How Field Sales Has Transformed In 2021

The field sales industry has changed dramatically in the last decade. With remote communication tools, field sales engineers, consultants, and other professionals are able to reach their customers and prospects wherever they are. Read more here.

Posted by By Shoaib Ahmed on 2021-10-26

Our team has been hard at work, trying to figure out how field teams operate, what they need and don’t need, and how Fieldproxy can help them get their job done. During one such whiteboard session, one of our teammates asked a really interesting question:

”Wait, do we even know how sales is going to be in five years from now?”

That got us thinking - how many people know about the future of sales in the coming year, let alone five years from now? Turns out, not a lot of people. One key way to figure out what’s going to happen in the coming years is by looking to the past for answers. So what changed in the field sales industry in 2021? Let’s find out.


Field Sales

How Field Sales Has Transformed In 2021


Generic Approach To Sales No Longer Works

In the face of an economic crisis, salespeople have had to work twice as hard to ensure their business stayed afloat and met all the quotas they had set. In a situation like that, it became risky business to rely on chance. And yet, the companies that took a chance and did something way different from what was already working before won. Being creative helped salespeople out more than any other technology or automated solution for sales that they used.

Field Sales Automation For The Win

Automation in sales is not really a trend, but rather a necessity you must implement for your business workflow to remain competitive in the present-day marketplace. Many business owners believe that automation takes away from creativity and personalisation in marketing, but it's just the opposite.

Automation actually allows you to spend more time coming up with creative ways to promote your products to clients and personalising each customer's experience by offering them things they love based on previous information you've gathered about them.

Think of it as the difference between having an assistant call over prospective clients versus calling over these people yourself. Yes, automation is quicker, but it adds less value to your prospects than actually delivering personalized messages does! The combination of both works miracles.

Delivering Value Has Been Key

A common misconception about increasing one’s sales in 2021 is to start selling more aggressively. But the only way to build a strong customer base is by being more conscious of what your clients want and not necessarily what you have to offer them. People are sick of being sold to all the time, but that doesn’t mean they won’t give your offer some consideration simply because it wasn’t “pushed” on them.

Much like hard-sell tactics are frowned upon for professional services firms, key opinion leaders get turned off when they feel they’re being forced into doing something they don't necessarily want to do.

So instead of plunging headfirst into an aggressive sales initiative, take a step back and assess who would be most suitable for your business based on their individual needs rather than the “one size fits all approach” which was standard practice well into the 2000s.

Social Media Is Critical

Social selling is now the core of the modern business. A few years back it didn’t seem like this would be possible, but now it’s a must-have competitive advantage for success in the grand digital game of chess that is the marketplace.

If you were to try to sell your product or service right here and right now, you'd most likely miss out on your chance to capture leads because there are so many other businesses doing exactly the same thing as you right this very second.

Take some time to plot your grand social strategy by getting inside prospects' heads by always being there for them online wherever they might be looking for answers or information related to their specific problem or issue. When they search for goods or services online, show up first in their thoughts!

Your business name should be the first one that pops into their head when they start thinking about what they're looking for. Keep working on developing your social selling strategy - don't stop!

Be With Your Customers Every Step Of The Way

Providing additional value to customers isn’t just about focusing on customer support anymore. 2021 witnessed a change in priorities of customers. This means that you should invest time in understanding their wants, desires, goals and needs.

Investing in better customer relationships helps create a better relationship with your users, who are more likely to stick around, use your services consistently and advocate for you to other people.

A Little Bit About Fieldproxy

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.

Fieldproxy Field Service Management Software

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.

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