The role of field sales in the past focused around selling products to customers, this role has now shifted rapidly to developing solutions and programs for customers that, once sold, allow product to flow through the business-to-business relationship.

When developing process management tools for use in the field sales management function, the tips below should be addressed carefully.

The professional field sales representative must:

1.      Plan allocation of their personal time and other available resources to optimize performance against the expectations (frequently conflicting) of their employer, their customers and their suppliers.

2.      Gather information from customers, suppliers and their own employer in areas of needs and requirements. Needs would include organization, job and personal needs within all three groups.

3.      Continually gather information on threats and opportunities as well as emerging trends within their industry from sources outside of their customers, suppliers and their own companies.

4.      Analyze information from their three constituencies and outside sources to formulate and develop solutions that increase economic value.

5.      Plan, present, persuade and implement identified solutions.

6.      Keep their employer informed with respect to activities, results, work in process, threats and opportunities.

7.      Support the ongoing transaction management activity including pre-sell activity, transaction activity and post-sell activity. As distribution companies evolve, the role of field sales in this activity shifts from primary to supportive.

8.      Ensure that they maintain an ongoing training and development activity to increase their knowledge and professional effectiveness.

Rick Johnson, expert speaker, wholesale distribution's "Leadership Strategist", founder of CEO Strategist, LLC a firm that helps clients create and maintain competitive advantage. Need a speaker for your next event, E-mail rick@ceostrategist.com.  Don't forget to check out the Lead Wolf Series that can help you put more profit into your business.

And check out Rick's new CD and workbook Real World Leadership Kit --- "Learning to Lead So Others Will Follow"

www.ceostrategist.com/resources-store/real-world-leadership.html