Sales Management Software – Best Way To Optimize Sale Process

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Sales Management Software Best Way To Optimize
Sale Process
by Tithi Agarwal Last updated May 18, 2023 at
326PM
Optimizing your sales methods and team is vital
for the company to thrive. Sales management
software is an efficient way to generate desired
results. Table of Contents
Generating sales and managing sales teams are the
toughest nuts to crack across industries. Yet,
your sales representatives manage to convert a
prospective client into a high-paying customer.
This is important for any business to survive
and scale. But what is more important is how the
companies optimize their sales and sales
management process to grow numbers exponentially
without increasing pressure on representatives. T
herefore, the company needs to invest in sales
management software. It automates the workflow
and lead management, ensuring the productivity
of the field sales representatives. Continue
reading to understand the prowess of sales
management software better.
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Generating Leads and Sale Through CRM Sales
depend on networking and getting the correct data
at the right time. To make it possible, CRM
software has dramatically contributed to it as
it easily captures and streamlines any
information or data in the companys system.
When put to good use, the CRM software ensures
that any cold call to a potential customer is
devoid of irrelevant questions. The CRM system
is valuable because it improves customer
engagement, a crucial part of sales management.
Some of the systems we would recommend
are Salesforce CRM Zoho CRM HubSpot Sales Hub
ClickUp Monday Sales CRM What is Sales
Management? Sales management is formulating,
training, organizing, monitoring, and
coordinating the companys sales force. It is
the core of the business processes. The sales
manager must ensure that his sales
representatives vision aligns with the
companys vision as it directly impacts its
revenue. One of the significant functions of
sales managers includes managing field sales.
What are Field Sales? Field sales, also known as
outside sales, is the process of selling and
marketing products and services by sales
representatives outside the office and team
environment. A field sales representatives job
entails going from place to place, visiting
prospective clients and customers, and closing
deals.
Comparison Between Field Sales and Inside
Sales Not every field sales representative is an
inside sales employee, and vice versa. There
exists a difference between the two jobs.
Parameters Field Sales Reps Inside Sales Employee
Workspace Field sales reps work from client sites. Inside sales employees work from an office with a sales team and under a sales manager.
Communication Method with Clients Field sales reps relies on a face-to-face meeting with prospective clients. Cold calling is the most preferred method for inside sales employees to connect with clients.
Maintenance Cost Due to the nature of work, they incur Aside from their salary inside sales reps do not incur
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expenses such as fuel expenses, food, etc. any other expenses.
Selling Field sales workforce spends 38.3 selling products and services. Inside sales reps spend approximately 35.2 of their time doing sales-related functions.
Sales Close Rate Field sales reps have a higher sales close rate than the inside sales employees. Since the inside sales reps dont spend much time on acquiring leads their close rate is relatively less than field reps.
Churn Rate Studies show that outside sales reps have a longer career than inside sales representatives. Inside sales employees have a higher churn rate.
Responsibilities of Field Sales
Representative Field sales representatives work
hard to build trust with their prospects and
ensure the lead brings future sales. For this,
they carefully need to follow the sales strategy
and the specific responsibilities assigned to
them like Conducting face-to-face meetings with
the customers to offer their products and
services for free initially. Regularly
nourishing the relationship with existing clients
by initiating regular meetings and by visiting
them. Educating potential and existing clients
about their products, new launches, and updates
through free trials and demos. Updating
contracts with clients. Keeping records of the
sales lead and customer accounts. Presenting the
companys products and services at trade shows
and conferences. Collaborating with the
marketing departments to improve their sales.
Benefits of Having a Team of Field Sales
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Field Sales Help You Sell More While the inside
sales teams may be making more pitches, the field
reps are the ones closing the deals. As a result,
they convert leads to customers 40 of the time
in comparison to the inside sales team, who does
it 18 of the time.
Demos and Presentations Make a Better
Impact Several methods are employed by field
sales reps, like free trials, demos, and sample
testing. For example, providing your prospects
and existing clients with products and services
they can engage with has a higher chance of
training and converting them. This proves that
field reps make a better impact on their clients.
