Field sales is a very important part of sales, no matter which way you look at it. If you’re someone who’s new to the world of sales, you most definitely would not have heard about the enormous world of field sales. And if that’s the case, do not worry.
In this article, we’re going to go through everything you need to know as a member of the field sales community, learn what works and what doesn’t, what field sales tools to use, how employee tracking for field teams really works, and how you can make the most of these field tracking systems.
What Is Field Sales?
Until pretty recently, field sales meant going to the market and finding prospects, following up and closing deals. Over time the sales process has become more complex and needed a team to work inside offices and collect leads and make first contact.
With more people purchasing online, many companies have moved to sell from their offices — but it's important not to overlook the importance of outside sales and field sales for companies with relatively complex or high-priced products due to the face to face relationships that need to be established in order for them to succeed.
Even if your company doesn't fall into either of those categories, you'll still want to be prepared with a strategy in place because focusing on accuracy and meeting targets is important when developing a solid reputation within any industry you might happen to be working in. This is why fieldwork is important.
Field sales are important for expanding one's network, getting to the 'grassroots' level of business, earning trust from customers or clients, and persuading them to purchase goods or services. Because field sales reps face the 'real world' out in the field, they are often able to build stronger relationships with their customers than inside sales reps.
Why Field Sales Is Important
Even though you can reach out to potential customers from the comfort of your own home or office, field sales are still a core part of a business's strategy. In fact, because they made up 72% of the sales force in 2017, it seems as though this method is working fairly well! At the same time, inside sales accounted for 28.8%. If you're ignoring these forms of sales completely, you could easily be missing large chunks of revenue from prospective clients.
Field Sales Creates More Revenue
Other salespeople might be out-pitching your inside sales team, but the field reps are actually the ones closing deals. The numbers show that they convert leads to customers 40% of the time. In contrast, your inside salespeople only convert leads to customers 18% of the time. It shouldn’t take a doctorate in Math to identify which sales medium to pursue more, or with greater tenacity.
Physical Presentations Are Simply Better
Both field reps and inside salespeople can use a variety of different tactics to close more deals, such as providing samples to prospects, doing demos, and setting up displays.
However, the fact is that displaying products physically ends up having a much stronger impact on prospects than simply using pictures or videos. Scientifically speaking, humans process visual information 60000 times faster than we process text.
As a result, product demonstrations and physical displays do a much better job at enticing customers than just video or audio methods of explaining to them about an offering.
Field Reps Have Stronger Relationships With Clients
Your outside sales reps spend their days initiating relationship-building interactions with your prospective customers. They are the ones responsible for initiating relationships by first getting to know them, finding out about their needs, talking about their problems and whether or not your products are the right fit to provide them with value.
Face-to-face conversations are often more effective than communicating via text, emails or phone calls because they allow for attention to other important non-verbal cues during a conversation that might otherwise be lost in remote communications. This includes physical expressions of empathy and encouragement, which helps prospects trust you more quickly.
Not All Products Can Be Sold Online
We don’t think it needs to be explained further. For some products, it is always better to face the customers rather than talk over text, emails, or phone calls. Talking face-to-face can show your emotions and friendliness to the customers which are missing in other mediums.
Your field teams and field agents can express your emotions towards prospects by talking with them face-to-face. If you are able to convince them then it becomes easier for you to win their heart and they will be ready to invest more into your products and services. Therefore it becomes easier for field sales teams and organizations to build better relationships with the customer and increase the conversion rate of loyal customers onto your business, and this works much better than any field sales CRM, even ours
Getting Feedback Is Easier
Field reps are a lot like a dessert at a party. They bring delight and provide a little something extra to the occasion that gets tongues wagging. While it's true that field reps have an important role from a sales perspective, their influence doesn’t stop there! They're often one of the first people involved with some of your biggest customers as they interact with them onsite multiple times throughout the year.
In order to gather customer feedback, identify potential issues/concerns, and build relationships, field reps have developed significant know-how on how best to not only handle customers on a sales trip but also how to win them over by being sceptical/friendly/personable! This carefully cultivated talent is tremendously useful when you need more insight on what exactly it is that customers want from your product or service.
Okay, so we’ve proved that field sales is a very important part of sales processes in any organization. Now how do we get your organization started with field sales?
Yes, you could send a couple of your field agents off to knock from door-to-door trying their best to blindly sell a product that may not be for everyone. Or you could make use of an automated field sales solution like Fieldproxy to help your field agents reduce their manual work, track and store accurate data, and be flexible enough to adjust to your business requirements. That sounds way better!
How To Choose A Field Sales Employee Tracking App
Unfortunately, field employee tracking apps are a dime a dozen, and while all of them can claim to be the best field employee tracking app on the planet, very few live up to that claim. Here’s how you can find a good employee tracking software system that works for your system.
