Companies that want to optimize their sales are often faced with the challenge of taking their field sales force to a new level. In this article, we take a look at 7 proven sales optimization measures that you can use to improve your field sales force and thus make it more efficient and sustainable. First, let us briefly explain what sales optimization actually means.
What is sales optimization?
Sales optimization refers to measures aimed at making the sales process more efficient, more targeted and more successful. These include analyzing and improving sales strategies, training sales staff and using digital tools.
The aim is to increase sales, reduce costs and strengthen customer relations. Ultimately, the entire sales organization should be better aligned with resources, the market and the target group.
Tip 1 to optimize your sales: Plan tours intelligently
Are your field reps spending too much valuable time on the road that they should be investing in profitable customers? With software such as portatour®, customer calls can be planned in such a way that driving routes and idle times are reduced to a minimum. Conversely, this means more appointments per day with lower costs and less stress for everyone involved.
Conclusion: Automatic route planning reduces mileage and increases the frequency of customer calls.
Tip 2: Territory optimization as the key to balance
A poorly planned or unbalanced sales territory is the root of many evils. If you want to improve your sales, you also need to regularly review and adjust your territory structures. With the automated territory planning from portatour®, sales territories can be automatically analyzed and redistributed – fairly, efficiently and without Excel chaos. You can choose from 7 possible scenarios immediately after each calculation.
Conclusion: fairer territory distribution, more motivated employees and better customer care.
Tip 3: Optimize sales processes by checking visit frequencies
Not every customer needs or wants to be visited equally often. Check which visits generate real sales and which customer may only tie up resources or cost time. An optimized sales process prioritizes A customers without completely neglecting B and C customers. portatour® allows you to define visit frequencies individually and automatically integrate them into the route planning.
Conclusion: Only those who prioritize their customers can optimally balance time and turnover.
Tip 4: Real-time reporting ensures transparency
Sales optimization does not work without clear reporting – but please not weeks later and in 15 different ways. portatour® offers the possibility of daily updated reports for visited customers, driving times, appointments and more without great effort. This allows you to identify optimization potential at first glance and make targeted improvements if necessary.
Conclusion: Transparent data in real time make problems visible and solutions plannable.
Optimize your field sales force with portatour®!
Tip 5: Sales optimization through targeted communication
A smooth exchange between office and field sales force saves duplication of work and also improves the relationship with your customers. Central platforms for communication and data maintenance are of great benefit here. With portatour®, you can rely on software that integrates into existing systems and can be linked to CRM and ERP systems, for example, in next to no time. You do not need your own IT department for this.
Conclusion: A well-networked team ensures smooth processes and better customer relations.
Tip 6 to improve your sales: Mobile solutions on the go
In times of advanced digitalization, one thing is becoming increasingly clear: paper is a thing of the past. Field reps now need mobile support in the form of calendars, customers, routes and call reports, which must be available at all times. portatour® is not only available as a web app, but also as an app for your smartphone and tablet. The SaaS solution is perfect for anyone who needs to act and react flexibly and quickly.
Conclusion: Mobile tools make your field sales force independent, responsive and efficient.
Tip 7: Training and motivating employees
The best software is useless if it is not used. Invest in training and workshops, clearly highlight the added value and involve your team in decisions. Those who experience the benefits directly will be motivated to follow suit. With portatour®, you can ensure transparent sales optimizations that will also inspire your team thanks to the clear advantages of less planning effort and more time at the customer.
Conclusion: Your field sales force is only as good as your employees. Train and motivate them.
Sales optimization: There’s a lot to do – let’s tackle it
In the end, one thing remains clear: sales optimization in the field is not a one-off project and not a matter of 5 minutes. But with the right strategy and a reliable partner like portatour® at your side, your sales processes and your field sales force can not only be optimized, but also put on course for success.
The combination of automatic route planning, territory optimization and a state-of-the-art mobile solution ensures that your team finally spends most of its time where it counts: with your customers.