The Evolution of Face-to-Face Sales
In an interview with Randy Webb, current Director of the nationally ranked Program for Excellence in Selling at the University of Houston, he expressed that “the biggest driver for change in sales going into the 21st century is new technology. CRM tech has changed the sales game. Salespeople today can’t go out and only worry about chasing the sale.” For many, this is an obvious notion, right? Technology impacts every aspect of our life, so why not our sales process too? It can be easy to drift over the face-to-face aspect to sales since it relies on…well face-to-face interactions. This may even seem trivial considering technology has steadily shifted sales to an online or over the phone, remote platform. But as Mr. Webb mentioned, there is potential for technology to impact every piece of the industry, especially the overlooked outside sphere.
Yes, field sales is driven by relationships. However, it still requires intricate planning and logistical attention. The influence of advancements in the form of analytics and tracking was an inevitable partnership with traveling salespeople and companies looking to maximize time and dollar efficiencies. Because of this shift, sales teams are beginning to REQUIRE features within systems that they use to collect and manage data.
New expected face-to-face sales tools:
- Route Optimization
- Cloud Storage
- Easy forms
- Calendar integration
- Team gamification for performance improvements
Falling in line with a traveling sales force, teams now can see a desperate need for a solution that integrates for mobile and cloud-based focuses. The ability for sales managers to manage and track sales activity from a remote location is now key. This is where new Customer Relationship Management (CRM) tools have developed a foundation for Face-to-Face sales success. With features such as route optimization, gamification, deep analytics, and elaborate forms, companies now have the ability to keep their team accountable and their information centralized.
Instead of displacing an entire sales strategy, technology has brought out the best in this interpersonal space. Sellers now need to find the most efficient way of how to go about their workday. On average, salespeople will see a 25-30% increase in sales meetings per week with route optimization. Similarly, teams also eliminate the need for clunky excel spreadsheets by having simple to use databases with information constantly being updated and stored on cloud services. Instead of returning from a visit to upload all needed information, everything an outside sales rep needs to know and pass on can be uploaded immediately from a mobile device.
Introducing Gamification To Field Sales
Gamification drives performance to new levels. Software that enables reps to track their individual progress, as well as their teammates in real time, opens a manager up to implement dynamic incentives. Also, it introduces fun competition among colleagues! No longer are companies subject to dry data applications or standardized interfaces.
During a time where we may see technology removing the need for a human interface, it’s quite refreshing to see a vital piece of business thriving from it. The return and evolution of face-to-face sales took much more than the creation of simple processes, but a continued strong value of relationships as a whole. A 2017 Forbes study shows that outside sales reps currently are attaining quota at a 10% higher rate than inside sales reps which we can hypothesize is due to a more intimate connection between the buyer and seller.
Enjoy Part 3 of the Face-to-Face Sales Series? Make sure to check out Part 1 and Part 2!
