Sales productivity measures how a sales team utilizes resources, time, and technology to achieve sales targets. Measuring this productivity is essential for managers to identify inefficiencies and carve a sales strategy that makes the most of their sales team.
We have narrowed down seven sales strategies that can help boost field sales productivity.
1. Measure Sales KPIs
Businesses monitor and measure sales KPIs to track actual performance against goals. Measuring suitable parameters is critical to helping sales teams achieve sales targets and meet business objectives. Significant KPIs include monthly sales growth, opportunities, sales per rep, lead-to-sales conversion metrics, customer acquisition cost, and more.
A field sales management software can help you measure sales KPIs. Tracking and monitoring allow managers to understand if the sales activities provide the desired results or need to be tweaked to be more effective.
2. Plan Sales Territories
Territory planning helps field sales teams reach and engage with the right prospects. Using geospatial analytics and visual mapping, sales managers can identify coverage gaps, unlock new markets, and assign reps to a defined area.
Territory management software can simplify this process and better visualize leads, reps, and PoI data. The software eliminates overlap by clearly defining the criteria for assigning and dividing these territories.
So, the right field sales rep also gets assigned to the right customers. The software even balances workload based on reps or customer distribution. Managers can also manually calibrate territory mapping to boost performance as and when required.
3. Strengthen Lead Management
Manually assigning and managing leads is challenging. A robust field sales management software like Dista Sales offers end-to-end lead management solutions. Sales managers can define rules and capitalize on location intelligence insights to evaluate, prioritize, and distribute leads to a mapped territory.
The software further automates assigning priority leads to experienced reps using the SPACE framework. Lead management can help improve lead engagement, shorten the sales cycle, and optimize resource allocation, thus enhancing field sales productivity.
4. Create a Sales Beat Plan
Having a day plan gives sales reps better clarity to execute tasks efficiently. However, manually creating a day plan for hundreds of field reps is quite a mammoth task. Field sales management software simplifies the process, saves time, and eliminates redundancy.
Managers can create an impactful sales beat plan to outline reps’ daily schedules. Dista Sales leverages location intelligence and AI/ML-enabled algorithms to plan and map all field visits and sales tasks. It enables them to finish their work quickly, prioritize the right customers, and increase the number of visits in a single trip to boost sales volumes.
5. Enable Route Optimization
An intelligent scheduling and routing software can optimize travel by determining the fastest, shortest, and safest routes. The software can assess real-time traffic patterns, weather conditions, and demand forecasts to optimize the planned routes in a defined territory. It uses dynamic algorithms to simulate and map the best routes. Reps can reach prospects on time and boost lead action to improve conversions.
6. Monitor Field Sales Activity
Your workforce can use field force management software to optimize their daily operations. A software digitizes record keeping and tracking of all field sales activity.
Field sales reps can easily monitor their daily activities while engaging with leads. For example, if a sales rep collects documents for verification, this activity can be recorded on the software’s mobile interface. It updates the status of the task in real-time.
Using the software simplifies sales processes, reduces errors, and saves time on manual work. This way, field sales representatives can focus on engaging with the customer and not worry about administrative tasks that take time and effort.
7. Empower Sales Reps
Sales reps have multiple tasks to do on a given workday. Having a dedicated app that acts as a mobile office empowers them to go about their day more productively.
They can start the day by accessing a daily plan to schedule meetings effectively. Reps can benefit from contextual nudges provided by the app to visit priority leads and upsell/cross-sell various products.
Sales reps can also update daily attendance and manage expense reports. A one-tap calling feature improves field sales reps, managers, and customer communication. The app even provides access to share essential sales collaterals easily.
Final Thoughts
Boosting sales productivity is a continuous and dynamic process. Leveraging field sales management software makes it easier to build teams, monitor their performance, and empower reps with the right tools that boost sales productivity.
Dista Sales is a robust field sales management system that applies location intelligence to plan, streamline, and optimize field sales activities. Its AI/ML-enabled algorithms improve field visibility, enhance strategies for boosting operations, and increase sales outcomes by empowering reps.
Would you like to discover how our Dista Sales can supercharge your sales productivity? Get in touch with us today for a free demo.
