A well organized business process can bring any function to life. The major challenges in building a process is the evaluation and availability of time and material. What is to be done at what time and how much material in terms of people, infrastructure, and money must be invested to achieve the positive outcome are elements that define the quality of the process.
When building a field sales process, you must ensure that your constraints at using technology, relevant and required for your business. Since technology has become integral to sales performance, it is essential that you are aware of fundamental techs that are necessary for the optimum function of the sales operations.
For example, field sales CRM app is a common technology solution that automates the data collection, storage, and processing functions in order to generate insight for the sales leaders and free-up the salespersons from the redundant tasks.
When such solutions are powered by more advanced technologies such as artificial intelligence, machine learning, Cloud, mobility, and Internet of Things, it helps in streamlining and optimizing the field sales process. And from that sense become an important element that supports the fundamentals of the process.
Here take a look at the top 5 fundamentals of the robust field sales process.
As field sales is vulnerable to many unpredictable incidents, it is necessary to build resilience in the process. The sales leaders must focus on different types of incidents that might affect a particular sales channel or component of the process. The key elements of resilience are:
- Create a meaningful goal for every member of the sales team.
- Build an environment where traditional beliefs are challenged.
- Develop cognitive flexibility among team members to respond to an urgent situation efficiently, without panicking.
- Contemplate on opportunities, both missed and used so as to analyze what works and what won’t for the process.
- Evaluate the situation in the right context to interpret the right outcome.
Resilience draws strength from great network and analysis. If you work on the factors that might affect everyday sales scenarios, you can easily build a highly effective sales process.
Your sales team has a personality. No, not individual personality, but a collective personality that is highlighted through how a team reacts to an incident. Such reactions can be captured in:
How they help each other. If you have been part of the sales process, you must be knowing that peer-to-peer training is the most common way salespeople learn the trick of the trade. How they support each other in achieving individual goals. What is their individual idea of success and the measures they take to achieve it. How do they resolve conflict and what are the after-effects?
It is the people who drive the sales process. And thus they must work in harmony and with enthusiasm to lead the process to a successful outcome.
From prospecting to closure, every element of sales is a part of greater strategy on which the foundation of the product is laid. The strategy clearly defines why the product has been made or the service is being delivered. Every salesperson in the team should be a part of this greater strategy, no matter at what level the person works. As strategy without execution is a clear waste of time.
Sales strategy is basically the direction that the team follows. Thus priorities should be clear for everyone in the team. And every outcome should be measured in order to evaluate the team and individual performance.
Often sales managers come up with arbiratory goals and revenue numbers based on the product development team and inventors’ demands, which create confusion among salespersons. Such confusion can deviate the team members from the strategic path and create distrust for the management team.
Alignment is the key to sales success.
In the sales process, everything should be aligned with the larger goal of the organization. For instance, company goals should be aligned with sales goals and sales goals should be aligned with marketing goals.
Every nut and bolt in sales the process should be correctly used and fixed to let the sales engine run efficiently. Sales leaders need to take care that every dot in the sales process is well connected. Often the field sales operations processes are broken and since leaders lack the visibility, it becomes extremely difficult to determine what is causing cluckiness in the machine.
If you can’t measure an outcome, it should not be in your sales agenda. Every activity in the sales processes must be measurable to determine the precise outcome.
Since sales activities are number-centric and individual and team performance directly influence the revenue of the company, the sales leaders must tag a specific number to each activity if they expect their team to achieve a certain outcome. Some of the common metrics in sales are:
- No. of calls made in day
- No of follow-up meetings done
- Average size of the deal
When you measure the outcome, you get the exact picture of the performance of the team, which could help you in making sales strategies essential for the success of the team.
The Final Thoughts
As the technology is advancing, which is expected to drive the consumer behaviour, companies need to include a technology plan to optimize their sales process. Technology can empower you to stand tall on these fundamentals and boost the sales performance