Added a new member to your field sales team? Read on to learn how you can get them up and running more quickly.
Starting a new field sales job is tough. Like other sales roles you need to get to know a new team, new market offering, and a new sales story. But in field sales you also need to get to know a new territory with a new set of established accounts and leads.
So what can the sales manager do to make this process easier? There are a couple of areas where we feel you can make a difference:
- Show them the territory
- Clarify the sales strategy
- Help them plan their month
- Give them tools to plan each specific day
1. Show them the territory
The first step should be to show them their exact territory. This one should be easy. Show them the borders, explain the exceptions, give them access to revert to it for more detailed examination. Try not to do this in excel, see the below images to demonstrate how much quicker and easier it can be with a proper visual aide.
Territory In Excel
Territory Mapped
2. Clarify the Sales strategy
Once you have outlined the territory it is time to outline the strategy. Are they to focus on one of the following:
- A specific size of customer
- A specific type of customer
- Sale of a particular product line
Or any other criteria. Also, how should they deal with other leads or accounts that don't fit the target profile? Give your reps clarity on how they can organize and filter through these targets for maximum sales performance. For example, see the map below where all customers have been filtered down to only show those who are pharmacies. This could just have easily been filtered by historical customer spend, business size, or product history.
All Customers
Filtered Customers
3. Help them to plan their month
Help your team to plan their sales month. Should they spend a week each in the northeast and northwest of the territory, 3 days in the south and 2 days in the East and West? Building a hotspot heatmap of historical sales will allow them to get a feel for where the revenue has been achieved historically and should help to guide them as to where to spend their effort.
Heat Map of Last Years Sales
4. Tools to plan each specific day
Once you have chosen to spend your week in the northeast, how is the new rep going to spend each day? Help them to filter their list in line with your sales strategy and create a route plan to target customers in line with your available itinerary. Routing will help you to minimize time spent on the road. Rather than spending their time figuring out how the local highways and traffic work, your new team member can use more of their time on the important stuff, like brushing up on your offering.
Route map for Providence healthcare without optimized routing
Route map for Providence healthcare with optimized routing
Their meeting has been canceled? No problem. They can use the app to find an appropriate fill in. The phone number, lead info, and other relevant info should be displayed right there in the app.
Identify Nearest Customers To Fill In Cancelled Appointments
eSpatial is a provider of field sales tools including mapping and routing. We’re certain eSpatial will increase the efficiency of your sales team. Schedule a free demo with one of our experts to find out how eSpatial can help your field sales team achieve their goals and targets.