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Guide 07 of 07Available7 minute guide

Field Sales guide

Prepare accountable field selling.

Define teams, territories, visits and outcome measures before activating the field workflow, especially where connectivity and location privacy matter.

Who this is forSales leaders, supervisors and operations teams

Guide overview

Follow the workflow in a controlled order.

Important boundary. Field Sales is available for accountable field operations. It excludes continuous employee tracking and keeps operational contact permission separate from marketing consent.

Guided steps

From preparation to a checked outcome.

01

Define roles and responsibility

Every lead, visit and opportunity needs an accountable owner.

What to do
  • List managers, supervisors and representatives.
  • Define what each role may view or change.
  • Avoid shared accounts and untraceable assignments.

Expected outcomeField work can be assigned to named people with suitable access.

02

Design practical territories

Territories should support coverage without becoming continuous surveillance.

What to do
  • Use countries, states, cities, districts, routes or relevant custom sales zones.
  • Assign responsibility without tracking a person continuously.
  • Review overlaps and gaps with field managers.

Expected outcomeEach representative understands where the team expects them to work.

03

Agree the lead and qualification model

Consistent qualification prevents every contact from becoming an opportunity.

What to do
  • Define the minimum information for a lead.
  • Record need, value, notes and contact permission.
  • Set the conditions for qualification, disqualification and reassignment.

Expected outcomeProspects move through a consistent and explainable sales process.

04

Standardise visits and follow up

A visit should produce a useful outcome and a clear next action.

What to do
  • Set an objective before the visit.
  • Use explicit check in only when the field action requires location.
  • Record the outcome, evidence and next task.
  • Assign a responsible person and due date for follow up.

Expected outcomeCompleted visits create accountable work instead of isolated notes.

05

Prepare for unreliable connectivity

Offline work needs visible pending, conflict and synchronised states.

What to do
  • Decide what information must be available offline.
  • Define how conflicting changes will be reviewed.
  • Train the team to wait for confirmed synchronisation before assuming a change is complete.

Expected outcomeThe team understands what can continue offline and how later conflicts are handled.

06

Choose outcome measures

Activity alone does not explain whether field work creates value.

What to do
  • Track relevant measures such as qualified prospects, visits completed, opportunities created and deals won.
  • Review conversion and revenue contribution alongside activity.
  • Avoid targets that encourage poor data or unnecessary visits.

Expected outcomeManagement can evaluate useful outcomes rather than movement alone.

Completion checklist

Confirm before moving on.

Use this list for a final review with the person responsible for the workflow.

  • Roles and permissions are named
  • Territories have clear ownership
  • Qualification rules are documented
  • Visits create a next action
  • Location is requested only for explicit field actions
  • Offline conflicts will be reviewed
  • Measures focus on outcomes as well as activity
Guide 07 complete

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