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Field Activity Management HQ

Establishing Structure To Engage Remote Employees

Posted by Victoria Vessella on Aug 3, 2015 8:33:02 AM

It can be hard to foster a sense of community and routine amongst remote employees who have very little interaction with their managers and colleagues. When managers provide structure in field reps’ work lives, accountability and employee engagement increase. Employees will work more productively if they feel that their individual efforts contribute to the achievement of the overarching organizational goals. In order to create cohesion and heightened responsibility, managers of remote teams should focus on implementing formal and informal structural processes.

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Topics: Field Team Management, Field Team Accountability

Field Rep Essentials: Being Self Motivated

Posted by Amanda McGuinness on Jul 31, 2015 9:15:20 AM

Sales is an umbrella term that encapsulates multiple different tactics for selling. Two popular forms of sales representatives are those who make sales over the phone and virtual web demos (inside sales), and those who sell through client visits (outside sales). Though these sales strategies have the same ultimate goal, they each require a different set of tools and personal skills. It may not necessarily seem this way, but field sales reps differ greatly from in-office sales reps in both day to day tasks and mindsets. In-office reps are able to develop a much stronger sense of routine, where field reps largely dictate their own schedule. Motivation is key for any job. However, being self motivated is a more essential characteristic for field sales reps than it is for other sales professionals.

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Topics: Sales

Jet.Com Gets It, Do You?

Posted by Aya Tsuruta on Jul 30, 2015 9:00:00 AM

If you haven’t heard already, Jet.com is on the rise to give Amazon a run for its money. For a $49.99 annual membership fee, Jet users get access to what Jet.com claims to be the lowest prices online for millions of products. Certain purchases also unlock further discounts and deals as explained in their introductory video. Discounts, deals. That’s music to millenials’ ears–and this is exactly what Jet.com got right.

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Topics: Sales, Industry News

How Merchandising Audits Can Lead To Improved Business Strategies

Posted by Victoria Vessella on Jul 30, 2015 8:55:32 AM

Conducting regular merchandising audits is essential for any business competing in the retail arena. These types of audits are crucial for ensuring that your product is being properly displayed and is well-stocked at a given retail location. If field reps are able to perform thorough merchandising audits and deliver them to management in the most efficient way possible, businesses can stay a cut above the competition and modify their marketing programs as needed.  

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Topics: Merchandising

Inside vs Outside Sales: Which is Right for You?

Posted by Amanda McGuinness on Jul 29, 2015 8:38:00 AM

Sales based organizations typically choose between pursuing an inside sales model or an outside sales model. Inside sales implies that salespeople report daily to the office and make sales inquiries over the phone, via web based virtual demos, or through another remote strategy. Outside sales include field reps who travel for face to face meetings with clients and other services that benefit from a physically present representative. Today, inside sales organizations are more prolific, and are growing more rapidly than outside sales organizations. However the two are inherently different in the kind of sales they bring in. This is something to consider before deciding which model to follow. Should you choose one, or incorporate smaller teams of both styles into your sales organization? It all depends on your business and your product.   

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Topics: Sales

A Checklist for Choosing the Right Retailer

Posted by Aya Tsuruta on Jul 28, 2015 8:50:41 AM

There’s a reason you don’t see Skittles in the Wholefoods checkout line or Prada bags at Walmart. Suppliers need to choose their retailers strategically, and vice versa. A strong supplier-retailer relationship could lead to a road of long-term success and more efficient practices. Today, retailers and suppliers are becoming increasingly collaborative in order to capture their consumers using the lowest cost method possible. When searching for your ideal retailer, meet up with a representative face-to-face and follow this checklist of key considerations:

1. Target Audience

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Topics: Merchandising, Industry News

How Sales Reps Can Foster Trust with Customers

Posted by Victoria Vessella on Jul 27, 2015 8:45:00 AM

In today’s marketplace, salespeople and field reps are now expected to take on the role of customers’ trusted advisors. In her article “Why Trust Is The New Buzzword For Sales”, LiveHive Inc. CMO Micheline Nijmeh explains the importance of customer trust in today’s marketplace. Berkshire Hathaway vice chairman Charlie Munger stated at the organization’s annual meeting that “trust surpasses knowledge” as a modern tool for success.

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Topics: Field Activity Management, Field Team Management

CRM and FAM: Choosing a Software You Will Use

Posted by Amanda McGuinness on Jul 24, 2015 8:42:19 AM

When I was in fifth grade and the brand new, first generation iPod mini came out, I had to have it. It was trendy, cool, and came in blue - my favorite color. Previously when I wanted to listen to music, I borrowed my dad’s Napster mp3 player and listened to Bruce Springsteen and Willie Nelson. Despite my love for Willie and the Boss, I felt great need for a device of my own where I could store all of the Black Eyed Peas music a girl could ever want. I was elated when I got the device for my birthday. I told all my friends and brought it to school to show them, but did I ever really use it? Installing iTunes and setting it all up proved too difficult for my ten-year-old self and when I wanted to listen to music, I still borrowed my dad’s. That’s the point. You can pick the newest, most cutting edge software to implement at your business, but if you or your team are never going to learn how to use it, what's the point? Ten-year-old Amanda should have asked for a Napster. When you are looking for a new software, find your Napster. Not in the sense that your software choice will be obsolete in five years - actually, try to avoid that- but in the sense that you and your whole team will get a lot of positive, genuine use out of it.

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Topics: Technology - Cloud and Mobile, Field Activity Management

A Lesson from Amazon on Holiday-Creating

Posted by Aya Tsuruta on Jul 23, 2015 8:00:00 AM

While many seemed dissatisfied by Amazon Prime Day, what it really looks like is that these empty-cart-ers didn’t get to the site quickly enough. Every year on Black Friday, there are lines almost half a mile long outside of stores like Best Buy at the wee hours of the morning. People who strolled into the store at 3:00 PM later that day probably didn’t find much. The same goes for online sales. We tend to assume that online stores have an unlimited stock of items. But like any other retailer, that’s not the case, and Amazon ran out of the good stuff fast. “Prime Day peak order rates have already surpassed 2014 Black Friday. Prime members have bought tens of thousands of Fire TV Sticks, 35,000 Lord of the Rings Blu-Ray sets, 28,000 Rubbermaid sets, and 4,000 Echos in 15 minutes. The Kate Spade purse was gone in less than a minute,” an Amazon spokesperson told Adweek. So while some customers didn’t get what they wanted, sounds like many people did, including Amazon.

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Topics: Sales, Industry News

INTERVIEW: Miles Masci on Product Launching and Retailer Relationships

Posted by Aya Tsuruta on Jul 22, 2015 8:00:00 AM

At Repsly, we want to provide you with the latest industry specific news and advice on managing field teams, so we’ve put together a series of repsclusive interviews with experts in the field. We hope that through the series you will gain valuable insight!


Miles Masci, Perfect Fuel

Perfect Fuel was founded in 2011 by Nicolas Warren and Miles Masci, two health-oriented entrepreneurs who introduced nutrient-packed dark chocolate energy snacks to the market. These organic chocolates can now be found in Whole Foods stores throughout New England and Northern California, in addition to local shops and grocery stores. Today, we sit down with Miles Masci, Director of Operations, to talk about his experience and get some expertise on retailer relationships and the process of launching a new product.

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Topics: Sales, Industry News

 

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