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Are you looking for some new strategies to increase your field sales success rate? If so, this essential guide is for you! In this blog post, we’ll explore the key components of success in field sales and provide actionable tips to help you become a top performer in the field. Whether you’re just getting started in the field of sales or you’re a veteran looking to improve your game, there’s something here for everyone. With the right attitude, knowledge and skill set, you can become a master of field sales. So let’s get started!

What Is Field Sales?

Field sales is the process of selling products and services outside the office. Field sales representatives take their show on the road and meet with clients in person to discuss, demonstrate, and negotiate complex products and services. Field sales teams are typically responsible for reaching out to potential customers, following up on leads, and closing deals. They also need to keep track of their progress through KPIs for field sales, such as the number of appointments made and closed deals.

At its core, field sales is about establishing relationships with customers and gaining an understanding of their needs in order to create a tailored solution that meets their expectations. The goal of field sales is to build trust, showcase the company’s value, and demonstrate how the product can make their lives easier. Product demonstrations play an important role in field sales, as they allow the representative to explain how a product works in person. This helps ensure that customers understand the features and benefits of the product.

When Is Field Sales Important, and Why?

More ambitious sales goals

Field sales representatives and teams play a crucial role in achieving more ambitious sales goals. When a company has a strong field sales team, it can target larger markets, build trust with more customers, and better demonstrate the value of its products. With a well-defined field sales strategy, companies can define KPIs for their field sales teams, use product demonstrations to further explain complex products and increase customer satisfaction. Furthermore, having a reliable field sales team allows companies to expand into new markets and capitalize on opportunities. This, in turn, helps businesses meet their sales objectives faster and more efficiently.

Improved customer relationship

Field sales representatives are the lifeblood of any successful field sales team. As such, they are responsible for increasing customer satisfaction and building strong relationships with clients. In order to maximize their effectiveness, it’s also important to measure their performance in terms of customer relationship KPIs.

As mentioned earlier, one of the most effective strategies for improving customer relationships is product demonstrations. Having field sales representatives engage in product demonstrations allows customers to feel more connected to the brand and its products. This can be especially effective when the product is complex and difficult to explain. Product demonstrations help customers understand the features of the product, as well as the value they will get out of using it.

Aside from product demonstrations, field sales teams should also focus on finding new ways to deepen their relationships with their customers. They should work towards developing meaningful interactions, including one-on-one conversations, hosting customer events, and providing personalized customer service. Through these activities, field sales representatives can build a stronger connection with their clients and make them feel more valued by the company. This will lead to improved customer relationships and higher customer satisfaction levels, resulting in better KPIs.

Increased customer retention

By establishing relationships with potential customers and providing product demonstrations, a field sales team is able to provide an unparalleled level of customer service. This can be invaluable when selling complex products. A strong field sales team will have the necessary skills and knowledge to understand a customer’s specific needs and present solutions that align with those needs.

The value of this kind of customer relationship should not be underestimated. Having a team of experienced field sales representatives allows you to identify, qualify, and nurture customer relationships in a way that leads to higher retention rates. In turn, this will have a direct impact on KPIs for field sales, such as customer lifetime value, customer loyalty, and customer referrals.

Overall, field sales teams are essential for improving customer retention rates. With a combination of strong customer relationships, product demonstrations, and knowledge of the products you sell, you can make sure customers remain loyal for years to come.

Five Essential Traits of a Successful Field Sales Representative

Ability to engage with unresponsive leads and accounts

One of the most important traits that field sales representatives should have is the ability to engage with unresponsive leads and accounts. This is especially true in a market where customers are bombarded with sales offers every day. It takes an experienced field sales team to be able to reach out to customers who may not be responding to the traditional form of communication.

It is crucial for you to be able to establish trust and confidence with your customers. You should also be able to explain complex products and services in a way that is easy to understand. This will go a long way toward helping you build long-term relationships with your customers, which can then help increase customer retention and overall revenue.

You must understand the dynamics of the customer’s buying cycle and adjust their approach accordingly. You must be able to ask the right questions, demonstrate the value of your offerings, and understand customer needs. Remember, KPIs for field sales are often based on how well the representatives are able to engage with unresponsive leads and accounts. Therefore, having strong skills in this area is essential for you to succeed in field sales.

