Mastering Field Strategy:
An Inside Look with Knock It! Pro
Field sales season is in full swing. Are sales directors well-equipped with a robust strategy to make the most of it?
Often, exceptional field agents and managers gradually climb up the corporate ladder to occupy leadership roles within the Direct to Door (D2D) industry. They owe their success to their outgoing personalities, unwavering optimism, and resilient endurance.
These field champions are not only inherently excellent at managing their territories and maintaining stellar sales conversations, but they also embody a contagious confidence that inspires others. Despite these admirable traits, transitioning to a sales leadership or VP role demands even more. According to research, "72% of new sales leaders lack a well-defined sales strategy."
These leaders lean on their previous field experiences and trust their instincts, leading to surface-level solutions that fail to address roots of underlying challenges, ultimately causing more issues. As a result, turnover rates in these positions are exceedingly high. But why? The answer lies in the absence of a clearly defined sales process and a comprehensive analytics system.
Without these, leaders tend to overestimate the capabilities of individual salespeople, rely heavily on past sales victories, and take an unfocused, haphazard approach that can be counterproductive. So how can you escape this loop? The answer lies in designing a regularized, data-backed plan that confronts genuine obstacles.
Step 1: Build a Comprehensive Sales Process
It's crucial to have a structure that allows you to plan, monitor, and trace the journey of prospects turning into customers. The process should be adaptable, straightforward, and easy to teach while facilitating easy data collection, which forms the backbone of your company's growth.
For instance, let's say your reps generate plenty of contacts at the door, but they struggle to close deals inside the house. With a sales process in place and performance data at your fingertips, you can identify and address the bottleneck to enhance efficiency.
Step 2: Bolster Your Sales Process with Field-Specific Technology
Introducing Knock It! Pro—a user-friendly, mobile-optimized app exclusively for the needs of a D2D or field sales company. The app simplifies territory management, provides real-time communication, geographically-based lead tracking, and effortlessly adapts to the custom data reporting that you throw at it.
Step 3: Compile Top-notch Training Resources
What are you providing your reps and managers to build their knowledge arsenal? Do you have enough training resources and tools for them to leverage in the field? If your company follows a seasonal hiring pattern, you'll want to equip your new hires with the resources they need to learn and succeed quickly.
A helpful tool to guide your team is our Knock It! Pro blog, filled with valuable insights, tips, and strategies to elevate your sales process. The goal is to ensure that learning is scalable, repeatable, and easy to teach.
Transitioning from an enthusiastic field agent to a strategic leader requires understanding the difference between enthusiasm and strategy. Strategy drives success and involves constant data gathering, refining, and adjusting to ensure continual improvement.
For added insight, visit our Knock It! Pro blog to learn about field sales leadership and other helpful sales topics.
Developing a winning field strategy requires thoughtful planning, patience, and a willingness to embrace new tools. With Knock It! Pro, you can create a roadmap to success that not only revolutionizes your sales process but also empowers your team to excel.
