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Your digital playbook to a new era of field sales

Discover the forward-thinking strategies, steps for success and groundbreaking tools used by industry leaders as outside sales teams transition inside

Best Practices

What is the state of field sales today?

Watch our CEO / Founder Matthew Sniff sit down with two managers from Ferguson Enterprises to discuss where field sales is heading

Return to the Field | The State of Field Sales Today | July 17, 2020

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Field reps are field reps. They want to be out talking to customers... but I think (the industry) is definitely going to change.
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Victor Castillo

Area Sales Manager, Southern California

By the numbers

The following metrics were collected via polling a small sample of sales leaders

43%

of field pros say their teams are spending more time with important accounts

71%

of field pros reported their team has not made cuts due to COVID-19 and related issues

86%

of field pros believe that aspects of inside sales will come to replace some field activities

Learn best practices used by modern field teams and how you can implement them using MMC

PRIORITIZE SAFETY

Keep health top of mind for reps and customers alike

Based on insights from our webinar and customer conversations, we've found successful field teams emphasize safety to show respect toward their customers

Set appointments

Don’t just drop by — schedule face-to-face calls ahead of time and establish boundaries beforehand

Text ahead

If in the area of a customer that’s open, send them a quick text to see if it would be okay to stop in

Know who's open

Many businesses will not be open or only open for limited hours — take notes on the status of your customers

Use PPE like masks

Supply your reps with appropriate protection and encourage them to use it as a symbol of respect to customers

The #1 mandate is safety... It’s all about making sure you have PPE and (are) setting up appointments. We have to respect (the customer’s) needs and their comfort.

Rob Sherman

Area Sales Manager, Southern California

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Use Map My Customers to protect your reps, customers and business

  • 1

    Sort customers by opening status

    Set up custom Groups to ensure reps know who is (and isn't) open

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    Ensure your business protocol is taken

    Use Custom Fields to gain additional insights about how reps are following your guidelines

  • 3

    Track field activities

    Reps can schedule and log appointments from the app which include a timestamp and location

Watch this mini demo on how to use Map My Customers to adopt respectful visiting procedures

Talk to a specialist about using Map My Customers as a hybrid sales tool

Book a Call
INCREASE ACTIVITY

Adopt inside selling tactics to get ahead

Based on insights from our webinar and customer conversations, we've found successful field teams are adopting new methodologies to get ahead

Increase call volume

Coach reps to think like an inside seller. Increased touchpoints is a key to success when working the phone

Keep prospecting

Encourage reps to digitally prospect for possible customers in their territory, then set future calls to keep their pipelines full

Incentivize high performance

Bring out the best in reps by instilling competitions and rewards based on activity level

Adjust deal funnels

When using new selling methods, make sure your deal funnel reflects the increased touchpoints and pace of an inside sale

We want to hit 40 check-ins a day. And those check-ins aren't going to be face to face. They're going to be emails, phone calls, and text messages… The number of touch points is always going to be key.

Rob Sherman

Area Sales Manager, Southern California

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Headshot of Rob

Use Map My Customers to enable your team to be hybrid sellers

  • 1

    Keep activity levels up

    Compare and reward rep activity like calls and emails using the Field Dashboard

  • 2

    Grow your pipeline

    Use in-app Lead Generation to find contact information of prospects in your territory

  • 3

    Revisit how you track deals

    Create and edit deal funnels in the app to reflect increased touchpoints and deal pace adjustments

Watch this mini demo on how to use Map My Customers to adopt inside selling tactics

Talk to a specialist about using Map My Customers as a hybrid sales tool

Book a Call
TARGET RELATIONSHIPS

Focus on and understand existing customers

Based on insights from our webinar and customer conversations, we've found successful field teams are increasing revenue by meeting (often new) needs of existing customers

Listen to your customers

Take some time to hear how things are going for your customers and look out for ways your business can meet new needs

Restructure your pitch

Encourage reps to align their messaging to meet new customer needs, then emphasize new products or services to upsell or cross-sell

Show you care

If reps can’t make a visit, they can drop off something like a gift basket or branded merchandise to keep top of mind

Prioritize customers that fit

Focus on groups of customers that need your solution the most — it may not look the same as it did in January

We’ve been focusing a lot on customers where we already have that relationship… and try to get into some other areas where they may not already be purchasing.

Victor Castillo

Area Sales Manager, Southern California

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Headshot of Victor

Use Map My Customers to enable your team to find opportunities in front of them

  • 1

    Learn more about your customers

    Have reps log calls and take thorough notes on new needs of customers

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    Show you care

    Encourage reps to build optimized Routes to top customers to drop off gifts or samples

  • 3

    Sort by priority

    Use Groups and Filters to tier and sort your customers based on new parameters

Watch this mini demo on how to use Map My Customers to find revenue opportunities

Talk to a specialist about using Map My Customers as a hybrid sales tool

Book a Call