Leading Global Field Sales Through the Pandemic

Sales Benchmark Index

Of all the challenges that sales leaders have faced this past year, effectively evolving field sellers into virtual teams has been one of the most difficult to navigate. On today’s show, Mike Carpenter, President of Global Sales & Field Operations at.

How to Drive Field Sales Performance Through Friendly Competition

RepslyBlog

A successful day in the life of a field sales rep starts early and is constantly on the move. Being such a uniquely siloed role, field team leaders are constantly looking for new ways to excite their teams and increase performance levels when out in the field.

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Do Your Field Sales Visits Lead to Positive ROI?

RepslyBlog

There’s no bigger investment a CPG brand can take than building a field sales team. CPG KPIs & Reporting Field Sales

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

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.

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

PODCAST 148: Lessons Field Sales Can Learn From Inside Sales with Kristin Twining

Sales Hacker

Subscribe to the Sales Hacker Podcast. Lessons from inside sales mid-pandemic [18:50]. Kristin on the future of sales [23:04]. Sam Jacobs: This week, we’ve got another great episode for you with Kristin Twining , VP of business development and inside sales for FireMon.

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

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?

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

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.

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.

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. . Bob Spina, VP of Sales, Strategic Accounts at Gong. #3 Career shift?

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

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.

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 survey gathered responses from over 250 B2B outside sales leaders and professionals across SMB, Mid-Market, and Enterprise level corporations. Sales leaders.

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.

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.

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

The Top Insights Every Field Team Should Share with the Sales Executive Team

RepslyBlog

Field sales leaders and executive teams are constantly seeking a baseline understanding of their field teams’ ability to cleanly execute and impact their sales goals. Service Industry KPIs & Reporting CPG KPIs & Reporting Field Sales

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.

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.

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

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.

One Year Later: Retail Leaders Reflect on Lessons & Learnings From COVID-19

RepslyBlog

For many CPG brands and their field teams this, unfortunately, meant reducing headcount, following strict protocols and guidelines, and embracing uncertainty in a time of tumultuous change. Insights and Studies Territory Management Field Marketing Technology Field Sales

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. Packaging CPG Industry News Field Sales

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.

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.

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.

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 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. According to Gartner, Retail Activity Optimization (RAO) programs can substantially improve the effectiveness of CPG field sales efforts.

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 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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