3 years ago
January 7, 2015

Traveling Sales Jobs Keys to Productivity

For professionals in traveling sales jobs there are a few key aspects that lead most to success.

Rhys Metler

Traveling Sales JobsFor professionals in traveling sales jobs there are a few key aspects that lead most to success.  While closing sales is, obviously, the ultimate goal there are many smaller tasks you must accomplish during the work week to put you in position to sell.  Here are a few keys to productivity in traveling sales jobs that will put you ahead of the competition.

Route Planning

Whether you travel a windshield-size territory or Internationally, planning routes properly is one of the most important factors leading to productivity in traveling sales jobs.  A good route plan will allow you to maximize the number of sales calls in a day by eliminating wasteful transit.  Make numerous sales calls in a given area and, especially if you have an ultimate destination for a key appointment, make calls along the travel path.

Appointment Scheduling

While route planning limits your travel time, good appointment scheduling limits overall down time.  Appointments should be scheduled close enough together to limit coffee shop stops while allowing the minimum necessary time to document notes and make a phone call or two.  

Effective use of CRM  software

One very important aspect of a productive day in traveling sales jobs is making quality sales calls.  Nothing ruins a day faster then having a fistful of useless appointments.  By utilizing CRM software to its fullest potential you’ll have the ability to schedule quality calls and the necessary information available to achieve your goals.  Discipline in using CRM tools and updating information is key.

Limit tire kicker calls

Prospecting is essential in sales but tire kicker appointments are not.  A tire kicker is a prospective client that likes to meet and talk to you but never buys.  These types deserve your attention but not frequently.  Productive professionals in traveling sales jobs know that any given day is filled with meetings and the most productive ones are with people they can close.  

Pipeline Development

Developing the sales pipeline is important in any sales environment and is critical for productivity in traveling sales jobs.  Every outside sales call should have a purpose, whether that be to close a sale, qualify a prospect or move a developing opportunity to the next step in the sales process.  The purpose of traveling is to gain face time with customers and those appointments must have measurable goals.  Never schedule a meeting to just rub elbows.  

Utilization of Office Time

Office time is necessary to catch up on paper work, follow up on customer issues and take care of details to enable your time in the field to be as productive as possible.  Good utilization requires you to be just as productive in the office as you are in the field.  Too many professionals in traveling sales jobs take office time for granted and pay for it the rest of the week by limiting effectiveness in the field.

Rhys Metler

Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.