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Hero
Our Fieldsales Commandments
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Tank und Ladekarte
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10 Fieldsales Commandments

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The one who talks to the customer sells!

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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).

Optimize your sales activities!

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

Existing customers are important to generate growth!

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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.

Enrich the sales pipeline with opportunities!

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

Data quality pays off!

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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

Who asks, leads!

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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.

Exploit the potential!

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

Identify deviations!

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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.

A rejection of today is the opportunity of tomorrow!

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

Plan your next best touchpoint!

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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.

Download here the Commandments

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(1) overdue appointments/oppies, NC w/o oppy, Potential won w/o transaction, Start dates w/o business, …
(2) contact persons, service countries, fleet information and the estimated potential
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