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Field Activity Management HQ

Allocating Field Territories: Why and How?

Posted by Aya Tsuruta on Oct 1, 2015 9:30:00 AM

Here’s what you don’t want: unnecessary travel costs, concentrated efforts in areas with low returns, or a lack of attention on your highest revenue-generating clients. Andris Zoltners of Northwestern’s Kellogg School of Management estimated that sales-productivity costs including territory re-alignment in America totaled $500 billion per year. Such costs caused by inefficient practices can be avoided with the right tools and methods for executing successful territory management and allocation.

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Topics: Field Activity Management, Field Team Management

Key Performance Indicators for Marketers

Posted by Aya Tsuruta on Sep 30, 2015 9:40:17 AM

What’s the difference between marketing and sales? Ultimately, not much. Both aim to reach out to customers, keep them engaged, and foster long relationships with them. Marketing creates the personality of a brand and sales brings it to life for clients. The two go hand-and-hand as marketing is necessary to boost sales, and sales tend to self-market. Throughout our blog, we’ve shared a handful of posts on field management KPIs mostly geared towards sales. Today, let’s focus on marketing. Just like sales managers, marketing managers need to keep track of KPIs, or key performance indicators. Measuring and analyzing the appropriate KPIs and comparing them against a standard will simplify management and provide concrete, reliable data when making crucial decisions.

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Topics: Field Activity Management

Going Green: Nike and LEGO are Doing it, You Should Too

Posted by Aya Tsuruta on Sep 29, 2015 9:30:00 AM

Last month at the Cannes Lions Festival of Creativity, Publicis Impetu, a top creative agency, won a silver Lion for their promotional packaging of Nike Frees.

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Topics: Industry News

Everyone Can Master Intuition

Posted by Aya Tsuruta on Sep 28, 2015 8:30:00 AM

Most people aren’t born experts at sales or customer management. Creating and maintaining rapport with customers requires training and practice, but those who stand out in these areas have something under their belts beyond carefully following the instruction of their managers. These people have mastered the art of intuition: a natural ability or power that makes it possible to know something without any proof or evidence, as defined by the Merriam Webster Dictionary While Merriam Webster includes the word ‘natural,’ professionals disagree; Intuition is not something that only those who are born with have. It is a skill anyone can develop.                   

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Topics: Sales

The Role of Photographs in Businesses

Posted by Aya Tsuruta on Sep 25, 2015 11:45:55 AM

Instagram was born out of Stanford-graduate Kevin Systrom’s passion for photography and knack for coding. Within 9 months of its launch it had 7 million users. Today it boasts over 300 million users, and the word ‘instagram’ has become a verb on its own. Its instant success and continuous growth can be attributed to the application's simplicity, ease of use, and most importantly, medium of social sharing: photographs.

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Topics: Merchandising, Industry News

Tips for Negotiating with Retailers

Posted by Victoria Vessella on Sep 23, 2015 8:44:05 AM

Getting your product into retail stores can be a daunting task. Shelf space is valuable real estate, as countless vendors are competing for a slice of the same pie. It’s important to remember that retailers have their own objective, which is to drive revenue with the products they provide to consumers. The more easily you can prove to retail buyers that your brand will sell, the more likely they are to stock your product over a competitor’s. Keep the following tips in mind when approaching negotiations with retail buyers.

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Topics: Technology - Cloud and Mobile, Sales

Packaging Considerations for the Food Industry

Posted by Victoria Vessella on Sep 22, 2015 8:48:43 AM

Good packaging is an invaluable asset for any company that produces physical goods. Packaging design relays a message to consumers about not only the contents inside of the package, but also about what your brand represents. In addition to a creative design, there are particular considerations that need to be taken into account when it comes to food product packaging. With careful foresight, your food product’s packaging can help garner brand loyalty and ensure high sales.

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Topics: Merchandising, Industry News

3 Ways Managers Can Help Sales Representatives Improve

Posted by Victoria Vessella on Sep 21, 2015 8:56:03 AM

Even the most competent and seasoned sales professionals can run into roadblocks. During trying times, it’s up to sales managers to get their teams back on track. Josh Stevens of QuotaFactory shares three tips for how managers can help their teams go above and beyond in his article “3 Sales Training Techniques to Help Your Reps Exceed Quota.” In this post, we will explain his recommendations more in-depth. Using these techniques will enable any sales team to reach its fullest potential.

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Topics: Sales, Field Team Management, Field Team Accountability

First Steps for Sales-Marketing Alignment

Posted by Victoria Vessella on Sep 18, 2015 8:46:04 AM

The collaboration of sales and marketing departments is becoming imperative for businesses of any size. A survey conducted by Demand Metric revealed that 80% of respondents with highly integrated sales and marketing systems achieved their revenue goals, compared to only 36% of those without integration. What’s more, highly-aligned organizations achieve an average revenue growth of 20%, whereas poorly-aligned organizations experience a 4% decline, according to the Aberdeen Group. Despite these statistics, a separate study done by Forrester reports that only 8% of companies have tight alignment between their sales and marketing departments.

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Topics: Sales, Field Team Management, Industry News

What Sales Managers Can Learn from Professional Soccer Coaches

Posted by Victoria Vessella on Sep 17, 2015 8:44:10 AM

20.3 million viewers tuned in to watch the FIFA Women’s World Cup this yeat where the players put on a terrific show. One very overlooked aspect of the tournament, however, was the efficacy of the coaching staff. In many ways, professional soccer coaches are like sales managers. Both are tasked with leading their teams to success. They do this by designing a winning strategy and providing guidance when the waters get rough. Use the following tips to turn your sales representatives into true champions.

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Topics: Sales, Field Team Management


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