Getting into field sales can feel a bit scary, but it’s really all about building relationships and connecting with customers in person.
If you’re a newbie or just curious about how field sales works, you’re in the right spot!

In this guide, we’ll break down what field sales is all about, why it’s important, the different roles you’ll find in the field, the challenges you might face, and how it measures up to other sales strategies.

What is field sales?

So, let’s break it down: Field sales is a type of selling where sales representatives take to the streets, meeting customers face-to-face. Unlike inside sales, where the selling happens from an office or online, field sales gets you right in front of potential clients.

In field sales, the sales rep travels to meet clients. From visiting businesses, attending trade shows, or simply chatting with customers in their own space.
This personal interaction can truly make a difference. When people get to see you in person, build a rapport, and discuss their needs, it can lead to stronger relationships.

Field sales reps often bring along products to showcase or demonstrate. When people can see and touch what they’re buying, it makes the value of the product way clearer. Field sales is especially powerful for more complex products or services.

Many reps also utilise digital catalogues to showcase their products. These visually appealing catalogues make use of high-quality images of products and present detailed specifications in an easy-to-read format.

Not only do digital catalogues often help impress clients, but they also save time and money by eliminating the need for printed materials. No more worrying about printing costs or errors! Plus, they’re eco-friendly and can be easily updated, ensuring your team is always on the same page with the latest product information.

Why is field sales important?

Field sales is important in lots of industries, but why should businesses bother with it? The answer lies in the benefits it offers.

First up, let’s talk about relationship building. In sales, trust is everything. When you meet clients face-to-face, it creates a connection that is often harder to establish remotely. This close interaction helps build rapport and can lead to long-lasting business relationships. Clients tend to feel more at ease when they know the person behind the product, which means they’re more likely to buy.

Another huge advantage is getting immediate feedback. Field sales reps get insights straight from customers during their visits. This real-time feedback helps companies adjust their products and services to fit customer needs, making their offerings even better.

You’ll also find that field sales often result in higher conversion rates too. When a salesperson can tackle questions or concerns on the spot, they can close deals more effectively. This often speeds up the sales process and results in a better return on investment.

Plus, effective field sales strategies can really boost brand awareness. Every time a salesperson goes out into the field, they’re representing their company. Maintaining professionalism and positivity during these interactions creates a strong brand image, helping the business stand out in a crowded market.

What do field sales reps do?

Field sales reps wear many hats, juggling a lot of responsibilities, all aimed at engaging customers and managing relationships.

At the heart of their role is selling, but their day-to-day activities go beyond that. First, they conduct research about potential clients and understand their needs before meeting them. This preparation is incredibly important, as it allows them to tailor their pitch specifically for each client.

Once they’re out there in the field, field sales reps engage customers through product demonstrations. Showing clients how a product works makes it much easier for them to understand its benefits. This hands-on approach can significantly sway clients toward making a purchase.

After the initial meetings, following up is key. Field reps don’t just seal the deal and move on; they need to keep nurturing relationships and check in with clients regularly. Building a pipeline of leads relies heavily on this ongoing communication.

Communication skills are a must-have for field sales reps. They need to clearly articulate the value of their products while actively listening to customers. Understanding a client’s challenges allows them to reshape their approach effectively.

Let’s not forget about scheduling! With all the traveling involved, time management is absolutely essential for field sales reps to manage their schedules efficiently. This helps them maximise their number of meetings without wasting valuable time.

Common challenges in field sales

While field sales offers many benefits, it doesn’t come without challenges. For one, traveling can be a major time drain. Sales reps often find themselves spending hours on the road just to meet with one client, which can lead to increased costs and less productivity.

Another issue is the unpredictability of face-to-face meetings. Clients can cancel or change their minds, which means missed time and missed opportunities. To handle this, reps need to be flexible and proactive about rescheduling.

Then there’s the sting of rejection. When prospects say no, it can feel personal. So, reps have to build resilience and stay upbeat even when things don’t go their way.
Not to mention, managing paperwork and data can also be quite the task in the field. Keeping track of notes, contracts, and follow-up tasks can be tricky without a solid system in place, and missing out on opportunities due to disorganization can be a bummer.

Fortunately, technology comes to the rescue here. Many companies now use various tools, software and apps to help with these challenges. One such example is a field sales app which can help simplify the sales process.

With a mobile field sales app, field sales reps can create and send quotes to customers on the spot, removing delays in processing new orders easily from their phone or tablet. Plus, with features that enable the sharing of information through syncing. Reps have access to information like inventory levels, accurate customer information and auto-syncing client updates across devices, meaning everyone stays in the loop.

Field sales vs other approaches

Field sales is just one way to sell, and it’s helpful to know how it compares against other approaches.

Take inside sales, for example. Inside sales reps work from an office and mostly rely on calls and emails to connect with clients. This method can be more efficient for handling high volumes of leads, as it typically requires less travel and can be less expensive.

However, the downside is that inside sales lacks that personal touch. Trust and relationship-building can take a hit when clients don’t have face-to-face interactions. Brands need to consider their target market when deciding on their sales strategy.

Next up is consultative selling, which focuses on identifying a client’s needs through extensive questioning. Although it shares some similarities with field sales, it emphasises listening and problem-solving even more.

By positioning themselves as trusted advisors, representatives using this strategy can build incredibly strong relationships but might have a longer sales cycle.

And let’s not forget online shopping! It is a major player in sales these days, customer self-ordering options are allowing customers to browse and buy without ever meeting a sales rep. Still, many customers appreciate the personal touch that field sales can provide, but who says you can’t take up sales software that lets you do both?

To wrap it up

Field sales offers a unique and effective approach to selling that’s worth exploring. Sure, it comes with its challenges, but the benefits—like relationship building and personal engagement—can lead to big rewards for businesses. As you dive deeper into this field, think about how it might fit into your own sales strategy and what your target audience needs.

Understanding field sales is crucial in today’s competitive market. With a clearer picture of its roles, benefits, and challenges, you’ll be better equipped to enhance your own sales approach, whether you’re just starting out or looking to refine what you already have.

Onsight’s mobile sales rep app is designed to make the field sales experience smoother by offering a straightforward way to manage orders, share customer info, and showcase product catalogues for sales reps on the go. It’s a valuable tool for anyone looking to optimise their sales processes. Sign up for a free trial and explore how it can make your workflow smoother and sales processes simpler.