Field sales reps play a pivotal role in following up on acquired leads for the business and contribute to converting these leads into prospects. However, reps face unique field challenges where they get less face time with leads, pursue multiple leads defined for a short turnaround time, or may be overburdened with ad hoc tasks that interfere with lead engagement. These issues require timely intervention and innovative strategies.
A robust field sales automation software can improve visibility for sales reps, enhance their productivity, and maximize sales coverage. Using such software, sales managers can keep track of sales activities – end to end!
Top 5 Features of Field Sales Automation Software
Here are the key features to focus on while choosing a robust AI-powered sales automation software.
1. Lead Management
Field Sales Software automates and improves everything from lead capturing to lead actioning and boosts lead conversion rates for the business. It helps sales reps connect faster, better engage, and actively follow up with multiple prospects while keeping track of their daily sales priorities.
Field sales management software like Dista Sales specifically leverages key business variables to manage leads within a defined territory. The software analyzes sales reps’ skill sets, proximity, availability, capacity, and experience to allocate leads. These automated processes save time, reduce errors, and eliminate planning redundancies. Sales managers also have the option of a manual override to assign leads to sales reps specifically.
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2. Territory Mapping and Beat Planning
Poor visibility on new and existing business opportunities causes leads to get overlooked due to missing data points in a region. Dista Sales enables sales managers to improve territory mapping using multiple configurable business variables and rules defined by the algorithm. It leverages location intelligence to map customers and competition in a defined territory.
Using territory mapping and beat planning, sales managers can:
- Expand sales coverage with automated territory mapping
- Map resources to these territories for an equitable load distribution
- Better visualize customer clusters in a territory
- Use that information with other data points for targeted campaigns
- Reach customers first to outperform competitors
- Optimize sales visits by improving field communication
3. Scheduling and Route Planning
Reaching a prospect’s location quickly is essential. Field sales management software can enable sales reps to utilize the shortest, fastest, and safest routes. Verified addresses and live location tracking help better route planning and scheduling of tasks.
Scheduling and route planning can help reps:
- Increase the number of customers engaged in a day
- Use Dynamic scheduling to improve sales visit frequency
- Improve sales productivity with intelligent beat plans
4. Sales Rep Management
Sales managers can meet their targets only when the team performs collectively. Lead allocation and scheduling are just the first few steps. It’s necessary to incorporate effective strategies focusing on sales rep productivity to boost sales.
Key software features for sales managers:
- Track individuals, teams, and region sales for deep insights
- Enable data-driven sales forecasts to assign leads among efficient sales reps
- Monitor end-to-end field rep activity tracking with live location
- Get smart contextual nudges, reminders, and real-time alerts for reps
- Help reps upsell and cross-sell
5. Mobile Office for Field Sales Reps
Field sales automation software offers a complete mobile app for sales reps to manage daily tasks and scheduled activities. They can stay connected with managers, get real-time task updates, and use interactive chat features for seamless communication.
Field sales reps can:
- Share instant updates with managers
- Plan, schedule, and reschedule meetings on the go
- Manage daily attendance and leaves
- Access the leaderboard to get team performance insights
- Use one-tap calling
Final Thoughts
A robust field sales automation software enables you to improve lead management and sales rep productivity. Efficient lead assignment, beat planning, territory management, and field reps tracking help achieve sales and productivity goals.
Learn how you can leverage Dista Sales to supercharge your sales pipeline. It has proven to help leading organizations with sales rep visibility, maximize coverage, and enhance sales engagement.
Contact us to learn more about our AI-powered field sales management software.