Tag: sales

Field Force Automation Software Benefits for Businesses
Field force management is a highly challenging task: it can be especially gruelling since you are not physically present with your field force executives. Many industries have a large deskless workforce deployed across the globe to perform a wide variety of tasks. After all, you cannot run a business with the help of desk jockeys alone!

That being said, there are several things that you need to ensure to streamline field force management:
- frontline workers maintain excellent standards of operational execution and compliance
- data is accurately captured in the field and used effectively by the head office to drive continuous process improvements
- workers in the field are provided with an enriching experience that nurtures and brings forth their full potential
Field Force Automation is a fantastic tool that can help organizations achieve the objectives mentioned above. It ensures greater efficiency and compliance. In addition, it optimizes employee performance and establishes real-time communication between the head office and operational frontline.

Let’s dive deeper, understand what is FFA and the benefits that it offers to your business.

What is Field Force Automation

Field Force Automation is an aspect of field service software that leverages mobile technology such as mobile devices, wearables, and IoT sensors to facilitate bi-directional communication between technicians in the field and the head office. Data is instantly recorded in the back-end, eliminating the time spent on manual data entry and the risk of errors associated with it.

By implementing FFA, organizations allow field force executives to capture and share data in real-time, enabling managers to evaluate, provide feedback and boost performance.

Advantages of Field Force Automation

Increase efficiency

By leveraging analytics, you can process the abundant amount of data generated in the field and gain valuable insights into locations having plenty of business opportunities. Route optimization empowers field workers to navigate their territory in the most efficient way, reducing the time and cost of traveling.

Assign leads automatically

When a lead is captured, the FFA software automatically assigns that lead to the relevant salesperson based on certain criteria like zip code, product, or proximity. This reduces response time drastically. The sales rep receives instant mobile notifications and can access the available lead details with just a tap.

Achieve greater visibility

Operational directors can use FFA to gain greater visibility over performance in the field which helps to eliminate inefficiencies and reward top performers.

Field Service Management Software allows you to see what is happening on the field from a distance with real-time geo-tracking, spontaneous updates on sales activities with customers, or requests for assistance from the manager.

It makes it easier to track the performance of your sales team members without breathing down their necks. A simple dashboard on the web app provides you with a clear report of all sales reps, which includes what they’re currently working on, their location at the moment, the client they’re meeting, the distance they’ve travelled, etc.

Build meaningful and personalized customer relationships

FFA allows you to forge longstanding trust-based relationships with customers and deliver an engaging customer experience. It provides customer information and history to your field force executives, enabling smooth interactions with customers.

The automation tools are often identity-driven: they can identify past track records, touchpoints, and communication history, helping your field force executives to better plan their approach to customer service.

FFA software can provide notifications to the customer about shipping status, delays, etc. to make sure the customer is informed throughout the entire process. To put it simply, it helps customers identify and relay their requirements accurately, allowing you to better serve your customers.

This kind of directive and administrative software improves communication and shows both the customer and the home office more about what is needed and what the company can do to serve a particular client well.

Nurture the well-being of your employees

A seed does not grow into a tree, simply because of your desire to eat its fruit. It needs healthy soil, manure, sunlight, water, and active nourishment from your side to blossom into a full-fledged tree.

The same holds true for your field force employees. You need to create a positive, uplifting atmosphere in which your field force employees can thrive. FFA technology enhances employee engagement in several ways.

It allows organizations to create a knowledge repository of field workers’ expertise and enables employees to upskill quickly. If any of your frontline workers leave the workforce, their expertise can be preserved and used by newcomers in the organization.

Field force automation solution also empowers frontline workers to execute tasks, communicate and collaborate with greater effectiveness, saving them valuable time and providing them with a frictionless experience.

Using FFA software, organizations can transform frontline operations into a fun-filled process and enhance employee involvement. You can recognize and celebrate individual achievements, offer personalized feedback, and set performance incentives to bolster employee spirit.

In a nutshell

Looking for robust FFA software to turbocharge your field force operations? We’ve got the perfect solution for your needs.

Happisales is a neat and elegant field force engagement platform that allows you to perform sales, collection, order, and service in a synchronized way. Using Happisales, you can log customer data effectively, avail push notifications based on tasks performed in the field, and track the journey of your field executives in real-time.

It is a progressive solution that automatically plans the best travel route based on the location of meetings and generates actionable customer insights, enabling your field reps to create meaningful customer experiences.

