Studies suggest that best-in-class companies close 30% of sales qualified leads, while average companies close 20%. How do you close that gap? Effective sales training. Every sales team needs solid training and ongoing coaching. But reps in the wholesaler and distributor industries need it more—mostly because margins are small and competition is fierce. If your sales team can’t close more than 20% of its deals, your company will probably struggle to stay in business. Not to worry! Distributor sales training will teach your reps to build strong relationships with customers, expand market reach ..read more

If you want your team to succeed in the industrial sales sector your reps need to become more than order-takers. They need to take a proactive approach to find quality buyers for themselves. This is much easier said than done, of course. Thankfully, there are plenty of effective industrial sales training programs available. Each one will teach your reps to close more deals—often in less time and with less effort than before. (And no, it’s not too good to be true.) In this article we’ll explain why industrial sales training will benefit your sales team. Then we’ll list six resources you should ..read more

In a world where revenue is king, it’s natural to design your sales incentives programs to reward those with the highest sales. While this method make sense, it’s flawed. It keeps top performers motivated but doesn’t engage the rest of the team who can’t see themselves in that top spot. Sales contests are a great way to motivate the whole team. Beyond rewarding sales and revenue, they offer the ability to reward many different types of actions that align with your business objectives.    This positive setting will lead to greater results in the contest and healthier competition tha ..read more

Want to succeed in the solar industry? You need to optimize your company’s solar sales funnel. If you don’t, you won’t be able to attract qualified prospects, close deals, and drive revenue. Of course, wanting to improve your solar sales process and actually doing it are different things. To help, we’ve put together this comprehensive guide, which will help you understand the unique aspects of selling solar products, the four distinct stages of the solar sales funnel, best practices you can use to close higher-value deals, and much more. Let’s dive in!   Understanding Solar Sales Before w ..read more

Field sales is highly lucrative. It’s also time-consuming, which is why every field sales manager wants to empower their reps to become more productive. Field sales automation is the answer. Once you invest in this kind of solution your reps will be able to streamline data entry processes, communicate with prospects in a timely manner, and close more deals. But type the term “field sales automation” into Google and you’ll discover dozens of options. Which one is right for your sales team? We’ll help you answer that question!   What Is Field Sales Automation? Field sales automation refers ..read more

Want to help your sales team close more deals? Invest in sales activity tracking. Doing so will help you identify the way your reps spend their time. You can then use this information to suggest more productive tasks or even adjust your entire sales strategy. In this article, we’ll explain what sales activity tracking is, why it’s important, the challenges you might face when tracking sales activity for your sales team, tools you can use to make the process easier, and more. We have a lot to get to so let’s get started!   What Is Sales Activity Tracking? Sales activity tracking is exactly ..read more

Sales continues to evolve, but one thing will always stay the same: the importance of sales enablement, i.e. the process of giving sales reps the resources they need to close deals. Think about it, without a quality sales enablement plan in place, your reps won’t be as effective as they could be, which will result in lackluster sales numbers and disappointing revenue. Nobody wants that, do they? Of course not! But here’s the thing, sales enablement alone isn’t enough for field sales teams whose reps are always on the go. These professionals need something a little more personalized to their da ..read more

Tom Brady had Bill Belichick. Michael Jordan had Phil Jackson. And the University of Connecticut women’s basketball team has had Geno Auriemma since 1985. What do these three people have in common? They’re all great coaches who elevate their players to new heights—and have plenty of championships to prove their worth. It doesn’t matter if you’re working with top-level athletes or sales reps, coaching matters. The question we have for you is, do you invest in your sales team? Do you set aside time to coach your reps and ensure they reach their full potential? You should! In this article, we’ll ..read more

In the fast-paced arena of field sales, the demand for cutting-edge and productive account management tools is at an all-time high. At SPOTIO, we’ve dedicated ourselves to meeting this need, and today, we’re proud to celebrate a major milestone in our journey. With our latest features, SPOTIO is redefining field sales account management. In this blog post, we’ll delve into how our new offerings are revolutionizing the approach to territory management and enhancing our understanding of accounts with deeper insights. The Evolution of Field Sales Account ManagementThe landscape of field sales is ..read more

For field sales teams, staying ahead of market headwinds and competitive threats means leveraging the latest in technology. As a field sales technology provider, this means that the team at SPOTIO is constantly looking for ways to innovate and introduce new capabilities to enhance the value for our customers. To that end, we are very excited to announce one of our biggest releases yet! And with it comes some groundbreaking new features. These enhancements not only streamline the sales process but also bring a new level of integration and user experience. Let’s dive into the details of these ex ..read more