Door to door sales has been around since at least the 50’s if not sooner, so there’s always job security in this field, but the way we sell now isn’t the same as it was back then. Sales is always changing and sometimes it can be hard to keep up. 

Whether you’re new to sales or a seasoned veteran, there is always room for improvement. That’s why we want to share 4 super simple ways to turn you into the ultimate door to door rockstar. 

#1 Track everything!

Sales teams lose leads or mislabel areas all the time— not because they’re sloppy, but because they don’t have the right tools. This is especially true for outside sales teams who struggle because they’re using tools designed for inside sales teams. Finding the right tools to manage your sales efforts is so important. If you don’t have tracking in place we recommend that you track these stats:

• Lead information and location
• Territories (state, city, zip)
• If you’re a manager, track your team’s performance, leads, areas, etc.
• Routes
• Performance metrics (how many leads contacted, closed)

Tracking everything is the best way to measure success or failure to guide your future decisions.

#2 Forget what you think a salesman should be

All too often people think of a pushy used car salesman or a knucklehead that doesn’t care about the customer, they just want to have high numbers, our advice? Forget the stereotype that you’ve formed about salespeople. This often negative image isn’t going to do you any favors when you’re trying to sell a customer and will affect how you view yourself as a rep. 

Sales has been around so long for a reason—it’s necessary and can be very helpful to people. So give yourself some credit and do what you can to help your prospects see that you care about them because they likely have the same image of salespeople as you did.

Entrepreneur suggests; 

“Don’t try to convince. This seems counterintuitive, but it’s essential. If you go into sales thinking that you need to “make” people buy, you’ll fail. Unless you’re a cute little kid selling cookies in the street for a dollar, pressure isn’t going to work. People see what you’re doing, they don’t trust you, and they don’t believe what you’re telling them.

Instead, get to know people. Your mission is to understand them. What are they going through? What are their ambitions and needs? Focus on them, first and foremost. The product comes second.”

Customers just want to know that you care about their needs and are doing what you can to solve them. That’s all that really matters. 

#3 Look and sound the part

No one wants to buy from a sloppy looking rep even if he has a great pitch and on the other hand, no prospect will want to listen to a rep that looks super professional but doesn’t know what they’re talking about. There are ways to fix this and we’ve made it easy for you: the 7 best tips for dressing in sales. As for sounding professional and knowing your stuff, simple digital presentation tools and courses are the best way to make sure you’re prepared. 

#4 Have the right app

There are a lot of ways that different industries can generate qualified leads and track their metrics, that’s with a great sales app. If you haven’t found the right one for you yet, check out our complete Buyer’s Guide to D2D Sales Apps or simply schedule a demo with us so we can get you on the right track.

Share other tips you have down below!

These are just some of the ways you can start killing it in door to door sales no matter your level of experience. If you’re looking for more tips on sales culture, tools, and industries check out more blogs or schedule a free demo with us to chat about what you want to accomplish.

If you’re in a sales organization, you have to invest in tech, we’re here to help you through the rest of the decision making process. We make the leading field sales enablement app, so we have some authority on the topic. We’re also a little biased. That said, we care about members of the field sales community, and have done our best to create this guide to serve them.

This won’t be a feature comparison between SalesRabbit and the other apps out there. Instead, we’ve focused on principles that companies should follow when purchasing a field sales app. These principles are based on our many years of selling and implementing SalesRabbit with thousands of customers. 

How Do I Know Which Sales App is Best for me?

You’re investing in a SaaS (Software as a Service) company, not just an app. Because of this, make sure that you understand their actual service. Here are the things you should be asking about: 

5 Company Standards to CHECK Before Buying:

1. Cares about your success
2. Has experience and resources
3. Earns your business
4. Challenges you
5. Knows the industry

#1 They Care About Your Success

Does the provider have a thorough onboarding program? This is the best indicator that a provider cares about your company. You may want to just download the app and get rolling quickly, but if a company allows you to do this, they’re allowing you to set out on a course that won’t get you the results you want. A real, effective onboarding will get a clear picture of your current situation— processes, sales figures, goals, etc. Then it will help you decide which changes will be most profitable to target and help you develop a plan to make that happen. 

