What are some of the outside sales success stories or best practices that you can learn from or share?

ALWAYS answer the phone! ALWAYS return their messages, emails and texts promptly! It sounds simple, but I am amazed at how many salespeople don’t do it. The person trying to reach you needs something. It may lead to a sale. I’m not the worlds greatest salesperson, but I gained a lot of customers because I was the simply the guy that answered the phone. If the message is from an upset customer it’s more important to contact them. It may be a minor issue that can be resolved quickly. Be the person that resolves it and you’re their hero, and you end up getting their future business (I picked up a lot of customers that way). If you don’t contact them the problem festers, you lost a customer and you made your company look bad.

I always say to my clients: My phone is always on 24/7 7 days a week for business But if it’s a compliant my phone is on 9.00-5,00 5 days a week. It always gets a smile and not once had a compliant outside if these hours ????????

Formulating a strategy or process is a great way to create success in outside calling. It doesn’t have to be complicated, but it does need to be replicable. Whether it’s selecting specific industries or geographical areas; having a plan makes your calling efforts more efficient.

One of the most important aspects in outside sale is to stay motivated and persistent. To know that hard-work will be rewarded. Sometimes the results take time but they eventually come when a person is motivated and sticks to the task. Moreover it's also necessary to regularly update knowledge of your industry and the product/services that one is selling. When you know what you are selling, you sell better.

Best practices: Be persistent but respectful No never means no Be accountable and reliable Know your customer and your competition Ask for the sale

Personal branding is important -add value by posting videos with content relevant to your ideal prospect. Sending a video email also allows your prospect to put a face to the name.

To be honest- I’m not sure how anyone doesn’t leverage technology especially in sales. Sales is a relationship based job. You have to be able to connect with people and technology allows that. As far as a CRM goes- it helps in keeping you on course to hitting your numbers, offers projections and also let’s you see where you need to improve.

Build relationships by networking. Check your local chamber for events. The best opportunities happen as a result of networking.

This is my absolute favorite part of being in sales. Relationships are what drives people. You have to relate to your customers and help them with their needs. We want long standing relationships- not a one and done. Bring value where they need it. Another thing I’ve learned is team selling. In a company- you get further as a team. The more you lean into one another- the more successful you will be.

Construir relacionamentos significativos é uma ferramenta que tem potencial para elevar o nível de sua performance e de seus resultados.

Change is constant. We must adapt, learn and grow. -This can be with your customers business- you have to adapt to their needs and what they want from you and your company. -Your place of employment will always change. You have to be able to shift with that. -the market will change- you adapt to that as well and get creative in how you do business.

Can’t be in sales without this. I use Salesforce and I also have my own spreadsheets to help guide me. My company also has their program and it helps when you and your manager are on the same page when it comes to where you are now, where you want to be in the future and how you will get there.

Get the BIG picture. Attend as many internal meetings as possible with engineering, integrations, and the service department. Things change rapidly and important discussions are had in these meetings that will help you grow and understand more about your offering.

SHOW UP! I can’t begin to count the number of times my accts have told me I have gained business because I showed up when others did not. I always have appointments on certain days of the week. Some at specific times, most are not. Being consistent has built a lot of trust with my accounts, to the point where they will call the company to check on me if I miss an appointment or two (if they’re unable to reach me). I am reliable and do what I’m supposed to do. I don’t monopolize the time of the offices I work with. I own my mistakes, and I correct them to the best of my ability. The people I call on are very forgiving, as long as they know I’m working with (and for) them. I love what I do, and the people I have the privilege to work with.

Know how to end the conversation and leave the door open for your next call. To many sales people don't know how to end a sales call and this has the danger of undoing what progress has been made. Always finish with an agreed next action, a reason for the next meeting. An old fashioned term was 'trailing your coat' where a sales person would deliberately leave their coat behind as this gave them an excuse to go back. I'm not suggesting you should go and buy a few over coats!

Plan for high activity. My first real sales job was with Motorola and I was assigned a "patch" of the city. I had no clue how to approach. I met a fellow salesman from the insurance industry and he preached high levels of activity. So we booked 90 minutes each morning and worked together covering each others patches. Nothing but a contract signing usurped that 90 minute planned cold calling. We finished ranked #1 and #2 in our sales team. Good, smart, planned, consistent business generation activity will be the foundation for success. GLTA!