Designed to enhance collaboration between managers and field reps, Happisales allows managers to assess and maximize the performance of field executives. In addition, it simplifies attendance tracking as well as order management enabling you to optimize field force activities.

So, what are you waiting for? Talk to our experts and schedule a free demo today!
March 25, 2022
The complexity of Field Sales when compared with Online Sales

Introduction to online and field sales:

Traditionally, field sales and inside sales have had their distinct domains. Field salespeople conducted most of the heavy labor, meeting with customers in person. Inside salespeople sold via the phone and the Internet and were in charge of simple items, small and remote clients, and simpler sales activities, including lead generation and renewals.

However, field sales utilize online technologies like automated field sales tracking solutions in today’s digital age. At the same time, inside sales are encroaching on-field sales territory. As a result, businesses must reconsider how they structure, hire, support, manage, and incentivize their field and inside sales staff.

The digital revolution drives the convergence of field and inside sales in three ways. First, digital enables freemium and subscription sales organizations, which direct clients to digital and inside sales channels rather than costly field personnel.

Second, as technology improves, digital communication tools have grown more commonplace. Customers and salespeople (both inside and outside) are increasingly using email, live video, online tools, field force automation solutions, and websites to share information, develop and evaluate alternatives, and complete sales transactions.

Finally, data and analytics influence more salespeople, sales managers, field force managers, and sales leaders in online sales. Companies have always concentrated heavily on field sales, but the sector is changing. Online sales are expanding at a 15x quicker rate than outside sales.

Key differences between them:

The primary distinction between inside & outside sales is the salesperson’s interactions with customers. Field sales are conducted in the field via face-to-face talks. Online sales are conducted over the phone or the Internet.

Other distinguishing criteria include client acquisition expenses, revenue predictability, and the types of talents salespeople must possess to thrive.

Why choose online sales over field sales?

According to anecdotal evidence, inside sales teams grow 15 times faster than outside sales teams. Companies are putting their faith in in-house teams. It can be ascribed to causes such as the expansion of software companies and that more businesses are now selling to customers worldwide.

Another element that helps inside sales is that they spend, on average, 71 percent of their day selling. Due to longer travel times and difficulties coordinating face-to-face meetings, field sales representatives only spend 41 percent of their time.

With the rise of digital products and services, scheduling product demos via video calls utilizing Zoom, Skype, GoToMeeting, or similar applications is possible. Field sales teams can concentrate on less volume and spend more time with enterprise clients with particular demands and long sales cycles.

As measured solely in dollars and cents, field sales necessitate a higher investment to succeed. Outside sales representatives earn 12-18% more per year than inside sales representatives. Travel costs are undoubtedly higher due to the increased need to visit clients in various geographic locations.

As businesses look for new ways to sell more for less, harnessing the resources of an efficient and productive online sales staff leads to considerable cost savings while keeping production at the same, if not greater, level than before.

Final Thoughts:

Most businesses establish a balance between internal and external sales, as we’ve seen. It is less expensive and more scalable to build an inside sales team. However, if you’re dealing with big clients with lengthy sales cycles, an outside sales force might be a better fit for your company. All you need is a sales tracking software to conduct efficient business!

February 11, 2022
4 Ways to Measure the Productivity of Field Sales Employees
Consistently exceeding sales targets pays everyone’s bills, including commissions and bonuses, and guarantees the company’s bottom line is powerful. The biggest determinant you have for consistently managing and delivering on your goals is measuring and tracking your Field Sales Team’s performance and progress.

You cannot afford to lose vision of the woods and only see individual trees. The first step towards determining sales team performance is to have clear visibility. It is far more efficacious than piecing together the entire picture from the operations of individual sales reps, which is time-consuming.

Implementing sales tracking may appear difficult, but it does not have to be. There are only a few practical steps required to develop an effective method for measuring, tracking, and reporting on the performance of your sales team.

4 Ways to Measure Sales Productivity:
- Establish key performance indicators –
KPI, also known as the Key Performance Indicator, is a value that measures the performance of various aspects of the firm to determine whether or not it has met its targets. Any sales organization must create a real-time dashboard to track the performance of their sales team.

Also, a Field Force Automation Solution is equally enabled to track the performance and productivity of your sales reps’ team.
- Evaluate forecasted business vs. Targeted business –
Forecasting your business is more than just a numbers game. Rather, it is a well-researched estimation that defines an organization’s future tendencies.

