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Field Sales Analysis

How to run your end of year/quarter push?

by Barry Marron on

Quarter or year end approaching? Find out how much opportunity is within reach of your Field Sales team so that you can maximize short term performance. Running a field sales organisation is often a seasonal business. Sometimes you need to crank your sales performance to achieve an under pressure quarterly or yearly target. But how much can you actually hope to achieve, and how do you go about it? Why Is Analysis Important to your Quarter-End Push for Field Sales?...

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  • Reading Time: 7 minutes

https://www.espatial.com/articles/field-sales-analysis-how-to-run-my-end-of-year-quarter-push

Can A Geographic Lens Really Enhance Your Field Sales Analysis?

Author image - Gillian McCarthyby Gillian McCarthy on

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...

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  • Reading Time: 4 minutes

https://www.espatial.com/articles/can-a-geographic-lens-really-enhance-your-field-sales-analysis

Avoiding the Field Sales ‘Milk Run’

Author image - Ronan Kilroyby Ronan Kilroy on

Do you ever worry that your sales team are just visiting the same customers week in week out? Are you concerned that they have too many potential customers in the area? And are not making the best decisions about who to call on? Does your sale need face to face contact? If so, it is critical that your sales team are making good decisions about where to spend their time. A typical response we hear from Sales Leaders is "I...

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  • Reading Time: 5 minutes

https://www.espatial.com/articles/avoiding-the-field-sales-milk-run

How to Reduce Cost of Sales

Author image - Stephen Curranby Stephen Curran on

If you have read enough sales blogs you will have seen the term “do more for less” a million times as I have. 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...

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  • Reading Time: 4 minutes

https://www.espatial.com/articles/how-to-reduce-cost-of-sales

3 Ways Field Sales Teams Can Prospect More Effectively

Author image - Colm Kennyby Colm Kenny on

Is your field sales team struggling to meet its target? The reason could be the process for prospecting is just not working. Many sales managers have a team of field reps operating in the field and at the end of every quarter their numbers come in, they may just hit their target however there is a feeling that they can be doing so much more. They’re just not prospecting good enough. They aren’t taking advantage of the high potential leads,...

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  • Reading Time: 4 minutes

https://www.espatial.com/articles/3-ways-field-sales-teams-can-prospect-more-effectively

3 Data Driven Questions to Answer Before Making Your Next Sales Hire

Author image - Gillian McCarthyby Gillian McCarthy on

Is your field sales team in need of some additional resources? Have you been receiveing customer complaints about the quality of service they are 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...

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  • Reading Time: 5 minutes

https://www.espatial.com/articles/3-data-driven-questions-to-answer-before-making-your-next-sales-hire

4 Steps For Onboarding a Field Sales Rep

A managers guide

by Barry Marron on

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...

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https://www.espatial.com/articles/4-steps-for-onboarding-a-field-sales-rep-a-managers-guide

How to Turn Around a Struggling Sales Team

Author image - Stephen Curranby Stephen Curran on

A struggling sales team can be a difficult challenge to turn around. This is especially true when, on the surface of things, you’ve given the team everything they need. They have an organized CRM to work off, proper financial incentives, the motivation required to perform, all the training they could want. What’s going wrong? There are two important areas that are often overlooked yet can yield real results. One is optimized territory design, which can increase sales 2-7% without any...

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  • Reading Time: 3 minutes

https://www.espatial.com/articles/how-to-turn-around-a-struggling-sales-team

5 Common Mistakes of Field Sales Teams

Author image - Colm Kennyby Colm Kenny on

In most cases, common mistakes in the sales process of an organization can be quickly identified and fixed relatively quickly by a keen sales manager. However, this is mainly the case with an inside sales team, working closely together in an office environment. An outside field sales team is a very different case. Running a field sales team is no easy task. For a field sales manager, it can be a challenging process, you must give your team a lot...

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  • Reading Time: 5 minutes

https://www.espatial.com/articles/5-common-mistakes-of-field-sales-teams

How To Set Up Your Sales Week For Success

Author image - Declan Carsonby Declan Carson on

Every salesperson has their own method in place for planning and setting up their week, or maybe your team has guidelines in place to help you get set up for the week. I'm not here to tell you to rip all that up and try "XYZ's Amazing New Sales Strategy", I just want to show you how the effective use of route mapping software can help you get through your day more efficiently, especially if you have a busy schedule...

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  • Reading Time: 4 minutes

https://www.espatial.com/articles/how-to-set-up-your-sales-week-for-success

5 Practical Tips for Creating an Efficient Field Sales Team

Author image - Gillian McCarthyby Gillian McCarthy on

Managing a large field sales team comes with several challenges. One of those challenges is ensuring your team is both efficient and productive. If one or more of your field sales reps are struggling to hit their quotas, it is usually down to wasted time or effort, in other words, lack of efficiency. You need to address this quickly and continuously and we’re here to give you a few practical tips for creating and managing an efficient field sales team....

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  • Reading Time: 7 minutes

https://www.espatial.com/articles/5-practical-tips-for-creating-an-efficient-field-sales-team

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