If you are a sales manager, the following question will surely passed your mind.
Can on-field tracking software make a difference to your sales bottom-line?
Let’s take a moment to explore this question in detail and why companies should deeply care about their on-field sales operations.
As per studies conducted by Oxford Economics department, face-to-face sales meetings are still overwhelmingly favored by sales professionals for closing deals. The field sales meetings are believed to be more than 85% more successful at closing deals.
With this in mind, the sales teams should employ all effective means of achieving on-field success. This could be achieved through a field and Meeting management Platform.
Let’s first consider what’s expected of a meeting management platform.
For a field team, it’s fairly obvious that the closures happen as a result of sales meetings. In order to close the maximum number of deals, the sales reps should try to maximize the number of meetings.
But even as the face-to-face sales meetings are definitely more productive, they can only be conducted at the convenience of both the salesperson and a willing prospect. It’s enough to consider the pure economics of time and transit costs involved to make you scramble for any alternate sales strategy.
With keeping this data in mind, it makes sense that companies should start exploring all feasible ways of maximizing the number of customer meetings.
For this, you would need to try and optimize the different aspects of on-field activities.
Introduction to mobile meeting management software
For the above reasons, the sales managers are required to discover smarter and better ways to explore possible client meetings and arranging meetings and transits. This helps you to arrange more meetings and meet your specific sales targets.
The CRM-based Mobile meeting arrangement is an ideal way to plan and arrange these meetings. This helps you simulate a better plan to meet maximum number of prospects within a given timeline.
A CRM-based Mobile meeting management system lets you set and align meetings across the relevant geography. This system allows you to utilize every opportunity for arranging potential sales meetings.
Now, this may very well lead you to asking a very important question of quality over quantity of meetings.
Very well, but how can it help me to create opportunistic meetings with real sales prospects?
In other words, does the field management software just helps you arrange more meetings, while not essentially increasing the odds of potential sales conversions.
For this, let’s consider how the field sales management platform helps you manage the different challenges involved in on-field sales meetings.
Challenges in managing Pre-sales and Deal Closure Meetings
An experienced sales manager knows that the path to final deal closure meeting is long and winded. And, it takes just one decision to derail the entire sales prospecting process.
Sometimes, it may take up-to five preparatory meetings before the prospect makes the final call to close the deal or drop-off the entire sales exchange.
This means that even the most confident sales managers are in a state of contemplation about their field approach.
Can I remotely manage the field efforts?
Should I accompany meetings?
Where is my best opportunity?
This usually includes the introductory meeting, pitching meeting and negotiation meeting. Needless to say, this deal closing procedure is time consuming and often confusing. Sometimes, you may even lose track of where you stand with every sales prospect.
In this blog, we’ll look into how a field sales management platform can help you manage and navigate these different sales challenges. On the other hand, we can also look into the optimal ways to discover the right sales opportunities.
We shall each of these situations.It’ll also help you manage most of these objectives.
How a CRM helps you marshal the challenges of field sales?
As indicated earlier, the success in field sales depends on managing to arrange maximum number of sales meetings within a given amount of time and energy. This requires you to arrange meetings and handle client commitments across the city. Simultaneously, you also need to set specific objectives for each sales meeting.
SaaS based Mobile CRM system is best suited to meet this objective. It helps you open-up a clear communication channel with every prospect over the geography.
This helps you open-up integrated communications between the management and sales personnel at the field attending meetings. This helps you manage clear communication channels with each and every field employee.
It allows you to make sure that you aren’t just stuck at communicating motivational messages.
Arranging the optimal route to maximize meetings
Before arranging a sales meeting, you may need to answer multiple questions.
Can I possibly have my best option attending the critical meetings? Will this prospect need more technical answers? Could there be a better meeting pattern?
For this, you can initially list-out all the potential targets for sales meetings. This will help you close an optimal number of meetings across the geography.
This will allow your sales reps to assign meetings based on specific sales geography. By having an optimal route for transit, you can arrange maximum number of sales meetings and close those meetings on-time.
By having a CRM platform, you can simulate a plan to cover maximum geography and maximize your meeting attendance.
Mobile Location Tracking and Reporting
A Mobile CRM should be able to objectively figure out a meeting pattern that realizes maximum number of meetings across the geography. For this, you need to have a daily plan that reaches maximum number of prospects within given working hours.
The SaaS mobile system lets you track employee location across the geography. Letting you know about the current location of an employee at any given time.
Further, this lets you simulate a plan to arrange maximum number of meetings across the geography. By plotting the transit routes of each field employee, you can leverage possible meetings for each employee.
Tracking each sales meeting based on Specific objectives
After fixing a meeting, the next objective would be to leverage maximum traction out of each and every sales meeting.
In the usual scenario, each sales meeting comes to be judged based on the final sales closures. With having a low rate of closures, this will act as a unproductive pressure on the sales reps.
In this place, you can set a specific objective for each prospective sales meeting.
Without an objective, your sales rep may report every meeting as ecstatic or completely disappointing without actually any co-relation to the final sales closure.
In this situation, every sales meeting be geared towards achieving a definite sales objective rather than having a happy-to-go-lucky conversation with the prospect.
For example, Kapture sales CRM lets you set the objective for each meeting and decide whether a particular meeting help you achieve this objective.
By setting specific objective for each sales meeting, you can start tracking the performance of each sales meeting.
Ultimately, more number of successful sales meetings that meet objectives will finally lead to more closed customer deals.
In this way, you can make customer communication into a part of every potential sales meeting.
Manage the field team as a cohesive unit
All experienced sales managers know the secret that a good sales team will outperform a great individual performer on the long-term.
For this, the sales manager should be able to engage on a 1:1 basis with the sales reps across the board. This will enable the sales manager to build a more engaged and motivated sales team.
A mobile CRM platform creates a unified and single communication platform for your entire team vertical. Within an unified platform, you’ll be able to structure each conversion to achieve maximum potency.
If your client portfolio is spread across the city, maximizing your customer exposure without burning out your field employees can be anything but easy. The SaaS mobile tracking system lets you create a smart visual plan to arrange meetings across geography.