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?...

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...

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,...

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...

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...

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....