly

Field SalesFor hundreds of homebrewers, going pro is a pipe dream. Those who have actually pulled it off, however, will tell you -- building a successful beer company is no cake walk. With a high cost of entry and ridiculous amount of competition, going from bathtub to brewhouse is a stressful, high-stakes gamble.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

You’ll need a new fuel source if you want to blast sales into the next stratosphere. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Sales & Marketing Content. Sales Enablement.

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3 Keys to Navigating Change Management in Sales

Sales Benchmark Index

How many changes do you have lined up for your sales organization to start 2013? Are you changing the sales process ? As a Sales Operations leader part of your role is enabling field sales to adopt change. 3 Keys to Navigating Change Management in Sales.

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Inside Sales Is Only Great For Transactional Commoditized Products!

Partners in Excellence

They had traditionally, had a large field sales organization. Sales people were just overworked, stretched very thin. The needs for recruiting and bringing more sales people on board were skyrocketing. Inside sales would never work for us.”

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5 (doable) ways to drive revenue growth now

Pointclear

PointClear has proven methods for driving sales—and they’re discussed in detail in a white paper available for download now. Involving planning, collaboration and accountability processes, these sure-fire action items will help marketing leaders like you make real sales impact. A targeted vs. a scattershot prospect database based on a mutual (sales and marketing) understanding of the market is step number 1. It is possible to measure marketing’s contribution to sales.

Announcing Our 3rd Annual Guide to the Best Sales Acceleration Tools #TopSalesTools

Smart Selling Tools

If you’re seeking smart tools to drive sales performance, I’ve got great news for you. We’ve just released our 3rd annual Top Sales Tools of the Year Guide. Find the best sales tools to: Help salespeople convert more calls into appointments. Sales Enablement.

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Why Inbound and Inside Sales Experts Think Sales Process is Dead Too

Understanding the Sales Force

Sales Process isn't even the only thing that inbound marketers say is dead. Let's start with my recent Google search for "Sales Process is Dead." One article was written by a sales expert discussing the concept of following the buyer's purchasing process.

Stitch the Sales and Marketing Organization Together

Sales Benchmark Index

Speed, it is the most commonly used word among Sales and Marketing leaders today. It is now a critical attribute of successful B2B sales and marketing organizations. Because Sales and Marketing organizations are adjusting to the new B2B buyer behavior. Sales Leadership.

5 Reasons You Should Rethink Inside Sales

Sales Benchmark Index

Leading a large sales organization is becoming more challenging each year. With all of these changes, it complicates how you organize your sales resources. In the form of inside sales. Get a jump on this by downloading the Inside Sales Sniff Test.

Inside/Outside, Is It Even Relevant Anymore?

Partners in Excellence

Sometimes I wonder about the discussions I hear about Inside versus Outside/Field/Direct sales. In ancient times, when I started selling (the ’80’s), I started as a direct/field sales person. We field sales guys were, honestly, relieved.

Why Cost per Lead is a Bad Way to Measure Your Return on Lead Generation Efforts

Pointclear

For these trends to positively impact overall sales success, I need to re-emphasize that qualified leads must be fully vetted, possess the potential for high close value, and be highly convertible. It adds costs when sales discovers many leads don’t meet criteria.

PowerViews with Chad Burmeister: Sales is More Scientific Nowadays

Pointclear

Field sales is flat while inside sales is up 20 percent in the last few years. Chad was voted Top 25 Most Influential Inside Sales Professionals by the American Association of Inside Sales Professionals 4 years in a row—2010, 2011, 2012, and 2013.

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Inside Sales Growth Beyond CRM

Velocify

According to a 2012 Bridge Group study [1] , from 2009-2011 the number of inside sales jobs grew 124% in the U.S. This evolution means an increasingly mature buying market that is driving new CRM-related needs for sales and marketing teams. CRM Sales Automation

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The Silver Bullet for Sales Ops to Drive Revenue and Lower Costs

Sales Benchmark Index

I hear this lament often from Sales Ops leaders. The highest priorities on your plate are often about reacting to the sales team. Deploy or Expand Inside Sales. Deliver a silver bullet that will lower cost of sales. Inside Sales within the US has grown 24% since 2011.

Do We Really Need Women in Sales?

Jonathan Farrington

before reminding them that the very first sale ever was, in all probability, made by a woman. In truth, I genuinely cannot understand why anyone would question the relevance of women - or their significance - within the sales space. Sales is one such arena.

Why Measuring Success on Cost Per Lead is a Huge Mistake

Pointclear

It adds cost and creates inaction when sales execs discover the leads don’t meet criteria. The lead-to-pipeline conversion ratio demonstrates solid marketing and sales alignment: acceptance demonstrates sales’ confirmation that these are the qualified leads they need and expect. It’s fairly common when all is said and done to find that leads, opportunities and sales that cost more do so for a reason: they generate greater marketing ROI.

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