#2 They Have Experience and Resources

It’s important for a provider to have experience as a provider. That way they’ll be able to help any client, no matter the size. As clients grow, their needs change and evolve, as you grow and start hiring reps and managers, the need for different app permission levels will become paramount. You might be worried about all the adjustments you’ll have to make as you grow. You should also ask if the provider is growing. Are they consistently updating their service? Where are they investing their resources? If a company has more salesmen than it does developers, that says something about what they’re after— quick, easy profit. Smarter companies recognize that the best way to create and keep customers is to make their lives easier. 

#3 They Earn Your Business

You want to know that the provider is determined to build a healthy relationship with their customers. Ask about their customer satisfaction score – if they can’t tell you what it is, that’s a red flag. What do their reviewers say, particularly within the last year or so? You can look at the reviews posted on the App Store or Google Play. Keep in mind, no company has a flawless product or a perfect relationship with everyone, but if they’re trying to improve those relationships and their product based on the needs of their customers, you can trust in the character of the company. 

#4 They’ll Challenge You

As you make this upgrade, it’s best to be open to making changes in your company. Of course, this also means you should know where you are now and be prepared to discuss your current situation. Every mobile sales app ought to give you a better representation of what’s happening at your company by providing you with data points associated with all your major operations. That should come standard. All of their features should contribute to a much larger purpose and strategic framework, not just entice you into buying the product. 

#5 They Know the Industry

Does the provider have experience in your industry? Does that experience show in their product? Are they active participants in the industry community? Obviously their ability to build an effective app is dependent on their ability to understand your needs and the challenges of the industry. These needs are going to change as your company grows and the industry changes. More legitimate and seasoned software providers will have developed relationships with other companies that make it easy for you to work with both services. 

This was a small portion of our complete buyer’s guide, get the rest of our tips by downloading the guide.

Download the Full Guide

Most (hopefully most) sales teams already have a sales process that usually works great for them, but what if it could be better? Have you struggled with aspects of your sales process before? There are several simple ways to adjust what you’re doing to make you more productive and effective. We’re going to share four of the ways we’ve found helps guide outside sales teams to their best numbers.

4 Simple Steps to Instantly Improve Your Sales Process

• Identify your Key Performance Indicators (KPIs)
• Create an in-depth Process & Checklist
• Make Content and Resources Readily Available
• Use Software Integrations

Step #1 Identify your Key Performance Indicators (KPIs)

Key Performance Indicators (KPIs) are the critical indicators of progress toward an intended result. KPIs provide a focus for strategic and operational improvement, create an analytical basis for decision making and help focus attention of your business on what matters most. Not all teams will have the same KPIs but this is a great place to start when developing or improving a sales process.

Good KPIs should:

• Provide objective/statistical evidence of progress
• Offer a comparison that gauges the success of your team
• Are balanced between lacking and lagging indicators

Step #2 Create an in-depth Process & Checklist

Standardizing your sales process with a clear pipeline and actionable steps is a great way to keep your business, reps, and managers all organized. 

In a B2B Study, Vantage Point Performance and Sales Management Association found that “On average, companies that reported having ineffective pipeline management had an average growth rate of 4.6; companies with effective pipeline management had an average growth rate of 5.3, a 15% increase. Even more interestingly, companies that mastered three specific pipeline practices saw 28% higher revenue growth.”

To learn more about how to build a sales process, use our guide.

Step #3 Make Content and Resources Readily Available

There’s almost nothing worse than a rep selling wanting to send their potential customer collateral information on the business, pricing, etc. and not being able to. If as reps and managers you don’t have quick access to shareable sales enablement content, you need to change that. Customers like stats, proof, and information before making a purchase.

You can learn everything you need to know about sales enablement with our Sales Enablement 101 Guide.

Step #4 Use Software Integrations

Finding and using the right software is a game changer in sales. Too many companies waste time doing simple data entry or lead creation when it should be automated. Once you find the right integrations or software platforms for your business, you’re guaranteed to start optimizing your sales process and making the most of your selling hours—see down below our newest integrations, they could be the answer to your data problems.

JobProgress

JobProgress is an all-in-one cloud based contractor’s business platform that is flexible, easy to use, and highly intelligent. JobProgress allows contractors and their teams to meet their business, strategic and personal goals in a simple, easy to adopt format.

What does this integration do?

• Create a Customer in JobProgress.
• Create a Job in JobProgress.
• Upload files into JobProgress.

Set up this integration now!

