Sales are becoming increasingly competitive, and it’s essential to stand out in order to be successful. One of the best ways to do this is with outside sales. Outside sales provide an excellent opportunity for those who are driven self-starters because they don’t require you to physically be in a cubicle all day – instead, you get to hit the pavement, meet new people, and continually challenge yourself.
To help ensure that your outside sales career is as rewarding and successful as possible, we’ve created this comprehensive guide on everything you need to know about how to be successful in outside sales. Let’s dive in!
What Does Outside Sales Mean?
Outside sales, also known as field sales, involves selling products or services directly to clients, typically at their place of business or in a field setting. As an outside sales representative, your job goes beyond the confines of an office and takes you directly to potential clients.
It requires good communication and negotiation skills, the ability to understand and respond to a client’s needs, and the resilience to handle rejection. It’s a dynamic role with the potential to be highly rewarding, both financially and professionally, for those who excel at it.
How Much Do Outside Sales Reps Make?
According to Salary, the salary range typically falls between $52,970 and $71,885 for an Outside Sales Representative. However, with bonuses and commission, the average annual salary for a successful outside sales rep can range from $70,000 to over $100,000. This makes it an attractive career option for those who have a drive for success and are willing to put in the extra effort.
15 Outside Sales Tips For Your Outside Sales Team
Now that we’ve explored the basics let’s dive into how to be a successful outside sales rep.
Define Your Goals
Success in outside sales begins by defining clear, measurable goals. Your sales objectives might include the number of new accounts to be acquired, the volume of sales to be achieved, or the amount of revenue to be generated. Specific targets, such as a certain number of daily client meetings or weekly sales calls, can also be set.
Establishing these goals provides a roadmap for your sales activity, enabling you to track your progress and adjust your strategy if necessary. Remember, it’s important to set goals that are not only challenging but also realistic and achievable for optimal success.
Understand Your Product
Understanding your product is crucial for outside sales success. You must deeply comprehend the features, benefits, and unique selling points of your product or service. Spend time studying your product, its applications, and how it solves problems for your customers.
Learn about your product’s strengths and weaknesses, and be able to communicate its value proposition clearly and convincingly. Stay up-to-date with any changes or enhancements to your product. The more knowledgeable you are about your product, the more confidently you can pitch it to potential customers, thereby increasing your chances of making a successful sale.
Sell To Their Needs
During outside sales calls, focus on your client’s needs and how your product or service can address them. Listen carefully to what they have to say – the better you understand their needs, the more effectively you can address them with your offering. Use open-ended questions to uncover problems that your product can solve rather than bombarding them with features and benefits.
Your goal is to build a relationship with your client and become a trusted advisor. By providing solutions to their problems, you can establish yourself as an indispensable resource. For example, if you’re selling marketing software, don’t just focus on its features and benefits. Instead, ask your client about their current marketing challenges and demonstrate how your product can specifically solve those issues.
Be Pleasant
One of the best outside sales tactics is to be pleasant. Remember to smile and use positive body language when meeting with potential customers. Your first impression can make all the difference, so make sure you come across as friendly and approachable.
Additionally, being pleasant also means maintaining a positive attitude in the face of rejection. Not every sales call will result in a sale, but it’s crucial to remain professional and courteous regardless of the outcome. You never know when a potential client may come back to you after some time has passed, and a positive experience with you could lead to them choosing your product or service in the future.
Stay Focused
In the bustling world of outside sales, it’s easy to become overwhelmed with numerous tasks. Therefore, it’s essential to prioritize your responsibilities based on their significance to your sales goals. Use task management tools to organize your activities, delegate where necessary, and maintain a disciplined approach to task completion.
Keeping a structured schedule will ensure you’re spending your time most effectively, focusing on high-priority activities that directly contribute to achieving your sales objectives. Remember, successful outside sales require not just hard work but smart work. By prioritizing your tasks correctly, you can make the most of your sales efforts, reducing stress and improving your productivity.
Set Your Sales Bar High
One of the best ways to be successful in outside sales is to set high standards for yourself. By setting ambitious yet achievable goals, you push yourself to perform better and reach new heights of success. Write down your sales targets and review them regularly.
This helps keep you on track with your progress while also motivating you to work harder towards achieving those goals.
For example, if your target is to close five new deals each month, try aiming for six or seven. Setting a high bar for yourself will not only improve your performance but also help you stand out as an exceptional sales rep within your team.
Deploy Consistent Follow-Ups
Regular follow-ups are a catalyst to flourishing client relationships in outside sales. A structured routine for follow-ups can help you stay top of mind with potential customers, build trust, and progressively nurture the relationship.
Send personalized emails, make phone calls, or arrange meetings at regular intervals to show your interest in their business needs and reinforce the value your product offers. By showing consistent engagement, you not only exhibit professionalism but also demonstrate your dedication to meeting their needs, thereby enhancing the potential for a successful sale.
Find Business Pain Points
In order to effectively sell your product or service, it’s essential to identify the pain points that your customers face. Take the time to understand their specific challenges and obstacles. By doing so, you can position your solution as the remedy that addresses their needs head-on. This requires active listening, conducting market research, and engaging in meaningful conversations with potential customers.
