CryptoPoor

Account Executive

Field sales in 2022-2023

Starting a new role next week as a field rep. Based on my interviews, I get that the hiring manager prefers seeing her rep on the road, but also understands that the shift to virtual meetings is a growing trend.

It got me curious, for those currently labeled as field rep, what is the percentage of meeting face-to-face versus virtual?

Also, as someone who hasn't sold or conducted any meetings face-to-face since 2020, what is your best advice? I've been inside sales for most of my career with only a few face-to-face exposures in 2019 and early 2020

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18 comments

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UserNotFound

Politicker

Account Executive

I always like a first meeting to be in person, then virtual after that is fine. My top recs to newbs for conducting in person meetings:

*Don’t let rapport building go too long. It might help get things less awkward for you- but it gets more awkward for your prospect.

*End on time- or- ask for permission to go over. Virtual meetings don’t go OT as often. But if you don’t heed bullet point 1, it’s so easy to misappropriate time.

*Dont be afraid to ask them to open their calendar while you’re there. If I had only sold virtually this might freak me out- so this might be remedial for you, but I’m saying it anyway. In person it can feel pushy, it’s still good closing. Book your next meeting while you have them.

punishedlad

Tycoon

🧙‍♂️

Pulling out the calendar at the end of an in-person is key. Really important to remember!

CuriousFox

WR Officer

🦊

I'm a virtual field rep. I was on site twice last month. It was a large strategic client that I had specialists fly in for. Other than that my meetings are on the phone or via Teams.

SADNES5

Politicker

down voters are marketing spies

Face to face is always better. Consider what the client prefers - maybe do intro call on Teams/Zoom but in person works best for me. It might work best for you.

Sunbunny31

Politicker

Sr Sales Executive 🐰

I've been in the field for a very long time, and the majority of my meetings are virtual. It is very much more efficient and I am not out of pocket too much for other companies.

All that said, f2f is usually critical. I agree with Usernotfound to get in front of your customer as early as possible - it's so much easier to build connections when you can meet in person.

That said, I've noticed that recently a lot of my prospects are also remote from each other. Since I have a long sales cycle typically involving multiple divisions, this can present additional challenges to meeting. I'm offering to meet in person and then working with the customer to determine if and when we can have that in person meeting or demo.

TennisandSales

Politicker

Head Of Sales

I would say to be selective on where you have to drive/fly too. you can get SO many more meetings done being virtual than if you have to See EVERYONE face to face.

if you go onsite for the right meetings, then you will be maximizing your time and your boss will like that. hopefully.

JustGonnaSendIt

Politicker

Burn Towns, Get Money

I am a field rep. Since March of 2020, I have had only 2x F2F customer meetings. And one of these was at a conference in the city I live in (where they also live).

I have done nearly $10 M of deals since March of 2020 without F2F meetings. Hitting the road is basically dead. Most of my customers (F500 companies) don't have their employees in the office with any regularity and are even less likely to host a vendor.

Maybe travelling to get lunch / dinner is acceptable to your team as a customer meeting. But on-sites at customer offices pretty much seem to not be happening in my space (Cyber).

Sunbunny31

Politicker

Sr Sales Executive 🐰

It's definitely been interesting with prospect teams split over various offices or largely remote.

I do think the lunch/dinner meeting option with key decision makers is what's going to happen most frequently and makes the most sense.

Arzola

Valued Contributor

Business administration

u have a very good point over here

SaaSguy

Tycoon

Account Executive

Id intro over the phone/zoom and make the in person visit a closing event.

jefe

Arsonist

🍁

Not in the field, but these days I'd imagine most prospects would want most meetings done virtually.

UserNotFound

Politicker

Account Executive

I think this is geographically unique. Where I’m from- everyone wants in person as much as possible. But, we are a conglomeration of small towns masquerading as a metropolitan who houses multiple fortune 1000 companies in a 200m radius.

Lucy710

Politicker

Channel Account Manager

I’m a field rep and I think I’m about 70/30 in person v virtual. I do a lot of booked review meetings virtually versus the first meeting or any multi person meetings in person.

ThatNewAE

Big Shot

Account Executive - Mid enterprise

Person- person should be better than Zoom- Teams.

LightingLeader

Politicker

Specification Sales

I am probably 50% virtual meetings when it comes to presentations. Most regular meetings are virtual. Never go over time. If you have a 30 minute meeting finish it in 20. If it’s an hour finish it in 45 minutes. Bring gifts, food, etc if that’s allowed in your industry

heatmiser

Good Citizen

Key Account Manager

The sales/customer relationship is a personal one. Ask me if going on a first date which would be better in person or virtual and I could give you the same answer. There is something about connecting with someone, having their undistracted attention and seeing and feeling their reactions to conversation make it more meaningful for both you and the customer. Unfortunately some customers don’t want a more personal business relationship and will push towards those virtual ones.

WhoDey

Opinionated

VP of Sales

In-person meetings are becoming a relic of the past. I'm finding that customers prefer virtual meetings and don't want to meet in person.

punishedlad

Tycoon

🧙‍♂️

I'm kind of a hybrid field BDR/field rep. So a lot of my field work is "cold call" drop ins. I'll usually send an email a few days before I'm in someone's area letting them know I'm coming by. Very rarely do I get a reply, so don't be surprised if you use that method.

Don't be afraid of the in-person aspect if you haven't conducted an in-person meeting since 2020. Unless you've just shied away from all human interaction since then... If you're working in sales, chatting with folks in person should be on the of the easiest things you do. I know it was the most refreshing part of field work for me.

Being on the road can get tiring, especially if you have a family at home. I try to alternate my travel weeks with at home weeks to ensure I'm getting maximum time with my wife and kids.

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CryptoPoor

Field sales in 2022-2023

18 comments

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