{"id":5603,"date":"2021-04-23T16:57:02","date_gmt":"2021-04-23T11:27:02","guid":{"rendered":"https:\/\/www.appjetty.com\/blog\/?p=5603"},"modified":"2024-12-13T14:28:29","modified_gmt":"2024-12-13T08:58:29","slug":"field-sales-management-importance-tips-and-more","status":"publish","type":"post","link":"https:\/\/www.appjetty.com\/blog\/field-sales-management-importance-tips-and-more\/","title":{"rendered":"Field Sales Management: Importance, Tips, and More.."},"content":{"rendered":"<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_74 counter-hierarchy ez-toc-counter ez-toc-grey ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/www.appjetty.com\/blog\/field-sales-management-importance-tips-and-more\/#Outside_Sales_and_Outside_Sales_Reps\" >Outside Sales and Outside Sales Reps<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/www.appjetty.com\/blog\/field-sales-management-importance-tips-and-more\/#How_to_Manage_Outside_Sales_Reps_Tips_and_Strategies\" >How to Manage Outside Sales Reps: Tips and Strategies<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/www.appjetty.com\/blog\/field-sales-management-importance-tips-and-more\/#1_Revamp_Your_Team_Management_Methods\" >1. Revamp Your Team Management Methods<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/www.appjetty.com\/blog\/field-sales-management-importance-tips-and-more\/#2_Upgrade_Your_Sales_Management_Technologies_and_Tools\" >2. Upgrade Your Sales Management Technologies and Tools<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/www.appjetty.com\/blog\/field-sales-management-importance-tips-and-more\/#3_Step_Up_the_Collaboration_between_Sales_and_Marketing_Teams\" >3. Step Up the Collaboration between Sales and Marketing Teams<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/www.appjetty.com\/blog\/field-sales-management-importance-tips-and-more\/#Reinvent_Your_Sales_Management_Now_%E2%80%93_Integrate_Mappyfield_365\" >Reinvent Your Sales Management Now! &#8211; Integrate Mappyfield 365<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/www.appjetty.com\/blog\/field-sales-management-importance-tips-and-more\/#Reporting_Analytics_Dashboard\" >Reporting &#038; Analytics Dashboard<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/www.appjetty.com\/blog\/field-sales-management-importance-tips-and-more\/#Live_Tracking\" >Live Tracking<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/www.appjetty.com\/blog\/field-sales-management-importance-tips-and-more\/#Sales_Territory_Management\" >Sales Territory Management<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-10\" href=\"https:\/\/www.appjetty.com\/blog\/field-sales-management-importance-tips-and-more\/#Check-InsCheck-Outs\" >Check-Ins\/Check-Outs<\/a><\/li><\/ul><\/li><\/ul><\/nav><\/div>\n<div style=\"text-align:justify;\">\n<p>Even in this age of digital advancement when virtually everything is possible with a single phone, there are several sectors which still need humans for marketing! Consider the example of a pharmaceutical company. Typically, all the pharmaceutical companies hire on-field medical representatives (MRs) to acquire deals and bring revenue. There are consumer packaged goods and household items like biscuits, drinks, RO purifiers, and more that may need door-to-door marketing.<\/p>\n<p>So, you can say that even though digital technology has come a long way since its inception, offline sales activities are still not out of question.<\/p>\n<p>Tracking outside sales reps can sometimes be challenging for an organization &#8211; especially when the team is large. However, it is possible if you have the right approach and technology.<\/p>\n<p>Before learning how to manage outside sales reps efficiently, let\u2019s revise the basic concept of outside sales and outside sales reps.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Outside_Sales_and_Outside_Sales_Reps\"><\/span>Outside Sales and Outside Sales Reps<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Outside sales (or field sales) is a selling strategy where sales reps spend their time travelling in their respective sales territories. They meet prospects and customers face-to-face to acquire monthly or annual sales targets. Unlike an inside sales rep, outside sales reps meet prospects and customers in person in their offices and sometimes outside at trade shows, industry events, or conferences.<\/p>\n<p>The roles and responsibilities of a sales rep includes:<\/p>\n<ul class=\"bullet\">\n<li>Using different channels, local knowledge, and acquaintances to identify and connect with prospects<\/li>\n<li>Qualifying leads based on the organization&#8217;s strategy and qualification framework<\/li>\n<li>Booking different appointments (meetings, demos, etc.) with leads and customers<\/li>\n<li>Traveling to different customers and prospects in the given territory dailly<\/li>\n<li>Identifying customers\u2019 pain points, needs, and giving inputs to product owners for the required customizations.<\/li>\n<li>Researching and identifying prospects through social media channels (LinkedIn, Facebook, etc.)<\/li>\n<li>Forecasting revenue and eliminating bottlenecks in field sales processes<\/li>\n<li>Retaining existing customers and expanding the customer base.<\/li>\n<\/ul>\n<h2><span class=\"ez-toc-section\" id=\"How_to_Manage_Outside_Sales_Reps_Tips_and_Strategies\"><\/span>How to Manage Outside Sales Reps: Tips and Strategies<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>If you are a sales manager, you must be aware of the challenges of managing and tracking outside sales reps.