HighLevel

HighLevel is an all-in-one sales & marketing platform that’s tailored for agencies & marketers.

What does this integration do?

This integration transfers lead data from SalesRabbit to HighLevel by creating a contact, along with the option to create an appointment and/or create an opportunity in HighLevel. Improve efficiency by removing the need for multiple data entry!

Set up this integration now!

Insightly 

Insightly provides customer relationship management software for businesses of all sizes across a range of industries such as manufacturing, consulting, professional services, media and advertising, non-profit, technology and others.

What does this integration do?

• Create a Contact in Insightly.
• Create an Opportunity in Insightly.
• Create an Event in Insightly.

Set up this integration now!

 

Schedule a Demo Here

Roofing is arguably one of the largest sales industries there is. Which is why teams require specific tools and features to excel above the thousands of competitors. If you’re a rep, manager, or executive of a roofing company and don’t have tools to track, measure, and boost your success chances are you’re missing out on a lot of opportunities.

3 Tools Designed for Roofing Teams

Did you know that according to the State of the Industry 2020 Report and Survey,

“Roughly 78% of commercial roofers said total sales volumes will increase in 2020, and 82% anticipated sales growth through 2022. About 75% of residential roofers said sales will grow in 2020, and 78% anticipate that trend to climb steadily over the next three years.” 

If anything, roofing is a growing industry that will continue to get more competitive. If you don’t have the right tools for the job, chances are some of your competitors will. 

#1 DataGrid AI

Too many field sales companies waste time and resources with prospects that aren’t going to buy. DataGrid AI identifies your ideal customer, shows them on the map, and provides their information so you can contact them quickly and effectively.

Learn more

#2 Weather

Weather maps are key for restoration companies who want to quickly and effectively work areas with roof or home damage. Unfortunately, too many companies are wasting time and money with subpar weather solutions that they have to integrate with their lead management platform. We’ve made things easier and built storm map overlays directly into the app, so you can quickly find, track, and sell your ideal leads. 

Learn more

#3 Digital Contracts

Our form builder and contract creator makes it possible for every sales team to go completely digital and completely mobile. Shed your paper costs, eliminate data entry errors, collect electronic signatures, and accelerate your sales.

Learn more

See These Tools in Action Now

You may think we’re biased because we’re only featuring 3 of our features, but this is genuinely because we have been in the business for a long time and we know what works and what doesn’t! This roofing “package” has everything you need to find and target your most qualified leads and sign them in the field digitally. To see these tools in action, schedule a quick demo here where we can walk you through how to use them.

For so long knocking door to door was the primary (if not only) method of effective sales. But with the increase of digital tools, that has shifted. Inside sales is a more new and experimental form of sales for companies that sell face-to-face, but with its recent growth you might wonder—is inside or outside sales a better option for me? The answer isn’t so cut and dry, find out why down below.

The Difference Between Inside and Outside Sales

The difference between inside sales and outside sales is clear: Inside sales reps typically sell right from their office or home desk. Outside sales reps, on the other hand, travel and broker face-to-face deals. While outside sales reps likely have an employer with physical office space, these salespeople are meeting with prospects at trade shows, conferences, and industry events.

In reality, whether you’re an inside or outside sales rep, a lot of your responsibilities overlap. The major difference is whether you prefer to sell customers in-person or over the phone.

The Different Sales Models:

Inside sales model:

• Rep contacts client via phone, email, or zoom
• Remains in contact and nurtures the opportunity
• Quick sales cycle typically lasts 90 days or less
• Is done completely remote without human interaction

Outside sales model:

• Rep travels to clients door
• Follows up with lead via phone or email
• Longer sales cycle lasting upwards of 90 days
• Costs more become rep has to travel to and from clients

With the use of strong internet presence, marketing, and digital contact outside sales isn’t the only option anymore and can often waste time. If you’re not ready to start including inside sales to your company, that’s fine. Outside sales is still lucrative and shouldn’t be discounted, but might not be your best option anymore.

So is Inside or Outside Sales a Better Fit for You?

It’s been found recently that inside sales is growing at a massive rate — 15x faster than outside sales. Most organizations are now trending toward a 50/50 divide for their teams. This is largely to do with the internet changing the way modern buyers purchase things. Fewer people than ever before want to be sold in person. It’s now more common for a customer to look you up online and wait longer to make a purchase rather than commit to something while you’re at their door. This doesn’t mean outside sales is a dead practice, but inside sales is becoming more and more popular.

