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. Hushly Embed Field Sales SPOTIO

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

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!

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. CPG Team Management Field SalesThis article orginally appeared on the OpenView blog.

What Role Does Field Marketing and Field Sales Talent Play in Enterprise Valuation?

Sales Benchmark Index

How well an organization executes on both strategies should play a critical role in a private equity firm’s valuation of that enterprise. Read on for key inputs to your models and best practices to add to the consideration set in.

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.

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.

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.

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

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 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

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.

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

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.

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

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.

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.

Trends 279

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

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

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.

Have you Left Your Field Salespeople in the Technological Dust?

Smart Selling Tools

Have you Left Your Field Salespeople in the Technological Dust? Inside Sales organizations are getting a lot of the glory these days; perhaps it shouldn’t be a surprise that they’re also benefitting from a massive spend on technology. What about field sales?

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

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.

Video 103

Navigate Your Company to Rapidly Developing Markets

Sales Benchmark Index

Joining us for today’s show is Hassane El-Khoury, the CEO of Cypress, the leader of the semiconductor industry. Hassane’s mission is to establish Cypress as the global supplier of choice for innovative companies in high-growth markets. Cypress is leading the industry.

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.

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.

The 5 Questions Essential to Business Growth

Smart Selling Tools

Understanding the location of customers and prospects or revenue generating assets, and the field teams that service them, is changing enterprise field operations. Hushly Embed Field Sales MapAnything MapAnything TerrAlignThe 5 Questions Essential to Business Growth.

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.

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.

Revegy and FinListics Announce Partnership Alliance

Smart Selling Tools

At Revegy, we recognize and appreciate the value FinListics brings to those responsible for value-driven sales programs, and we look forward to the benefits our clients will enjoy as a result of this strategic collaboration. Sales Enablement. ????Revegy, Sales Enablement.

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Bigtincan Expands Tech Market Presence with Acquisition of Veelo Inc.

Smart Selling Tools

Bigtincan , the leader in mobile, AI-powered sales enablement automation, today announced the acquisition of Veelo Inc., a pioneer in sales enablement, to expand Bigtincan’s presence and offerings in the technology market vertical. Sales Enablement. Sales Enablement.

SAP 96

FinListics and Revegy Announce Partnership Alliance

Smart Selling Tools

Sales personnel spend significant time in their CRM systems, so having both companies’ technologies integrated on one platform will make their jobs easier and help them reach their targets. Melody Astley, VP of Sales and Strategy for FinListics. Sales Enablement. ????Revegy,

SAP 96

Sales Lift Calculator: Measuring Effective In-Store Promotions

Repsly

CPG brands spend as much as 20% of their revenue on trade promotions , but nearly 6 in 10 promotions don’t break even, meaning most brands lose money on their investment at the point of sale. Merchandising CPG KPIs & Reporting Field Sales

How to Measure Total Distribution Points and Why it Matters

Repsly

TDP is a type of point-of-sales (or POS) data that can help you paint a picture of your performance at retail. Merchandising CPG KPIs & Reporting Field Sales

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. But running a CPG sales organization isn’t cheap. CPG KPIs & Reporting Field Sales

How to Measure Sales Per Point of Distribution (SPPD)

Repsly

In the retail world, there are three main metrics brands focus on to measure the success of their retail execution: sales, distribution, and velocity. Merchandising CPG KPIs & Reporting Field Sales Recommended

4 Ways Mobile CRMs Are Disrupting The Retail Industry

Repsly

Client Management CPG Tools & Tech Field Sales