What is Field Sales?
Field sales, often referred to as outside sales, involves sales representatives going out into the field to meet potential clients face-to-face, rather than selling from behind a desk or over the phone. According to The Cambridge Dictionary, field sales is "the activity of selling a company’s products or services outside of the office." This traditional method of salesmanship, originating from the days before telecommunication and the internet, emphasises personal interaction and direct engagement with customers.
Importance of Field Sales in Modern Business
Despite technological advancements and the rise of online shopping, field sales remains crucial for several reasons:
- Higher Close Rates: Research indicates that face-to-face meetings significantly enhance the likelihood of closing deals. Personal interactions foster trust and understanding, which are essential components of successful sales transactions. Studies have shown that face-to-face interactions can double the chances of closing a deal compared to phone calls.
- Effective Demonstrations: Field sales allow for live product demonstrations and presentations. This direct, tangible interaction helps customers better understand and appreciate the product, leading to quicker and more informed purchasing decisions. Humans process visual information more efficiently, making in-person demonstrations particularly impactful.
- Building Strong Relationships: Personal meetings help in building strong, lasting relationships with clients. Trust and loyalty, which are crucial for long-term business relationships, are more easily established through face-to-face interactions. A solid relationship makes it harder for competitors to lure customers away.
The Impact of the Pandemic on Field Sales
The COVID-19 pandemic drastically reduced the occurrence of field sales due to safety concerns and government-imposed restrictions. Many businesses adopted remote working practices, including sales teams. However, this shift highlighted some of the limitations of remote sales methods. While convenient, remote interactions lack the personal touch and immediacy of in-person meetings.
Key Benefits of Field Sales
- Increased Sales: Field sales techniques can significantly boost sales figures.
- Enhanced Product Understanding: Live demonstrations provide better product understanding.
- Stronger Relationships: Personal interactions build stronger customer relationships.
The Role of Field Sales in Sinclair & Rush
At Sinclair & Rush, field sales play a vital role alongside office-based sales activities. The company recognises the value of direct customer engagement and maintains a dedicated team of field sales representatives. These professionals travel across the UK and Europe, attending exhibitions, trade shows, and meeting clients to strengthen relationships and foster new business opportunities.
Jim Terry, Strategic Account Manager at Sinclair & Rush "With over 15 years of experience in sales within the plastic components industry, I believe it is still vitally important to meet face-to-face with customers on-site to really see and understand the importance of the items being supplied. Technology is amazing and I have seen huge steps forwards in terms of communication, convenience and accessibility, but for me, nothing beats a traditional meeting in person."
Field sales remain a critical strategy for businesses seeking to enhance their sales performance, demonstrate products effectively, and build lasting relationships with clients. Despite the conveniences offered by modern technology, the benefits of face-to-face interactions in sales are irreplaceable. Companies like Sinclair & Rush exemplify the successful integration of field sales into their overall sales strategy, underscoring its importance in today's business environment.
Contact Us
To get involved and discuss this article you can email Ellie in Marketing at S&R on ecachia@sinclair-rush.co.uk To get in touch about any of the products we manufacture at Sinclair & Rush, or request a site visit/meeting, please reach out to us using the following contact details: 01634 686504 / sales@sinclair-rush.co.uk
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