What Are Your Sales People Doing On The Road?
By Brian Dayton on Mar 25, 2013
When your sales team is in and around the office you’re working to make sure that your people are tracking to goal, focused on the right opportunities, and closing deals.
It’s your job. It’s their job. It’s sales.
Despite breakthroughs in video conferencing and online collaboration the average field sales person still spends half of their time each week on the road. In airports, at customer sites, or in-transit between.
There is no replacement for in-person, look them in the eye, sales calls to build and deepen the relationships that are critical to selling.
The good news: Mobile devices and networks are evolving a rapid pace so sales reps can stay connected. They’re staying in touch with you and other team members.
The bad news: When they’re on the road most sales reps are either a) disconnected from SFA entirely b) managing processes outside of SFA over email or c) duplicating data entry in different systems
- a) SFA helps keep everyone on the same page and apply the right resources where you need them. Disconnect from SFA and, at best, you’ll start to see delays in your reaction time—like when you need to provide coaching, call in more resources on a deal, or re-prioritize how and where people are spending their precious time.
- b) SFA is gives you and the team visibility into what’s happening. Start moving processes into email then you’re going to run into visibility and scalability issues—the same issues that drove to you invest in SFA in the first place.
- c) Forcing your people to re-key information into multiple systems is inefficient and is time spent doing administrative tasks that could have been spent selling.
Social. Mobile. Complete. Oracle CloudWorld is Coming
For sales reps—especially sales reps who are on the road and in front of customers—every minute counts. That’s one of the reasons that Mobile is one of the key themes of Oracle CloudWorld. And the good news, an Oracle CloudWorld event is coming to a city near you and you can learn more.