Field Reps Build Strong Customer
Relationships Its the responsibility of the
field sales workforce to nurture relationships
with prospects and existing clients/ consumers.
They spend considerable time and energy in
aligning the companys products and services with
the customers pain point.
A Reliable and Effective Source of Customer Data
and Feedback The field sales workforce spends the
majority of their time and job meeting and
spending time with the clients. Due to regular
interactions, field reps have a pretty good idea
about the problems customers are looking
solutions for.
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This makes field reps one of the best sources to
gather reliable customer feedback and data.
But What About After-Sales Services? After Sales
services are the services, you provide your
customers after purchasing your products or
services. It can be an onboarding period,
extended customer support, and services that will
identify and remove any roadblocks.
Importance of After Sales Businesses put a lot of
emphasis on prospective customers because they
need to grow their customer base. Providing
lucrative after-sales service can greatly
increase customer retention and customer loyalty
toward your brand. Unfortunately, 96 of
customers will leave if a company offers terrible
after-sales services. Happy and satisfied
customers can help increase the companys
customer base by recommending your business.
This will automatically translate into an
increase in sales.
Word-of-mouth is powerful, trusted, and cheap.
Martin Lindstrom. And since the company can
collect a good customer database through field
sales representatives, it becomes easy to
provide top after-sales services. This positively
affects your brand image by generating positive
reviews and enhancing engagement, which is vital
for future sales. To ensure this happens,
companies need to have sales managers who are
well-versed in dealing with hot leads and
turning them into loyal customers with their
sales strategies.
Essential Skills Every Sales Manager Needs in
2023 While managing field sales representatives,
the sales managers themselves must be good sales
representatives and leaders. Only then can you
formulate effective sales strategies. Therefore,
sales managers need to have a well- rounded
personality with a wide range of skills.
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Creating Sales Plans and Strategies Having the
skills to plan and formulate killer sales
strategies and execute them with success is a
foremost demand of every sales managers job.
This includes setting goals, strategies, and
tactics to achieve desired results. The plan
consists of identifying the targeted market and
audience and forming plans accordingly.
Post-sales Engagement Skills Obtaining sales
deals is not the companys end goal. But instead,
sales managers focus on building and maintaining
customer relationships. They do so because having
satisfied customers will guarantee and contribute
to future sales.
Time Management Managers must form sales
strategies, monitor sales and field sales reps,
and maintain customer relations. What allows
managers to manage all of this lucratively is
time management. And sales managers can further
automate some of their time consuming tasks, like
monitoring reps, by adopting sales management
software and solutions. Scroll down to learn more
about this miraculous software.
Analytical Skills
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While viewing the sales reports and sales rep
reports, they need to tap into their analytical
skills. This will allow them to review data and
make a rational decision. Also, it comes in handy
while studying the market and the opportunities
to be explored, as they understand the psychology
of the consumers.
Effective Communication Strong communication
skills are essential in both sales managers and
sales reps. It comes in use when communicating
with sales reps, clients, or any stake holder. As
sales managers cant talk to all in the same
manner, personalizing comes into
play. Communicating your ideas and strategies
with your remote sales reps is essential if you
want them to deal with clients seamlessly.
Sales Software Tool Expertise Adopting a sales
management system is not enough. Using and
relying on it properly to automate your sales
process can benefit the business and sales
managers. Having CRM software is great for
generating leads. But what about sustaining them
by providing them with both sales and post-sales
services? Let us show you how important it is to
have sales management software and the benefits a
business reap from it.
What is Sales Management Software? Sales
management software is designed to make the sales
process simpler and more effective. Sales teams
rely on this system to manage sales data and
automate tedious and mundane tasks. Using the
software, sales managers can view the sales
representatives performance quality in real
time. Sales managers, through the software, also
gain an idea of the pace of sales reps
goals. Through the software, managers can access
key metrics like average lead time, conversions,
and sales targets met. This is beneficial to
optimize the sales process to generate more
revenue. In addition, investing in sales
management software that is compatible with other
software like CRM can further ease sales
operations. The systems model is such that it
elevates sales management making it more
sophisticated and effective by offering a wide
range of features and solutions.