<\/p>\n<p>Here are a few strategies that can help you manage sales reps effectively.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"1_Revamp_Your_Team_Management_Methods\"><\/span>1. Revamp Your Team Management Methods<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>If you still rely on age-old tactics to manage sales reps, it\u2019s time you revamped them. To eliminate small roadblocks that often occur due to conventional management, modernize your management practices. There are different ways you can achieve it.<\/p>\n<p><b>a. Encourage a Health Competition with Enhanced Transparency<\/b><\/p>\n<p>Don\u2019t hide numbers from your team. Acknowledge individuals\u2019 efforts and display each sales rep\u2019s sales numbers on the scoreboard for all the others to see. This transparency will help foster a healthy competition and encourage individual sales reps to give their best efforts.<\/p>\n<p><b>b. Follow an Open-Door Policy &#8211; with Precautions<\/b><\/p>\n<p>Gone are the days when the term \u201cmanager\u201d itself would sound intimidating and unapproachable. Times are changing now and so are the policies of companies and organizations. A manager is still at the helm of a department, but not the \u201cultimate decision-maker\u201d. Companies are now adopting the open door policy to promote a conducive working environment.<\/p>\n<p>As a manager, follow the same policy for your sales reps and be approachable. Let them express their views and opinions openly. However, maintain that fine line between being friendly and approachable and being over-friendly. You are still the boss anyway &#8211; and don\u2019t forget that. If in excess, open-door-policy too can backfire.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"2_Upgrade_Your_Sales_Management_Technologies_and_Tools\"><\/span>2. Upgrade Your Sales Management Technologies and Tools<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Things change with time and so must you. If you still use CRM to trace your contacts\u2019 details like address, contact numbers every time, I\u2019m afraid you\u2019re already behind in time. It\u2019s time to upgrade your sales reps\u2019 management technologies and drive more ease and efficiency.<\/p>\n<p>The futuristic technology is visualization of CRM records on a map. Ask how. Through a Dynamics mapping plugin.<\/p>\n<p>By simply clicking on a record on the map, you and your sales reps can view all the records\u2019 details on the map. Further, you can eliminate the need to wait till the end of each working day to know the daily progress. By enabling live-tracking of outside sales reps and their movements, you can track their daily progress. You can also optimize routes to share with your sales reps to save their time and effort and whatnot.<\/p>\n<p><b><i>Also Read: <a href=\"https:\/\/www.appjetty.com\/blog\/managing-remote-teams\/\">7 Crucial Mistakes Remote Managers Must Avoid<\/a><\/i><\/b><\/p>\n<p>Looking to integrate a mapping plugin for your Dynamics 365? Our Mappyfield 365 for Dynamics can be an ideal mapping integration for your Dynamics organization. It comes with a number of next-gen features like territory management, check-ins\/check-outs, advance search, heat maps, and more that you seek in an ideal mapping tool. You can even customize its features to fit your business needs. And if you want, we can do that for you! Let\u2019s discuss your requirements and take it ahead from here.<\/p>\n<p><\/p>\n<div class=\"buttons-row\">\n<p><a class=\"btn btn-primary\" href=\"https:\/\/www.appjetty.com\/contacts\/\">Request Demo<\/a><\/p>\n<\/div>\n<p><\/p>\n<h3><span class=\"ez-toc-section\" id=\"3_Step_Up_the_Collaboration_between_Sales_and_Marketing_Teams\"><\/span>3. Step Up the Collaboration between Sales and Marketing Teams<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>All that glitters is not gold. In the same way, not every lead is a quality lead. To identify which leads are sales qualified leads, there needs to be a  proper procedure. To optimize your sales reps\u2019 time and efforts and make the most of their potential, see to it that they get the right leads to focus on. And for this, enhance the collaboration with your sales and marketing teams at every step of the buyer\u2019s journey.<\/p>\n<p>For instance, you can direct your marketing team to trace the journey of your leads on your site. If a prospect visits your blog first, checks out a product, and finally books a demo, they are likely to convert into customers. There is another random visitor who visits your site from your social media page, checks out your content, navigates to a product page, checks out the pricing, and exits. While this lead also has the potential to convert into a customer, but chances are lower than in the first case. If there is a visitor who exits your site within 30 seconds, you can\u2019t even call them prospect at all.<\/p>\n<p>This is where the right analysis of visitors and prospects can be helpful. If you create a lead-nurturing campaign by combining both marketing and sales efforts; it can work wonders. If they book a product demo, check out your pricings, or express interest in any other way; you can take it ahead with your sales reps.<\/p>\n<p>In fact, you can even strategize segmented campaigns for unqualified leads and pass them on to your sales reps once they become qualified. The story doesn\u2019t end here. Once your prospect turns into your customer, there is a need to retain them. Make it a point to check for their support requirements both online and offline via your sales reps.