Despite the advent of Inside Sales and technologies to scale sales efforts, Field Sales operations offer a number of benefits for tech and B2B companies, especially in the early stages of opening a market or launching a new product.
These are the top benefits of Field Sales:
- Building relationships: Field sales reps have the opportunity to build strong relationships with potential customers face-to-face. This is especially important for complex sales where multiple decision-makers are involved.
- Understanding customer needs: Field sales reps can get a better understanding of customer needs by meeting with them in person and seeing their businesses firsthand. This information can then be used to develop better products and services.
- Closing deals: Field sales reps have a higher close rate than inside sales reps. This is because they can build trust and rapport with potential customers more easily in person.
- Generating leads: Field sales reps can generate new leads by attending trade shows, networking events, and cold calling. This is especially important for new companies or companies that are entering new markets.
Types of Business Opportunities That a Presence in Market and on the Field Can Bring to Sales Effectiveness
A presence in the market and on the field can bring a number of business opportunities to sales teams. For example, field sales reps can:
- Identify new opportunities: Field sales reps can identify new opportunities by meeting with potential customers and learning about their needs.
- Qualify leads: Field sales reps can qualify leads by meeting with them in person and assessing their fit for the company’s products or services.
- Close deals: Field sales reps can close deals by building relationships with potential customers and addressing their concerns.
- Provide customer support: Field sales reps can provide on-site customer support to existing customers. This can help to build customer loyalty and satisfaction.
- Partner with other businesses: Field sales reps can partner with other businesses in their region to cross-sell and promote each other’s products and services.
Disadvantages of Field Sales Operations
Field sales operations can also have some disadvantages. For example:
- Higher costs: Field sales reps are typically more expensive than inside sales reps. This is because they have to travel and incur other expenses such as meals and lodging.
- Less efficiency: Field sales reps can be less efficient than inside sales reps because they have to travel and spend time meeting with potential customers in person.
- Less control over data quality: Field sales reps may be less likely to enter data accurately and on time than inside sales reps. This is because they are often on the road and do not have access to the same tools and resources as inside sales reps.
How to Mitigate the Disadvantages of Field Sales Operations
There are a number of things that tech and B2B companies can do to mitigate the disadvantages of field sales operations. For example:
- Use technology to automate tasks: Field sales reps can use a variety of tools and technologies to automate tasks such as lead generation, contact management, and reporting. This can help to improve their efficiency and reduce their workload.
- Provide training on data entry: Field sales reps should be trained on the importance of data entry
Advantages of Inside Sales Operations in More Mature or Established Markets
Inside sales operations can offer a number of advantages for tech and B2B companies in more mature or established markets. For example:
- Lower costs: Inside sales reps are typically less expensive than field sales reps. This is because they do not have to travel or incur other expenses such as meals and lodging.
- Greater efficiency: Inside sales reps can be more efficient than field sales reps because they can use a variety of tools and technologies to automate tasks and connect with potential customers.
- Scalability: Inside sales operations are more scalable than field sales operations. This is because it is easier to hire and train new inside sales reps than it is to hire and train new field sales reps.
Conclusion
Field sales operations can offer a number of benefits for tech and B2B companies, especially in the early stages of opening a market or launching a new product. However, it is important to weigh the costs and benefits of field sales operations before making a decision. In more mature or established markets, inside sales operations may be a more cost-effective and efficient option.
