The Importance of Field Sales Management in Today's Business Landscape
The first and foremost sales technique that has been followed for the last 100+ years is field sales. Before the invention of phones and computers, hard-core field sales were the only way to make a sale. Of course, there were hoardings, pamphlets, and advertisements, but people only believed in the claims made by any brand after seeing its product with their eyes. In the case of items like jewelry and clothes, people do not trust the quality of the product until they can touch it and determine the quality themselves. Hence, field sales are the classic way of building trust with your customers.
In the 20th century, salespeople mainly relied on pen and paper documentation because computers and cell phones were not yet prominent. Managing and keeping records of the leads or customers manually was burdensome. When a business is flourishing, the number of customers keeps increasing continuously, and maintaining the records of thousands of people on pen and paper is practically impossible. Keeping records on a computer or smartphone is far more practical. Thus, the development of computers and the widespread usage of Excel in the mid-1990s simplified the process of keeping records. Most companies started using phones to reach their customers instead of doing field sales.
As a result, the majority of businesses turned away from field sales and concentrated on inside sales. It’s not like the invention of phones has stopped field sales altogether. Many people tried to write obituaries for field sales and declared that it was dead, but field sales are still pretty relevant. According to a study conducted by Spotio,
“Face-to-face or field sales teams make up 71.2% of the sales force.”
The field sales team is an integral part of boosting any company's sales. In a phone call, if the prospect is annoyed and is not in the mood to talk to you, then you cannot make a sale even after having the perfect pitch. If the same person is approached face-to-face by a field salesperson, then they may not show interest in the beginning, but if the salesperson is highly skilled, the prospect may get convinced and listen. Dedicated field sales agents also tend to give more time to their customers and can present demos and presentations more clearly. Field sales also eliminate the chance of misunderstandings between the salesperson and the customer, which usually happen due to discrepancies in the script or its delivery. The hurried nature of an inside sales call can make it sound irritating to some people. So the best way to conduct sales in any company is to maintain a balance between inside sales and field sales. In this way, customers with various kinds of preferences end up buying the product.
There are multiple ways in which a company decides to handle its sales management effectively in 2024. We now have resources with us that can help us manage sales cycles easily. However, sometimes a single tool is unable to fulfill the requirements. For this purpose, SalesCaller.io is important for managing sales in today’s business landscape. SalesCaller.io enables sales managers to handle their teams and effectively manage their field sales and inside sales without any problems. SalesCaller.io can
- Increase the efficiency of sales calling through auto-dialler
- Provide the status of clients and generate sales reports to track performance.
- Record, save, and limit the access to sales calls, and store them at a single location.
- Upload, export, and import data of all the clients instantly without any manual labor.
- Set follow-up reminders and instant note pop-ups to never miss a single call.
- Arrange and maintain leads to track the progress of every call made to the prospect.
- Share messages, documents, and videos directly through the assigned leads.
- Administer the performance of every sales caller through daily reports and analytics.
Register today and start using these features to manage your sales cycle to elevate your business to a whole new level!
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