How to Become More Successful in Field Sales

Whether you’re a sales rep, manager or VP of sales - there are several tactics you can implement today to beat your quota and increase your field sales team's performance. By applying the following tips to improve different stages of your sales funnel, you can increase productivity while boosting sales and revenue.

Filling the top of your funnel with more leads is a sure-fire way to increase sales. Finding leads can be an intensive process. It takes a lot of time to research potential leads, especially if you’re cold calling and emailing from your desk.

However, there are some great tools out there to help you find leads faster and easier while out in the field. When a customer cancels on you last minute, you’re left with a free time slot to fill. To avoid wasting that time, use a sales app like Badger Maps to find and visit potential new customers while organizing your opportunities.  

Badger also finds and maps leads in your territory by location. You get a new source of qualified leads, including all of their contact information, that you can take action on anytime you’re in the field. Badger makes lead generation effortless and helps you make the most out of your time.

Once you found those new leads, it’s important to manage them efficiently while converting them to customers. Different kinds of customers require different kinds of treatment and attention, so make sure you prioritize them accordingly.

You need to keep your customers happy by checking-in and following-up reliably, so it’s crucial to have a strategy that helps you organize your customer data. With Badger Maps you can record a history of all customer interactions and take notes on special details to remember for your next meeting. These can be obvious things like results and takeaways of the meeting, but also personal information such as a customer’s recent engagement or new baby.

The app allows you to keep track of your data in the manner that makes the most sense for your business. You can go that extra mile to maintain excellent customer relationships and create potential up or cross-selling opportunities.

Visualizing your sales data, including existing customers and leads, will help you manage your time and territories more effectively and become more successful in field sales. It allows you to find the information you need faster and identify patterns in customer data and activities. You can interact with the data in real time and ensure you focus on your most important customers.

With Badger you can analyze and visualize your customer data on a map. You can see your customers in color, sorted by last check-in, priority, or whatever you like. This helps you uncover the best opportunities to maximize revenue in your territory by having a better strategy to manage your customer relationships.

Most salespeople pay much more attention to what they say instead of how they say it. However this is a very important aspect of selling and can make or break your deal. It’s crucial to understand the difference between verbal and nonverbal communication skills which are both important to be a successful outside salesperson. Being assertive, authentic, open minded, empathetic, clear in your communications and listening carefully are the most important things to keep in mind when selling to a customer.

But body language is just as important as verbal communication. Your handshake, for example says more than a thousand words. If done the right way it creates a positive effect on the customer and has a big impact on your sale. First, you should be the one initiating it. Use a firm grip and try to mirror your customer’s handshake.

Also, making eye contact is an important part of the sales conversation as it creates a connection. Effective sales communication will help you overcome objections, build better relationships and become more successful in field sales.

There are a lot of great sales tools out there that can help you improve your performance and increase sales. Badger Maps is the #1 sales app in the App Store and is designed to improve your lead generation and qualification process, customer management, reporting, prioritizing, scheduling and optimized routing while in the field. With Badger on your mobile device, you can make a change immediately and get more things done, resulting in more sales.

Route optimization saves time and transportation costs, lead generation opens doors to new sales opportunities, and data visualization helps you identify trends that would otherwise be buried in a spreadsheet. Having these features yield great results - reps using Badger have reduced driving time by 20% and increase the productivity by 25%.

Start your FREE trial today to crush your quota and become more successful in field sales!