Ability to build long-term client relationships

Field sales representatives need to be able to nurture relationships with customers for the long haul. This means going beyond traditional sales tactics like product demonstrations and focusing on building trust and loyalty with the customer. You should be focused on creating meaningful experiences for customers throughout their buying journey. These experiences should be focused on customer satisfaction. You can include customer loyalty ratings or customer sentiment surveys. 

In order to build long-term client relationships, you need to understand the unique needs of your customers and proactively offer solutions that address those needs. You need to invest the time and resources to stay abreast of your customers’ industries and needs so you can provide tailored solutions when needed. 

You should also strive to provide exemplary service. This involves offering prompt responses to inquiries, delivering on promises made, and ensuring that all customers are heard and valued at every point in their journey.

Ability to set a consistent stream of quality appointments

As a successful field sales representative or team, it is essential to be able to set a consistent stream of quality appointments. Setting these appointments helps drive sales results and ensures that you are on track with your KPIs. Setting quality appointments involves finding the right prospects and being able to have meaningful conversations about the products or services you are selling. 

Being able to set a consistent stream of quality appointments requires exceptional organizational skills, including effective time management and planning skills. It also requires an in-depth knowledge of the product, as well as delivering on the needs of the customers. You will also know how to identify and build relationships with prospects who can benefit from their offering and be able to turn those conversations into long-term, mutually beneficial relationships.

Unmatched product and industry knowledge

Having unmatched product and industry knowledge is a key trait for a sales representative. You must be able to quickly understand customer needs and help them identify the best solutions for their needs. You also need to be knowledgeable about the nuances of your product or service offering and be able to demonstrate how it works during product demonstrations.

You must also have an in-depth understanding of your product’s features and functions so that you can explain complex products and services in ways that are easy to understand. Additionally, you need to stay up-to-date on industry trends and KPIs such as sales targets, customer response times, and customer satisfaction ratings. Having this level of understanding will help you anticipate customer needs and provide proactive solutions.

Ability to create value out of the sales relationship

Creating value in the sales relationship is a crucial part of field sales success. This is especially true for field sales representatives that have to interact with customers face-to-face and build strong relationships with them. You must be able to identify how your offering will create value for a customer and then clearly communicate this value to them in order to increase sales.

This ability to create value out of the sales relationship is a must for field sales representatives. This means crafting a compelling story about your product or service that highlights its benefits and features and shows customers how it will improve their business operations or lives. Product demonstrations come in handy as it allows your customers to get an up-close look at the capabilities of a complex product.

It’s also important for field sales teams to have clear KPIs (key performance indicators) that measure their progress in creating value for customers. By having tangible metrics they can track, they can monitor their progress and determine if they are delivering the expected results. By creating value out of the sales relationship, field sales teams can build stronger relationships with their customers and deliver results that will help them achieve their ambitious sales goals.

Two Must-Have Tools for Field Sales Representatives


For any field sales team to succeed, they need the right tools. Wingmate is one of the essential must-have tools for field sales representatives. It provides you with insights into customer relationships, enabling you to create more targeted outreach and product demonstrations. Wingmate features allow you to identify patterns in lead behaviour and provide actionable insights quickly. With this customer tracking tool, you’ll be able to analyze customer data to create personalized marketing strategies.  

Calendly/Chili Piper

Calendly and Chili Piper are invaluable tools for field sales teams. With Calendly, field sales representatives can easily book appointments with prospective customers in a timely and efficient manner. Calendly streamlines the process of scheduling meetings and eliminates the hassle of back-and-forth emails. Additionally, a field sales team can use Chili Piper to move leads through a sales funnel and track their progress. This makes it easy for you to track your KPIs and better understand how your activities are affecting your bottom line.

Wingmate Insights Future of CRMs

Field sales representatives are the lifeblood of any sales team. Their ability to build relationships and create value out of the sales relationship is essential for any business. To ensure their success, they need the right tools, a comprehensive understanding of their product, and the capacity to engage unresponsive leads and accounts. The right KPIs for field sales should be established that reflect the team’s performance and potential. Product demonstrations, complex products, and customer loyalty should also be considered to develop a successful field sales team.

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