Accurate prediction reports express how many deals are necessary to fulfill your goal, the most likely buyers, and how much prospecting is required to fill your sales pipeline. field sales reporting apps are perfect for such predictions. The accurate forecast numbers provide a benchmark for salespeople to see if they are on track to meet their goals.
- Make time for constant follow up –
It is also tough to set aside time to check in with each individual. Use this opportunity to debate how their performance compares to the team’s goals and emphasize any key areas for improvement.
- Measure long and short-term goals –
The most impactful performance metrics balance short-term task completion with long-term performance. This combination of objectives and incentives promotes a positive work ethic.

With the right investigating tools and a field service management software designed to help you track performance in real-time, you can begin working smarter and smacking those team targets regularly! With such intelligent solutions, you can monitor, track, and analyze your revenue-generating activities and ensure maximum productivity every time! Visit us at Happisales to learn more.
January 24, 2022
4 tips that will change the way you approach sales in 2022 and beyond!

It is quite unclear when we will be returning to “business as usual”. Last year, the changes brought about by Covid-19 were considered as a temporary adjustment — something we would have to put up with for a few months before returning to commuting, workplaces, and in-person meetings. However, when businesses accept that the current state of affairs may be the new normal, they must move their attention from transient solutions to a new approach to organisational planning.

It’s time to adapt your field sales team for the environment we live in for any company that relies on direct sales to generate money. Here are four tips that will change the way you approach sales in the coming year.

Setting realistic goals

The capacity to promote products and services will decide whether a company succeeds or fails. The revenue gained through sales is critical to the growth and development of any small/medium business. A competent sales plan is required to thrive in today’s competitive company climate. A successful sales strategy tackles two issues: overcoming fierce competition and growing product and service sales. A sales manager’s job includes setting sales targets for their staff via field sales apps. Realistic sales targets are action-oriented and attainable, rather than being too focused on achieving specific figures. When it comes to creating goals for the team, the worst a sales manager can make is focusing entirely on the figures.

Of course, you want to increase sales and achieve better success, but without a strong strategy outlining how to reach a specific set of goals, it’s doubtful that your team can meet your target.

You should also evaluate your company’s long-term objectives. In order to meet targets, your field sales team may end up pursuing substandard, unproductive leads. This may have major consequences for your company’s reputation since salespeople over-promise and then under-deliver on your product or service.

Field Force Tracking Solution or sales force automation makes identifying and setting realistic goals that your field sales team can achieve. These goals and targets can be assigned to the team through field sales apps

Assign the right people for the right job

In many instances, employees are promoted to jobs that are not in sync with their talents and ambitions because their employer has incorrectly assessed how their skills and goals connect with the company’s broader strategy. Assigning people with a fitting job will have a variety of good results including better engagement. Studies have shown that employees appreciate being in a position where they believe they can flourish and do important work. By assigning the right job to the right employee can help you achieve a better customer service experience. Candidates with strong interpersonal skills are critical to the success of your company. The most common cause for new customers to leave is a negative customer service experience. Employees that are capable of taking ownership of their job and their role within your organisation will not only help your firm flourish, but they will also work to stabilise and enhance it. Using sales force automation systems enables managers to identify how their field sales team are performing and assign the right job to the right person.

Identify key players in each team

Employees that are organisational key players are those who keep your company functioning. They are the top achievers on whom companies focus their resources because their talents and specialty create value to the organisation. When trying to identify these key team players, companies should bear in mind the special attributes required to increase corporate success. Even if you find a candidate who isn’t the finest, you can still invest in them by assisting them in honing their abilities. Knowing the various qualities of these key team players can thus be beneficial to your operational effectiveness. Ideally, a key player must exhibit characteristics such as they must be inclined to collaboration, must have an optimistic outlook, and must have a competitive nature. Such team players provide a significant contribution to the stability and progress of not only their coworkers, but also of the firm.

Identify key players based on their achievements that are recorded on the field force automation system and enable them to achieve more.

