Our Fieldsales Commandments

We pursue a multi channel sales approach consisting of onsite visits, video and phone calls. Monthly touchpoint expectation: from 28 onsite to 56 remote (hybrid mix).

…with a balance between 40% acquisition & 60% portfolio development. Majority of customer interactions shall be dedicated to growth and defend activities

Portfolio Coverage Rate is the leading KPI – keep an eye on it.

At least 1 touchpoint to each customer (M, L, XL) in rolling 12 month.

Touchpoints shall generate opportunities documenting the next deal you are striving for. Expected potential, probability and closing date are important to prioritize your pipeline.

Relieve your mind: With daily updates on customer data and your own activities in the CRM you are always a step ahead. We aim for a higher Data Quality Level with a min. 95% available and correct data (1) along our sales process

Constantly ask the customer for his needs and update your CRM(2) and document it attentively (appointment notes)… and don't forget to ask for referrals.

Continuously check the share of wallet with your customer – at this point data quality pays off. Do not forget to check on competitors.

A customer suddenly generates 30% less turnover: all “alarm bells” should ring by now – but at least the telephone or the door bell of the customer.

Because every day the competition makes mistakes that is just being waited for. For this reason, check on lost prospects every 6 months.

Always plan your sales activities upfront!

50% of your touchpoints should be planned 2-3 weeks in advance. However spontaneous visits are quite often appreciated by the customer.