Field sales

This is part of a multi-article series exploring how you can help your sales team cope with an unpredictable pandemic recovery period.

Successful sales rep performance is a crucial element for any sales-based business, but achieving it is often easier said than done. Your sales team has to deal with uphill battles including difficulties connecting with prospects, changing customer needs, unpredictable market factors and struggles creating value during client outreach. And while old standbys like sales training and metrics tracking remain staples for improvement, there are some other strategies that can help you better...

As the manager of your company's sales team, it's your job to oversee efficiency, effectiveness and productivity. More than that, it's your responsibility to cultivate the best sales capabilities in your workforce, ensuring all customer and prospect expectations are met and exceeded.

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%...

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?

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 up with, you're probably...

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?