Believe it or not, there are a lot of challenges that come with managing your employees’ time tracking and their productivity, so much so that there is an entire article on it. We’ve listed out some common reasons why you’d want to invest in your employees’ tracking solutions and fast.
Streamline processes across your organization
By providing one centralized platform for managing employee data, location information, delivery status updates, etc., employee tracking solutions help streamline different operational processes throughout the whole of your business. This thus eliminates redundancies and enables everyone in your company to work together seamlessly towards achieving better results.
A classic example is when all of your employee records are maintained in one place, it becomes much easier to assign tasks and track the progress of each task.
With employee time tracking solutions like Fieldproxy, this task is as easy as just a few clicks. Literally. All you have to do is set up a module to monitor specific data about your employees and you’re done. Book a demo with Fieldproxy to know how today.
Increase both your productivity and efficiency
By providing easy-to-use employee tracking solutions and productivity management tools, a web-based time tracking software can help you improve your operational efficiency by streamlining many business processes throughout your company. For example, most employee tracking systems come with automated online interfaces that enable employees to perform their tasks remotely – thus saving them time on trips back to their offices.
Better control over orders fulfilment
Employee tracking solution systems offer well-crafted, efficient tools for tracking multiple employees at once between different locations (such as between warehouses or trucking routes) through their integrated package visibility and real-time monitoring capabilities. Combined with advanced location and attendance monitoring features, an employee tracking solution also enables you to gain better control over all the tasks your company processes - which translates into greater productivity, efficiency and improved customer service support.
Access real-time information from anywhere in the world
A web-based employee tracking solution can help you implement a truly paperless environment by enabling employees to access key documents and reports from any location connected to the Internet. All data is stored in centralized servers that enable every employee on your network to access real-time information on their tasks and progress through simple point-and-click interfaces (even when they are away from their desks).
How Fieldproxy’s Field Service Tracking Solution Can Help
Fieldproxy is an all in one field service management software to handle your entire field operations. It is a full-featured software product that helps managers of retail, pharma, consumer goods, real estate and construction etc., to collect data in a structured format.
Managers can create workflows for their employees from the web dashboard and assign tasks for their agents within minutes.
It has a user-friendly mobile app from which the field agents can update the tasks once they complete and managers can get field updates in real-time.
Fieldproxy has workflows specially designed to ensure that the on-ground field agents are safe and secure. In this time of the pandemic, this special feature acts as a lifesaver by tracing the contact, hygiene compliance and accountability.
"Fieldproxy gives us more visibility of how our business is moving and make us much more efficient each day"
Source: Chantelle, Field service manager
Features of Fieldproxy :
This feature-rich cloud-based application brings all your field tasks under one roof with the most interactive web application and highly capable mobile app. The heavy-duty software provides ample features like:
Field agents can mark their attendance along with their photo and location remotely from anywhere, from the comfort of their mobile app.
Scheduling and Dispatch
Flexible scheduling allows managers to schedule the jobs for their agents weeks ahead to get them to the right place at the right time.
Fieldproxy mobile app is designed to perform the day to day operations effortlessly
Invoicing and Follow-ups
You can use the prebuilt templates to generate an invoice with just a tap. The generated invoice can be easily downloaded and shared with anyone.
The software has a portal, from which you can place orders conveniently without making frequent calls to the suppliers
Inventory management acts as a platform to monitor and organize all your Inventory from a single pane
Managers can filter the agent metrics according to their needs and can easily view the performance in a dashboard.
Tedious reports are automatically generated and the system automatically sends you via Whatsapp or mail.
Locations are geotagged with GPS coordinates for accurate monitoring of on-field agents.
With this feature, managers can navigate their field service agents with efficiently planned routes to beat the traffic.
Maintain long term customer relationships with Fieldproxy's friendliest CRM to conduct meetings and to always stay connected with the customers.
To increase customer retention, the mobile app allows the service agents to collect the service feedback from clients and automatically gets saved in the customer feedback portal.
Technician info sharing with the customer
You can further pamper your customers, as the software automatically sends the service details like time, technician location to the customers beforehand of the service.
Automated email & SMS
Service agents will be automatically reminded of their jobs on the previous day Itself. Besides that, this feature comes in very handy for managing inventory, as the tool automatically reminds you to make a purchase when the product falls below the threshold.
This feature helps you to save ample time. Once the agents update all their expenses from their mobile app, it automatically calculates all the expenses and sends you a report.
Hence, you can always be aware of the expenses without any effort.
An employee attendance management and time tracking software that fulfils all your needs is Fieldproxy - a one-stop solution to all your field service and employee tracking needs. With Fieldproxy, you can easily
- Create unique dashboards
- Identify areas of improvement
- Track resources with greater efficiency
- Create tasks for different employees and manage them seamlessly.
And that's not all. With Fieldproxy, you can do so much more. Book a demo and improve your field sales teams with just a few clicks today.
Know more about the product!