{"id":23003,"date":"2024-11-18T15:00:05","date_gmt":"2024-11-18T14:00:05","guid":{"rendered":"https:\/\/diariodiunconsulente.it\/?p=23003"},"modified":"2024-11-19T09:51:54","modified_gmt":"2024-11-19T08:51:54","slug":"how-to-design-your-field-sales","status":"publish","type":"post","link":"https:\/\/diariodiunconsulente.it\/en\/2024\/11\/18\/how-to-design-your-field-sales\/","title":{"rendered":"How to design your field sales."},"content":{"rendered":"

by Alberto Aleo<\/a><\/p>\n

A good salesperson should be out in the field, visiting clients, knocking on new doors-in short, pounding the pavement. But who should they call upon, and how often? How can they avoid wasting time or making fruitless visits? Here are some useful tips for planning an effective field sales tour<\/strong><\/span>\u00a0that will help you optimize your schedule and achieve results.<\/span><\/p>\n

Challenges that help you grow.<\/sub><\/span><\/h2>\n

It\u2019s not always easy to find the motivation to get in your car and visit clients, especially if they\u2019re new and you already know you\u2019ll have to work hard to get them to listen. Leaving the office also means you\u2019ll write fewer quotes and fall behind. All in all, if you think about it, there are millions of reasons to never leave your desk. Except, of course, when it comes to spending a few pleasant hours with that loyal client, who is more of a friend by now, perhaps over lunch. And then, as you\u2019re already driving around, you might as well pay a visit to that annoying client who\u2019s called three times and wants to see you\u2026<\/span><\/p>\n

This may sound like a made-up story, but we can assure you it faithfully describes the mindset of those who are about to plan their sales calls<\/strong>. However, if you want your visits to be effective, you have to set aside your prejudices and ingrained habits and remember that only by climbing a steep hill can you achieve peak results<\/span>.<\/span><\/p>\n

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You\u2019ll need to leave your desk if you want to draft more quotes<\/strong>, and this activity is more important than simply filling them out or any other reason to be idle!<\/i><\/span><\/p>\n<\/blockquote>\n

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The relationship between the number of visits and that of closed deals<\/strong> is actually proportional: believe it! <\/span><\/p>\n

We salespeople are creatures of habit, and when we\u2019re carrying out field sales<\/strong>, we tend to always go to the same clients, avoiding those who make us work harder, perhaps labelling them as \u201cthose who\u2019ll never buy anyway.\u201d Are we really sure that\u2019s the case? It\u2019s worth trying to course-correct before someone else does it for us. Remember, some visits may be challenging but are necessary<\/span>, while maintaining public relations with loyal clients doesn\u2019t require frequent visits. We\u2019re the ones who should decide where to go and not simply respond to external stimuli. In the next section, we\u2019ll look at how we can design our field sales<\/strong> more strategically.<\/span><\/p>\n

\"Progettare<\/p>\n

Photo Kevin Bhagat on Unsplash<\/span><\/p>\n

Not all clients are equal.<\/span><\/h2>\n

Sometimes, the motto \u201cwe believe all clients are equal\u201d can hide strategic mistakes<\/strong> or even serious business unfairness. Equality in business relationships should be replaced by equity<\/span>, i.e., an approach that considers our clients\u2019 different needs<\/strong>. In a previous article, we mentioned client profiling<\/strong><\/a> and suggested a method for grouping them into four different categories<\/strong> based on their revenue and growth potential. These categories have different needs, so it would be pointless to treat them all the same way. Let\u2019s take a closer look and find out how often each client should be called upon.<\/span><\/p>\n