For example, if you’re selling a productivity tool, find out what tasks or processes are most time-consuming for your target audience and demonstrate how your product can streamline those processes, saving them valuable time and effort.
Align Solutions to Customer Needs
One size does not fit all when it comes to sales. Each customer has unique requirements and preferences. To be successful, tailor your sales approach to meet their specific needs. This means customizing your product or service offering to align with their goals and objectives. By demonstrating that you understand and can address their specific pain points, you will increase the likelihood of closing the sale.
For example, if your potential customer is a small business owner, focus on how your product can save them time and resources. If your target audience is in the healthcare industry, highlight the benefits of your solution for improving patient care and experience. By showing that you understand their needs and have a tailored solution, you position yourself as an invaluable asset to their success and close more deals.
Focus On Your Buyers
To be a successful outside sales rep, it’s crucial to deeply understand your target audience. Research and analyze your buyers to gain insights into their demographics, preferences, and buying behaviors. With this knowledge, you can personalize your sales pitch to resonate with them on a deeper level. Speak their language, address their concerns, and highlight how your product or service can solve their problems. By doing so, you position yourself as a trusted advisor and increase your chances of making a sale.
For example, if your target audience consists of younger, tech-savvy professionals, focus on the technology and innovation aspects of your product. If you’re targeting an older demographic, highlight the ease of use and practical benefits. By tailoring your approach to match their needs and preferences, you can connect with your buyers better and build lasting relationships.
Build Strong Relationships
Beyond making a sale, building strong relationships with your customers is key to long-term success in outside sales. Focus on providing exceptional service and support throughout the entire customer journey. Regularly check in with your customers, address any concerns promptly, and go the extra mile to exceed their expectations. By cultivating these long-term relationships, you not only increase customer loyalty but also open doors for referrals and repeat business.
For example, if a customer reaches out with an issue or question, respond promptly and provide a thorough solution. If they mention a particular pain point, follow up later to see how your product has helped them overcome it. By continuously showing genuine care for your customer’s success, you build trust and loyalty in the long run.
Continuously Learn
The world of sales is constantly evolving, and it’s crucial to stay updated on industry trends, competitor offerings, and new sales techniques to get more sales leads. Dedicate time to continuous learning by reading industry publications, attending seminars and webinars, and seeking out training opportunities. This allows you to stay ahead of the curve, adapt your strategies as needed, and continuously improve your sales approach. By staying informed, you position yourself as a knowledgeable and trusted sales professional who can provide valuable insights and solutions to your customers.
For example, if a new competitor enters the market, take the time to research their offerings and how they differ from yours. Use this knowledge to enhance your sales pitch and effectively address any objections or comparisons that potential customers may bring up.
Develop Effective Communication Skills
Effective communication is essential in outside sales. Mastering the art of communication allows you to articulate your product’s value proposition clearly and persuasively. Hone your skills in active listening, asking insightful questions, and tailoring your message to the needs of your audience. By effectively communicating the benefits and unique selling points of your offering, you can connect with customers on a deeper level and increase their confidence in your product or service.
For example, if a potential customer expresses concerns about the cost of your offering, actively listen to their concerns and explain how the long-term benefits outweigh the initial investment. Use effective communication techniques such as storytelling or providing real-life examples to communicate the value and return on investment they can expect.
Embrace Technology
In today’s digital age, utilizing sales tools and technologies is crucial for success in outside sales. Embrace technology to streamline processes, track leads, and enhance productivity. Use customer relationship management (CRM) software to manage and organize customer data, automate follow-ups, and track sales activities. Leverage social media platforms to engage with potential customers and build your personal brand. Stay informed about emerging technologies and explore how they can improve your sales efficiency and effectiveness.
Seek Feedback
Continuous improvement is key to success in outside sales. Regularly seek feedback from customers and colleagues to gain valuable insights into your strengths and areas for improvement. Actively listen to customer suggestions and concerns, and use that feedback to refine your sales approach. Additionally, seek input from colleagues and mentors who can provide guidance and share best practices. By being open to feedback and making adjustments accordingly, you can enhance your sales techniques, build stronger relationships, and continuously improve your performance.
Wrapping It Up
Being a successful outside sales rep requires a combination of understanding your buyers, building strong relationships, continuously learning, effective communication skills, embracing technology, and seeking feedback. By incorporating these tips into your sales approach, you can position yourself as a top-performing outside sales professional who consistently closes deals and builds lasting customer relationships. Remember to stay informed, stay adaptable, and always prioritize providing exceptional service to your customers. With dedication and hard work, you can achieve success in outside sales and continuously improve as a sales rep.
If you are looking for top sales talents whom you’d like to bring into your sales company, Sales Recruiters Chicago is here to help you. We are the leading sales recruiting agency in Chicago, specializing in connecting top-performing sales professionals with companies looking to grow their sales teams. Contact us today for a personalized consultation, and let us help you find the perfect fit for your outside sales team!
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