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Reinvent_Your_Sales_Management_Now_%E2%80%93_Integrate_Mappyfield_365\"><\/span>Reinvent Your Sales Management Now! &#8211; Integrate Mappyfield 365<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>By now, you have learnt a lot about how to manage outside sales reps more efficiently, it\u2019s time you started that. Out of different strategies you learnt above upgrading sales management tools and technology holds a great value. And as already mentioned above, a mapping tool is one of the latest sales management technologies you can integrate.<\/p>\n<p>If you are all set to transform your sales reps\u2019 management and are looking for a mapping tool, our Mappyfield 365 is a no-brainer mapping plugin for you.<\/p>\n<p><\/p>\n<div class=\"buttons-row\">\n<p><a class=\"btn btn-primary\" href=\"https:\/\/www.appjetty.com\/contacts\/\">Schedule Demo<\/a><\/p>\n<\/div>\n<p><\/p>\n<p>Below are a few next-gen features of Mappyfield 365 for Dynamics that can take your sales reps\u2019 management to new heights.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"Reporting_Analytics_Dashboard\"><\/span>Reporting &#038; Analytics Dashboard<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>With a geospatial overview of tasks, activities, and services that you plan for a given period of time, you can stay on top of sales management. You can keep track of open leads, resources\u2019 activities, tasks, assigned routes, and more with different dashboards. You can also create custom dashboards to fit your business requirements easily with Mappyfield.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"Live_Tracking\"><\/span>Live Tracking<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>This feature helps you in tracking outside sales reps of your organization without any hassle. You can track activities, resources, and locations of resources over a particular period of time. This saves your and your resources\u2019 time by eliminating the time it takes to report progress via text or calls.<\/p>\n<p>Further, by tracking outside sales reps in real time, you can get insights faster into what\u2019s working and what\u2019s not. Accordingly, you can proactively plan or update your further strategies.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"Sales_Territory_Management\"><\/span>Sales Territory Management<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Territory management is also a crucial part when it comes to sales management. With Mappyfield 365, you can plot records on the map, create territories, and assign them to different sales reps easily. You can also import different shape files to create territories on the map. Further, there are  shape operations like union, intersection, and more that you can perform on your territories.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"Check-InsCheck-Outs\"><\/span>Check-Ins\/Check-Outs<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>With this functionality, you can track the progress of your sales reps\u2019 in terms of deals and sales. You can find out the average time an activity or appointment to schedule your team\u2019s daily quota on that basis. This feature also empowers your on-field resources to report to you the real-time progress and get better insights into each activity by attaching relevant notes and attachments upon checkout.<\/p>\n<p>Besides, Mappyfield also provides auto-scheduling, heat maps, user-level configuration, security templates, multi-lingual support, advance search, route optimization, and more that can help you in managing and tracking outside sales reps productively.<\/p>\n<p>So,  scale up your sales operations with Mappyfield &#8211; your ultimate sales companion right away!<\/p>\n<p><\/p>\n<div class=\"buttons-row\">\n<p><a class=\"btn btn-primary\" href=\"https:\/\/www.appjetty.com\/contacts\/\">Request Demo<\/a><\/p>\n<\/div>\n<p>&nbsp;<br \/>\n<em>All product and company names are trademarks\u2122, registered\u00ae or copyright\u00a9 trademarks of their respective holders. Use of them does not imply any affiliation with or endorsement by them.<\/em>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Even in this age of digital advancement when virtually everything is possible with a single phone, there are several sectors which still need humans for marketing! Consider the example of a pharmaceutical company. Typically, all the pharmaceutical companies hire on-field medical representatives (MRs) to acquire deals and bring revenue. There are consumer packaged goods and&hellip; <a class=\"more-link\" href=\"https:\/\/www.appjetty.com\/blog\/field-sales-management-importance-tips-and-more\/\">Continue reading <span class=\"screen-reader-text\">Field Sales Management: Importance, Tips, and More..<\/span><\/a><\/p>\n","protected":false},"author":23,"featured_media":5604,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_yoast_wpseo_title":"","_yoast_wpseo_metadesc":"","_yoast_wpseo_opengraph-title":"","_yoast_wpseo_opengraph-description":"","_yoast_wpseo_opengraph-image":"","_yoast_wpseo_twitter-title":"","_yoast_wpseo_twitter-description":"","_yoast_wpseo_twitter-image":"","inline_featured_image":false,"footnotes":""},"categories":[58],"tags":[],"class_list":["post-5603","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-dynamics-crm","entry"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.3 - 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