Why Should Businesses Adopt Field Sales
Management Software? Is your company on the fence
about investing in sales management software?
Then let these be the warning signs and reasons
enough that you need to move your sales process
to a sales management platform.
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Limited Visibility If you have no idea of the
field sales reps on-ground activities and cannot
view their contributions, then you need a sales
management system. Inefficient Planning Sales
managers need accurate consumer feedback data to
form a successful sales strategy. It is only
possible when you can access past data at all
times. Traditional Coordination Without sales
monitoring software in place, managers and field
sales reps might suffer from fragmented
communication and coordination. Dependence on
Static Location If you are manually managing and
looking out for your field sales reps, then its
high time you switch to the sales management
platform.
How is TrackoField Efficiently Mitigating These
Problems? TrackoField has just the right
solutions to help you solve your problems when it
comes to managing sales and field sales
reps. Never lose sight of your field sales rep
with live vehicle tracking software. The software
lets you track your reps whereabouts in real
time. This eliminates the need to coordinate over
several calls. No need to break your or your
sales representatives workflow as you can
automate task allocation and tracking. Managers
can assign work in advance through the bulk task
and schedule upload feature. With clarity of
tasks and meeting schedules, reps dont have to
waste time waiting for work. This advance
assigning helps them refine their sales
pitch. Sales managers can even track the task
lists progress and each tasks status in
real-time. This helps in allocating tasks
further. Cut down on time and expenses of
commuting to the office daily to mark attendance.
The software offers geocoded attendance through
which the presence of the field reps gets
automatically marked once they reach their first
meeting location. Automation of attendance
ensures that authentic information gets
recorded. Similarly, field reps can even apply
for leave remotely. This request is visible to
the manager, who has access to an analytical
dashboard. Through it, they can view the history
of leaves of employees, allowing them to react
remotely. Keep your field sales reps motivated
through an easy reimbursement process. The
representatives can submit their claims remotely
through the sales management softwares app. The
claim request is visible to every manager in the
hierarchy. Reps can even track their request
status in real time. Managers can cap
reimbursement amount, which is customizable
according to the designation, category of
expense, team, etc. Now, your sales reps can
book orders through the app. This way, the entire
sales and order management process gets
optimized. Managers receive accurate time order
updates, allowing them to keep track of the sales
made and orders received by each field sales
representative. Also, this mitigates the chances
of product theft and sweethearting.
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Sales managers need to keep track of the sales
made by the reps, customers responses to the
sales strategies, and the revenue generated. But
for this, they need not wait for the quarterly
reports or even the end of the day. The sales
management software provides real time automated
sales analytical reports. Communicating sales
strategies, schedule changes, updates, and
meeting minutes is essential for the smooth
functioning of the sales team. The software even
has an inbuilt chat box which allows the sales
team to communicate seamlessly. Also, the need
to switch between platforms gets eliminated. The
sales team can upload documents and other
required material to the sales management
softwares cloud storage. The benefit of it is
that the cloud storage is accessible remotely,
making it easy for field sales reps to gain
information. Another excellent tool that
TrackoField has to offer is custom forms. The
form can be customized to record customer and
client feedback. This is vital to judge the
success of the sales strategy.
Read Also- How Field Sales Management Software
Can Automate Your Business
Automate Sales Management with TrackoField
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Your field sales reps hold the prowess to convert
hot leads into loyal customers when guided and
provided with the right tools and software. To
help your field sales reps close leads faster and
more effectively, we advise you to invest in
lucrative field sales management software. We
recommend TrackoField. TrackoField is a field
sales employee monitoring software that will help
you automate and optimize your sales process and
the functions of the sales team.
Click here to manage your sales!
Talk to Our Experts
Tithi Agarwal Tithi Agarwal is a Jr. content
writer at TrackoBit. She enjoys writing blogs
which are knowledgeable yet fun to read. And when
she is not typing away to glory she has her nose
buried in books.
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