{"id":933,"date":"2022-04-19T14:00:47","date_gmt":"2022-04-19T14:00:47","guid":{"rendered":"https:\/\/www.psi-mobile.com\/?p=933"},"modified":"2022-04-19T14:16:03","modified_gmt":"2022-04-19T14:16:03","slug":"how-to-build-a-successful-field-sales-team","status":"publish","type":"post","link":"https:\/\/www.psi-mobile.com\/how-to-build-a-successful-field-sales-team\/","title":{"rendered":"How to Build a Successful Field Sales Team"},"content":{"rendered":"

In order to cut through today\u2019s digital noise, energy and telco sales reps are hitting the streets and knocking on doors. Known to elevate your brand,\u00a0door-to-door sales adds the human touch<\/a>\u00a0that other sales methodologies lack. When you put your sales reps directly in front of a prospect, they\u2019re able to build and strengthen relationships, provide a higher level of education on your products and services, lessen miscommunication, and create the type of trust and credibility that promotes customer loyalty. But getting your sales reps field ready can be a challenge.<\/p>\n

As you know only too well, sales is a demanding and many times thankless job and it\u2019s up to you to set your field sales reps up for success. The process starts the moment you hire a new field sales rep and the training you provide. It doesn\u2019t, however, end there. Keeping your reps engaged over the long term, avoiding\u00a0sales code of conduct breaches<\/a>, burnout, and boredom, while improving your profitability can be a slippery slope. That is why you need a strategy that will take the guesswork out of the equation. Read on to learn how you can build a successful field sales team and grow your business simultaneously.<\/p>\n

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Strategies That Will Have Your Field Reps Working at Peak Performance\u00a0<\/strong><\/h4>\n

Many sales organisations view sales as a game of numbers. While reaching sales quotas is essential to the financial health of your business, it needs to be part of the company\u2019s overall strategy. For example, let\u2019s assume that your energy company\u2019s field reps are paid strictly on a commission basis and are given virtually unattainable quarterly quota goals. While the numbers may add up and you\u2019re achieving revenue projections, where does this leave your reps? To reach their goals, there is the potential that they may resort to cold knocking on ineligible doors, go off script to convince customers to switch providers, or even use fake phone numbers, bank account details, and phoney or duplicate addresses to create a sale. When a rep goes rogue, it not only chips away at your\u00a0brand\u2019s reputation<\/a>\u00a0but can result in regulatory fines.<\/p>\n

Training needs to be an essential component of your overarching strategy. As explained by\u00a0Chron<\/a>, savvy business leaders understand the relationship between training and employee performance. However, to get the optimal results from your training and continuous learning initiatives, you\u2019ll need to create measurable metrics. To start this process perform pre- and post-training evaluations, as well as set key performance indicators (KPIs) that can be used to track your field reps performance over the long term. Be sure that the KPIs you decide on align with your brand values and expectations. It\u2019s also important that, at least at the beginning, you don\u2019t set the bar too high. Your measurable metrics need to be attainable, yet provide room for stretch objectives.<\/p>\n

When you expect too little from your field sales reps or provide little to no guidance, you run the risk that your reps will not only go rogue but become bored with their daily routine. On the opposite end of the spectrum, unattainable expectations can cause reps to quickly burn out. This often results in high field sales rep turnover, which ultimately means a revolving door of new hires and the ongoing costs of recruiting and training. To get your reps working at\u00a0peak performance<\/a>, the pressure you put on them needs to range between moderate and high.<\/p>\n

In an ideal world, field sales reps would be naturally motivated to always work at peak performance. However, the very nature of field sales lends itself to an unpredictable work environment. If you\u2019re like your counterparts, you\u2019re constantly searching for ways to keep your reps motivated. A study by\u00a0Harvard Business Review<\/a>\u00a0revealed that increased productivity and higher performance can be attained when workers are motivated by the interest, enjoyment, satisfaction, and challenge of the work itself.<\/p>\n

As the face of your business, field sales reps should be provided with the kind of work environment that will foster their ability to do what they love and deliver the kind of value that provides prospects and customers with the level of service they expect, while boosting their earning potential. Although many businesses rely solely on extrinsic motivators such as compensation, rewards, and recognition, the blending of intrinsic and extrinsic motivators have been proven to foster more engaged, loyal and productive field sales reps.<\/p>\n

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Crush the Competition by Taking Field Sales to the Next Level<\/strong><\/h4>\n

As you can see, poorly trained field sales reps or mismanaged expectations have the opposite effect of what you\u2019re trying to achieve. Reps that take a genuine interest in their customers and achievements are your ticket to profitability. However, their success relies on you. Be sure your reps have everything they need to hit the road running, including having intimate knowledge of the products they are selling, energy or telco industry expertise, the tools to build customer rapport, the knowledge to accurately answer customer questions, and the skills to close the deal.<\/p>\n

Your field reps are the face of your company to every prospect they meet. And as such you need them to represent the company in the most positive way possible. Whether you\u2019re\u00a0outsourcing your field sales<\/a>\u00a0efforts or have an internal team, you need to mitigate risks by planning ahead. And that starts with setting your field sales reps up for success!<\/p>\n

As the leading sales technology partner for energy and telco providers,\u00a0PSI<\/a>\u00a0has been helping more than 20,000 field reps positively represent the companies they work for. With more than 12 years of industry expertise, we have a unique understanding of the challenges individual reps, teams, and the business in general face when selling energy and telco services door-to-door. Our industry-specific platform and team of specialists are helping companies, like yours, focus on providing the tools reps need to operate at peak performance.<\/p>\n

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View our most recent case study<\/a>\u00a0to see how we helped SSE Airtricity set their field sales reps up for continued success.<\/p>\n","protected":false},"excerpt":{"rendered":"

In order to cut through today\u2019s digital noise, energy and telco sales reps are hitting the streets and knocking on […]<\/p>\n","protected":false},"author":1,"featured_media":937,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[10,17],"tags":[20],"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/www.psi-mobile.com\/wp-json\/wp\/v2\/posts\/933"}],"collection":[{"href":"https:\/\/www.psi-mobile.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.psi-mobile.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.psi-mobile.com\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.psi-mobile.com\/wp-json\/wp\/v2\/comments?post=933"}],"version-history":[{"count":5,"href":"https:\/\/www.psi-mobile.com\/wp-json\/wp\/v2\/posts\/933\/revisions"}],"predecessor-version":[{"id":954,"href":"https:\/\/www.psi-mobile.com\/wp-json\/wp\/v2\/posts\/933\/revisions\/954"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.psi-mobile.com\/wp-json\/wp\/v2\/media\/937"}],"wp:attachment":[{"href":"https:\/\/www.psi-mobile.com\/wp-json\/wp\/v2\/media?parent=933"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.psi-mobile.com\/wp-json\/wp\/v2\/categories?post=933"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.psi-mobile.com\/wp-json\/wp\/v2\/tags?post=933"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}