Transparency in communication

Transparency is more than just a buzzword in business. It serves as a catalyst for organisational communication and responsibility. Transparency is essential for getting a 360-degree perspective of what’s going on, collaborating across departments, and having a true grasp of what’s going on throughout the sales cycle. Instead of focusing solely on the long term, establish incremental checkpoints for monthly or quarterly progress and share that information with the whole sales team. Incremental checkpoints assist managers in determining where the field sales team is doing well and where it may be struggling. Sharing the progress of these milestones may enhance the motivation and self-esteem of the field sales team who would otherwise go unnoticed until their annual appraisals. Most significantly, it can encourage healthy rivalry among employees. Transparency and accountability are most likely the two most critical aspects of a successful business. According to a Harvard Business Review poll, 70% of employees are more engaged when senior management consistently updates and communicates corporate strategies. Even if complete transparency may appear to be a bad idea, employees want to know what motivates the organisation for which they work. Furthermore, the team must be aware of the company’s goals in the short and long term, as well as how they will contribute to those goals.

Communication and openness at all levels of management will aid in the development of both productivity and trust among the sales staff. However, a lack of responsibility can have a disastrous effect, eventually leading to poor performance and sales. In other words, having clear standards and expectations for everyone, as well as feeling accountable for their work and outcomes, may assist sales teams enhance morale and productivity.

When it comes to sales, you have your job cut out for you as a business owner. You can achieve better sales with these tips along with automating the system using sales force management apps. Check out blog.happisales.com/ to identify how you can automate many processes in your business and achieve better sales at a lower cost. Schedule an appointment today!

January 3, 2022
Top 5 greatest salespersons of all time!
Sales and Its Importance

In any organization, the sales department drives revenue and growth. Salespeople bridge the gap between customer needs and the products or services that fulfill them. Great salespersons turn leads into loyal clients and ensure the company thrives. Even in marketing-warmed prospects, it is the salesperson who closes the deal, answers questions, and builds trust.

Sales remain a business’s main source of income. Without strong sales, companies risk losses and stagnation. Sales also build lasting relationships with clients and strengthen internal teams.

How Sales Has Evolved?

Over the last two decades, the role of a salesperson has changed dramatically. Customers are more cautious and want proof of return on investment. Decisions are now often made by teams rather than individuals, and buyers interact with companies multiple times before making a purchase.

There is no longer a fixed sales procedure. Modern buyers research, compare, and verify before committing. Today’s best salespeople know how to guide prospects through this complex journey effectively.

History of Sales
- 1752–1870: Specialized roles emerged
- 1849–1924: The era of snake oil salesmen
- 1988: Spin selling products
- 2011: Salesforce transformation
- 2015: Automation in sales
Best Salespeople of All Time

Here are some of the top salespeople whose work has inspired generations.

1. John H. Patterson

Patterson built one of the first structured sales management systems. He trained salesmen, set territories, and monitored performance. His system included scripts, quotas, and contests that motivated sales teams. Patterson is considered one of the best salesmen in history for creating a repeatable, measurable sales process.

2. Mary Kay Ash

Mary Kay Ash became one of the most successful salespeople in the world. She built a business with over 800,000 sales agents and annual sales exceeding $200 million. She treated selling as a service and motivated her team with recognition and rewards. Many consider her the best salesperson of all time in the beauty industry.

3. David Ogilvy

Ogilvy, known as the father of modern advertising, was also a brilliant salesperson. He built trust with clients through clear, honest, and persuasive communication. He is regarded as one of the great salespeople who influenced both advertising and direct selling globally.

4. Ron Popeil

Ron Popeil was a top salesman and inventor. His Veg-O-Matic and other products became widely popular. He showed that practical, well-designed products and clear sales could change the market.

5. Napoleon Barragan

Napoleon Barragan became one of the top salespeople ever in the mattress industry. His focus on improving communication and easing purchase decisions made him one of the most successful salesmen in the world.

6. Jeff Bezos

Jeff Bezos changed the way people shop online. With Amazon, he made buying simple with features like one-click ordering, personalized recommendations, and home delivery. His vision and ability to grow sales worldwide make him one of the most famous salespeople in the world.

Lessons from Top Salespeople

The best salespeople have some things in common. They know how to talk to customers and explain things clearly. They understand what people need and adjust to changes in the market. They stay motivated and disciplined. They also focus on keeping good relationships over time.

Who is the Father of Sales?

John H. Patterson is called the father of modern sales. He created sales processes that helped teams stay organized and are still useful today.

What’s next ?

If you want your sales team to perform like top salespeople, try a smart field sales platform. Happisales provides an app to handle sales, orders, collections, and service in one place. It helps salespeople, supervisors, and managers track work, plan routes, and stay productive.

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November 8, 2021