Our data highlights three factors that play a significant role in outside sales teams’ ability to visit their customers regularly, build trust, and improve their sales.
Is it true that more regular customer visits equal more sales for outside sales teams? A Harvard Business Review (HBR) survey done after the 2008 financial crisis indicated that business leaders understood healthy relationships to be crucial to sustainable business success, and that these relationships depend on face-time with customers.
“Transparency sells better than perfection,” so why not just own up to it? It’s not easy to admit to buyers that your solution has its shortcomings. But that’s often exactly what’s necessary to increase win rates.
How do field reps stay entertained in traffic or while travelling to a customer who’s an hour or more away? Do they tune into music or talk radio? Or, do they prefer listening to a podcast or getting lost in the plot of an audio book instead?
Field sales reps spend about 20% of their week on the road – some of them even more. That’s at least one day a week spent driving! Don’t confuse drive time with ‘lost time’, however. Here’s 6 ways to ensure time on the road is productive and contributing to sales success.
When your car becomes your office, you must make sure it’s a space that gets you ‘in the zone’. Sales reps spend their most important moments of each day – in between customer visits – in their cars. Surveyed sales reps share the songs that keep them up and selling on the road.
Salespeople face the challenge of having to represent their brands and win the trust of customers while negative labels hang around their necks. Here’s 4 reasons why reps get a bad rap and how the right sales tool helps them to shake off these labels.
Experts rely on open-ended questions to provide expert advice. Salespeople looking to provide potential customers with expert product or service advice can use the same technique to increase trust and close deals.
What is the number one piece of sales advice you’d give someone? Ever wished you received more regular advice as an inexperienced salesperson? We asked members of Skynamo’s business development team to share their best advice with readers.
A staggering 89% of field sales reps interviewed shared that they don’t trust the data they themselves record during customer visits and process into their company’s reporting system. We uncover various reasons for this self-sabotage.