Field sales solutions: How to improve efficiency
Field sales can be massively rewarding, giving a friendly face to a business and making sales much more personal. With the right training and techniques, you can position your business to be able to pounce on the opportunities that arise.
Here's how to do just that.
Lay the foundations for effective communication
First and foremost, take a look at how your business works. It can be hard to communicate and delegate tasks at the best of times, let alone when you have staff out on the road. Make the most of technology by upgrading your mobile workforce management tools. Traditional methods of communication such as lengthy phone calls and meetings aren't always up to scratch, often wasting time that could be used to sell. Having an improved management method at your fingertips could be the secret to saving time, keeping track of work and upping efficiency all at once.
Don't forget to consider employee morale
Don't forget about your staff on the road when it comes to morale and perks. Just because they're away from the office doesn't mean they should be left out when it comes to benefits and mood-boosting feedback. According to Robert Half, morale could be the reason why only 17% of employees are fully engaged in their job, which has an obvious link to efficiency and attitude to customers. Incorporate a few benefits to make sure your sales people are on top of their game and loyal to the company.
Offer incentives
As well as including field sales staff in general business benefits, you should consider offering an incentive if a target has been reached. Whether this is monthly, quarterly or annually is up to you and it doesn't have to be a cash bonus either. Having something to work towards boosts both productivity and efficiency, giving staff a reason to sell as much as they can. Whether it's a free lunch every quarter or a cash bonus every year, give your staff something to strive towards.
Keep up with your competitors
The sales market is always changing and it's easy to fall behind the times, which only puts a stopper on productivity. Endeavour to stay up to date with the latest sales trends and what your specific audience wants, keeping a close eye on competitors to make sure your business is one step ahead. Don't let your old and new salespeople's methods go stale by upping your focus on training to refresh and update their skills. If your staff are based all around the country or can't make it in, schedule a few video conferences a year so they can learn new tips and tricks in the industry. This will boost their efficiency as they live up to the current industry standard and identify which areas they can improve on.
Look after your employees
Make sure your delegating skills are up to scratch or your employees may end up having a burnout. Sales can often be a high pressured job, so don't pile tons of paperwork or admin onto their plates when it can be passed to another person who isn't out on the road. Start by speaking to your employees to find out what they're struggling with and see what can be passed on. You may have to consider hiring someone to assist with admin and ease the burden. Get started by having a read of some delegating tips here.