Sales category
Complete Guide to Field Sales
In field sales your calendar is your pipeline. Route planning, meeting preparation, and disciplined post-visit follow-up decide the quarter more than in-meeting technique.
In short
In-person selling across a territory, where travel time is the scarce resource.
Territory and route planning
Group visits by geography and by account value. A day with four meetings in one area beats two meetings and three hours of driving.
Making the visit count
Arrive with a written objective, a question list, and a proposed next step. Send the summary and the next step from the car park, not from the office three days later.
Skills that matter
- Prospecting
- Discovery
- Closing
- Follow-Up
- Sales Management
Roles
- Sales Professionals
- AE
- Sales Manager
Resources for field sales
All resourcesQuestions people ask
How much of the week should be in front of customers?
Aim for three full selling days, with one day for planning and prospecting and a half day for admin and internal work.
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