Field sales is no easy task. Performing product demos in front of prospects, offering in-person meetings, attending professional events, and engaging in door-to-door selling can help you carve a unique niche in this fiercely competitive digital environment. Connecting face-to-face with customers can become a powerful differentiator and lays the foundation for a long-term relationship that is built on trust, making customers feel valued.
At the same time, businesses often face a set of challenges such as lack of collaboration between different teams, lack of provision to monitor attendance, inability to capture sales orders and collections, lack of provision to monitor attendance, and so on. Organizations end up losing a sizable chunk of their revenue due to sub-par field force efficiency as it limits the workforce from capturing qualified leads.
Businesses are adopting a digital-first strategy and are on the constant lookout for solutions that help them create a streamlined and competitive sales culture. To support a wide range of tasks from identifying new prospects in a specific area to automating or engagement-optimizing routes at different stages of the buying journey, field sales teams are turning to technology.
Features of a Field Sales Management Software
As the name suggests, it is a software solution designed to facilitate and optimize the management of field sales teams. Field sales management software has tools and functionalities that streamline various aspects of field sales operations such as territory management, route planning, customer relationship management (CRM), sales performance tracking, order management, reporting, and collaboration.
Some of the common features of field sales management software that help sales managers and representatives efficiently manage their activities in the field are listed here:
- Territory Management – Using the field sales management software, managers can define territories and assign them to sales representatives on the basis of factors like customer segments, geographic location, or product specialization. Reps can easily collaborate on different territories on the go. This ensures proper coverage and distribution of sales activities, enabling better resource utilization.
- Route Planning – Field sales representatives spend major time traveling from prospect to prospect. To ensure optimal usage of time, they can leverage the field sales management software to plan their routes efficiently after carefully considering factors such as customer locations, traffic conditions, and priority of visits. This not only optimizes travel time and reimbursements and increases customer visits but also reduces fuel costs.
- CRM Capabilities– Integration with Customer Relationship Management (CRM) systems enables sales teams to access and manage customer information, track sales activities, and maintain a centralized database of customer interactions. Sales personnel can access the information anytime, anywhere by consolidating the data from multiple systems. Besides, they can leverage personalized and targeted sales approaches, leading to improved customer satisfaction and loyalty.
- Sales Performance Tracking – The best field sales software provides real-time visibility into key sales performance metrics such as conversion rates, sales volume, and revenue. This enables managers to identify top-performing sales reps by tracking individual and team performance as well as identifying areas for improvement. In short, the modern software solution facilitates seamless management, tracking, and analysis of data.
- Reporting and Analytics – Robust reporting and analytics capabilities help managers and sales reps analyze sales data as well as track trends. They can gain meaningful insights into sales activities, customer behavior, and market updates. In addition, business leaders can gauge real-time pulse into operational performance and KPIs. This enables data-driven decision-making, identifies sales opportunities and areas for improvement, optimizes strategies, and forecasts future sales projections.
- Communication and Collaboration Tools – Keeping track of emails, calls, or texts gets difficult when your team is traveling. Besides, these channels aren’t reliable for sharing sensitive information. leveraging the field sales software as your go-to tool for communication simplifies things and helps you ensure that the sales reps have all the information handy. The software solutions provide numerous easy-to-use communication and collaboration tools such as instant messaging, document sharing, and task assignment. This fosters effective teamwork and coordination between different teams.
- Automation - Field sales automation software helps in automating tasks like customer relationship management, lead generation, appointment scheduling, and sending follow-up emails. As a result, field sales teams save a big deal on time, focus on closing deals, and grow their customer base, resulting in maximized productivity. Lastly, automation of repetitive tasks helps ensure that all the necessary tasks are completed just in time, minimizing the risk of missed opportunities or errors.
Key Takeaway
By now, you have understood that field sales management software is a must-have tool for businesses with field sales operations. It plays a pivotal role in increasing sales productivity, improving customer relationships, and enhancing overall operational efficiency for field sales teams. The software solution also provides sales representatives with the necessary tools and information to perform their day-to-day tasks effectively, resulting in higher sales performance and business growth.
A perfect solution for the field sales team to know their meetings and required documents.
The sales team can manage their orders by using this app.
And also they can view their daily targets.
You can also check whether the sales team is running in the desired route by GPS tracking feature.
The app will also ensure that the order delivery is completed as and on-demand.
The agent can use this app to ensure the delivery of orders they’ve taken.
