Field Sales

Effective territory management is a problem most sales leaders, sales operations leaders and sales analysts agonize over. However, when you manage territories well, you can increase revenue and transform outside sales team efficiency. We hear from a lot of leaders who say their sales and service team members don't fully understand their territories. This gap in understanding leads to lost opportunities. But using a territory builder and realigning sales territories can result in a 2-7% increase in your sales. In...

There is nothing more frustrating as a sales manager or a salesperson than missing targets, especially when you know you and your team are working hard. So how do you figure out what's going wrong? Analyze sales activity There are only so many hours in a day for a salesperson to sell, and you'll want to make sure that they're getting the most from their time. If you use a CRM system, you should be able to run a report...

It's a business death knell: "But we've always done it this way!" Getting stuck in a rut is bad for business, especially when it comes to your sales team. Just because you've had five sales reps in a region for years doesn't mean it's the ideal number. That's why you need a sales capacity model. If you haven't reviewed your sales territories recently, business activity may have drastically changed. And if your sales reps have too many accounts or leads to follow...

If you're still using spreadsheets to track your sales territories and performance, we have good news for you. You can reclaim your time through territory and performance mapping! Nortek Air Solutions started mapping and cut the time they spend preparing reports by a month every year. Putting a little initial effort into preparing your data and mapping your territories can help you achieve similar long-term results. But how does mapping help improve the efficiency of your reporting? We'll show you!...

Here's the scenario You're an experienced sales analyst. You analyze the field sales team performance using CRM reports, excel sheets, pivot tables, charts, and graphs. It takes a significant amount of time to convert raw data into meaningful findings with actionable outcomes. In spite of this, the Sales Director wants that information yesterday. You can't get him the reports fast enough but they're not quite answering the questions he's asking. You need a new perspective on the data and your...

If you have read enough sales blogs you will have seen the term "do more for less" a million times. But what does that really mean? In most cases, the blog will refer to areas such as motivation, sales processes, people management, keeping pipelines full etc. But most good sales managers are aware and on top of these things. Are there any methods you can implement today that will be both revenue effective and cost-effective? The Problem Sales reps only...

Is your field sales team in need of some additional resources? Have you been receiving customer complaints about the quality of service they're getting from your sales reps? Is your sales team starting to complain about the workload? You know you need to increase the number of field sales reps on your team to carry the workload efficiently. However, your opinion isn't likely to be enough for a recruitment drive to be signed off on by senior management. You need...