There was a time when a company’s sales depended upon field sales. Looking at the word “Field Sales Management”, it is clear that in the selling process, one needs to step into the market, search for their audience, elaborate their product features, and then close the deal.
But as time changed, this selling process has become a bit tough for the sellers and companies, especially those growing at a good pace and having a target to sell a vast number of products at the end.
It was getting hard for them to visit several shops and customers individually to make their sales, so most companies have shifted to Online Sales.
This selling process has found that their products reach even those places where an individual finds it difficult to achieve. Despite such a massive advantage of online sales, the question arises why several companies still need Field Sales Management.
The companies that sell excellent & highly-priced products must approach field sales instead of online sales. This article finds several reasons to choose field sales and guides the notable consumer companies.
Understand The Terms
The term Field Sales mainly signifies the process of selling products where the company’s reps come into the market and sell the products directly to the consumers.
In this process, the agents go through the leads’ data, explain the features of their product to the consumer, sell them and eventually close the deal.
As per the stats, it is being observed that the field sales have enhanced the sale compared to online sales. It is essential to balance online/outside sales and inside/field sales.
Specific Ways To Make Field/Outside Sale Management Effective
It is an essential part of any business that they should have the strategy to get desired results before executing something. Considering this, many companies, specifically FMCGs, do complete market research, build up their plans, and share with their sales reps.
In this point, we will describe the specific ways to be approached by the sales team for a better result in Field Sales Management;-
Focus on research
Before your approach, you should know who you will approach, their requirements, and whether the products will be beneficial for ultimate customers. This way, the sales reps can make a c according to the buyers’ needs and increase the good outcomes from field sales.
Understand the buyers during the approaching
While approaching the niche in the market, we find three kinds of customers/retailers with three different statements,
- Buying right now,
- I will buy it later,
- Never buy.
Now, it’s up to you how quickly you figure out what kind of customers they are so that you can save your energy and time for the interested buyers. The sooner you anticipate, the more buyers you can get.
Face the rejection
Being in sales, we should not expect good instant results as the limited trials cannot get familiar with the product. We have to be consistent in the market and make all possible efforts to build authenticity. In this process, we will undoubtedly face rejections, but if we face it, we will get several ideas of the market, and based upon that, we can target niche better than before
Clear the objections
During the interaction, the primary obligation of on-field sales reps should be to clear all the customers’ queries or anyone they are dealing with. It creates a feeling of comfort and trust in people’s minds, and thus, they attract more towards you.
Closing the deals
Closing the deal is the ultimate and significant step of making field sales effective. After all the analysis and demonstrations, your work is now to summarize everything so that the one you are dealing with should get the positive reason to buy your product. Your job is to make them realize how beneficial your effect can be for them and then close the deal.
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Why Should Companies Choose Field Sales Management?
Going through the sales data, it is seen that field sales have turned into the most beneficial options for the companies. In the following points, we have listed some of the benefits of Field Sales Management that makes the company go with this procedure;-
Enhance your sales
Your team working inside the corporation will probably pitch many customers, but there are no certain chances of turning that lead into a convertible one. In contrast to this, the sales team in the market will interact individually with the people and give you convertible and interested buyers. If the inside team increases the sale by 18%, the field sales will take it 40%. This way, it has a significant impact on the company’s sales.
Build a good relationship with the customers
It is part of human physiology that they understand and find someone/something authentic when they experience it. Taking this as a significant part of sales, Field Sales Management builds a good relationship with the customers and makes them experience every relevant thing. They make them familiar with the company’s products and convenience them to buy them once the sales team proves themselves authentic and reliable.
Live presentation attracts the customers.
When sellers interact with the customers, they do not directly open the PCs and let the customers understand it by themselves. Instead, before the elaboration, the sales team coordinates with the consumer, and once they succeed in this, they move to the next step. Showing the customers a live presentation of the product and answering every query certainly attracts the customers towards you and makes you believe in the authenticity of the product.
Make your complex business cycle easier.
We cannot sell every product online as many products need to be sold directly to the customers via field sales. For example, a Pharmaceutical company’s rep needs to meet the customer in person to sell their medical equipment. If we talk about B2B businesses, the company rep has to give the presentation to the client more often, and this process cannot be done through online means of communication. There is always a need for field sales in the company as the mere online selling process might reduce your sales.
What Are Ways Of Building The Foremost Field Sales Management?
Although modern technology has made the marketing process more accessible, people believe that one-to-one communication marketing is more authentic than online marketing. Considering this point, Consumer Goods Companies make the strategies for the field management to get productive results. Here, we have listed below some of the essential facts of making a good field sales management;-
Understand your team
Companies need to understand the capabilities of their sales team. They need to examine how effective their sellers can be when they step into the market. After this analysis, companies can short-list the number of on-field sales persons they should go with
Approaching new customers
After going through the team analysis, you need to understand how well your sellers attain new customers. A company needs to spread its product in top places, so their sellers should know how to approach and convenience new buyers.
Kinds of products
Selling small products and closing the deals is much easier than dealing in big-sized products. FMCG companies should focus on the size of a deal their sellers are negotiating because they need to make their excellent products familiar in the market to generate more revenue.
Coordination ability
During the making of Field Sales Management, companies should analyze how gently their sellers coordinate with each other. This ability will be proved very beneficial from the selling point of view. The better they coordinate, the more sales they can generate.
Closing Deal Ratio
Companies need to analyze how their sellers close the deals ideally before sending them to the market. As said, “all’s well that ends well” following this, it matters a lot how well the field sales team closes the deal because it is the time when you have to make the customers say “Yes”. The winning closing ratio makes it easier for the company to go with a particular seller.
What Attracts FMCG Companies More Towards Field Sales For Their Sales?
Any company can be categorized under FMCG (Fast-moving consumer goods), which sells its product at a lower rate and is consumed quickly. There is always a short profit margin on such products, so FMCG companies must maintain consistency in their production.
For example, Coca-cola, Nestle, Confectionery, Beverages, Bread, and many others are FMCG companies whose products are consumed quickly and sold at relatively lower rates.
Talking about the cause of why the sales of FMCG companies depend upon field sales management, we come to the point that the company’s sales reps are the ones companies need to understand directly connected with distributors, customers, and retailers.
They can give the exact market figure to the company and convert people into genuine consumers/buyers of the company’s products. Because of such reasons, FMCG companies expect a higher amount of revenue generation from their field sales team.
Conclusion;-
There are different ways to do work, which implies marketing and sales. As time changed, online selling has almost replaced the field selling or outside selling process. Many companies still believe in field marketing for their sales, as we cannot sell all the products online.
There is a need for Field Sales Management in every company to balance sales and enhance its selling of extensive and highly-priced products.
Consumer goods companies are the ones that prefer field sales management more in comparison to other companies as the markets and the consumers need to be more familiar with the goods. Thus, it is essential to focus on field sales to become more familiar with the market.