So which type of sales is a better fit for you? The answer doesn’t have to be so black and white. 

Many companies are finding success with hybrid options rather than only inside or only outside sales reps.

Hubspot conducted a survey of over 500 sales professionals that revealed “68% of sales leaders say they’ll adopt either a hybrid or fully remote selling model in 2021. In fact, 63% of leaders believe that virtual meetings can be as, if not more, effective than in-person meetings.” 

So it’s not longer a matter of inside vs. outside sales, but more learning how to use both methods to your advantage. If you’re wondering where to start if you only have outside or inside sales reps, here are some tips:

• Evaluate where your company stands, what goals you want to achieve, areas of failure you might be experiencing.
• Consider outsourcing the other side of sales you don’t currently have.
• Create a plan to implement a handful or less (depending on the size of your company) reps to try the new method.
• Possibly have a customer survey on whether they prefer in-person or over the phone sales to see what is desired in your field.
• Research common salary, quotas, and practices of the sales method you don’t practice.
• Be open to the possibility of change.

What’s Your Next Move?

Whether you’re an entirely outside or inside sales team, you should explore the possibility of a mix. It can be daunting to change courses especially when you’re achieving success but by using inside and outside sales practices you could expand your reach farther than your current goals can imagine. Let us know down in the comments what you think of this comparison and if you’ll give it a try. As always, schedule a demo with us and we can give your sales reps the tools they need for immediate success.

 

It’s almost that time of year again. Summer sales are coming fast and everyone’s gearing up (literally). If you’ve never done d2d sales in the summer or are just looking for new things to try, check out this list of the best gear for outside sales reps as you prepare for the biggest sales season of the year.

10 Things Every Outside Sales Rep Should Have

1. Mobile Device with Case
2. Brooks Adrenaline Shoes
3. Sensible Socks
4. Breath Mints/Gum
5. Portable Charger
6. Cooling Towels
7. 5-10 Business Cards
8. Sunglasses/Sunscreen
9. Comfortable Hat
10. Camelbak or Waterbottle with Strap

#1 Mobile Device with Case

Whether you use an iPad or phone to sell to customers, make sure you have a mobile device with a case that makes it easy to handle when showing customers information.

#2 Brooks Adrenaline Shoes

These are some of our favorite shoes ever. Brooks Adrenaline shoes are known for being comfortable running shoes so you know they’re going to support your feet when you’re out knocking for hours. 

#3 Sensible Socks

Without comfortable socks, your shoes won’t matter. So pick up a pack of good socks that you like whether they’re ankle, crew, or longer. Your feet will thank you later.

#4 Breath Mints/Gum

No one wants to talk to a salesperson with bad breath. Carry around breath mints or gum so you’re always minty fresh with a clean smile.

#5 Portable Charger

There’s nothing worse than being on a roll and having your device die or warn you of low batter. There are a ton of affordable portable charger options with solar charging capabilities so it’s perfect when you’re in the sun all day anyway.

#6 Cooling Towels

With the summer heat you’ll struggle to stay cool as you walk from door to door. Wearing something simple like cooling towels around your neck will help you last a lot longer outside.

#7 5-10 Business Cards

This is a pretty simple one. Every customer will feel better about you and your business if you have a legitimate business card. Carrying a small stack of these will help them remember you and provide something tangible for them to have after you leave.

#8 Sunglasses/Sunscreen

The summer sun can be harsh. Make sure you protect your skin and bring along some sunglasses to help you last longer out in the heat. But remember when you’re talking to a prospect to remove your sunglasses, you don’t want to come across too casual and eye contact is a big connecting factor in sales.

#9 Comfortable Hat

Along with sunglasses and sunscreen, wearing a simple baseball hat will help you to stay out of the heat as much as possible.

#10 Camelbak or Waterbottle with Strap

Hydration is another important factor to stay cool in the summer sun but no rep wants to have one hand full with a water bottle. Camelbak’s sit comfortably on your back and hold up to 70oz of water that you can sip on throughout the day.

What’s on Your List This Summer?

This is a basic list of things every sales rep should have on them when selling door to door. Which of these do you use? Share your must-have list with us down below! If we missed something we want to know. As always, schedule a quick demo to chat with us before the busy season starts so we can make sure you and your company are ready to hit the ground running.