Field sales: from door-to-door to digital

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evolution of sellers over time
Have you ever stopped to think about how the world of field sales has changed in recent years?

Field sales are essential for many companies, especially in the B2B world. They are the salespeople who go to the customer, understand their needs, present the products, have a coffee (you can't miss it) and close the deal.

But what started out as a door-to-door job, carrying catalogs and greece whatsapp database displays, has become much more modern and efficient. Today, field salespeople have access to a variety of technologies that make their day-to-day lives much easier. Let’s take a look at this evolution and understand how we got here.

Summary
The beginning of field sales
Challenges faced in the past:
The transition to modern field sales
Introduction of communication technologies:
Support tools:
The impact of the internet and mobile technologies
The internet revolution:
Smartphones and applications:
Popularization of inside sales:
The digital age and the future of field sales
Integration with big data and analytics:
Automation and AI:
Augmented and virtual reality:
B2B Ecommerce:
Case studies and practical examples
Success story:
Lessons learned:
The beginning of field sales
In the past, field sales were a real marathon. Just imagine: salespeople went door to door, carrying catalogs and product samples to show to customers. It was a tiring routine, but at that time, it was the best way to present products. The salesperson would go to the customer's company, present the products, take orders and, often, close new deals on the first visit. Not that this practice has gone away, and it won't. But today, there are much more efficient ways to take advantage of the field sales team .

Challenges faced in the past:
Use of catalogs and samples: These were the sellers' main allies. Detailed catalogs with photos and descriptions of the products, as well as samples to demonstrate the quality and specifications of the items.
Communication limitations: Until recently, the B2B market used landlines only to arrange the day of the visit and discuss specific details of orders.
Logistics and reach: Covering large geographic areas was a challenge. Planning efficient routes and visiting as many customers as possible in a day took a lot of time and effort.
The transition to modern field sales
Over time, things began to change. Technology began to lend a helping hand and make life easier for field salespeople. Landlines were replaced by cell phones, fax machines gave way to e-mail, and laptops became part of everyday life.

Introduction of communication technologies:
Cell phones and fax machines: These were the first steps towards improving communication between salespeople and customers. They allowed people to schedule visits and resolve specific problems without having to travel immediately.
The advent of email: With the advent of email, the exchange of information became much faster and more efficient. Salespeople could send quotes, answer questions and even close deals directly over the internet.
Support tools:
Laptops: The introduction of laptops and notebooks was revolutionary. Salespeople could now access information about products, customers, and orders anytime, anywhere.
Early CRM software: Customer relationship management ( CRM ) systems began to be used to organize customer information, track interactions, and automate sales processes. This helped increase efficiency and personalization in customer service .
The impact of the internet and mobile technologies
The arrival of the internet and mobile technologies has brought a true revolution to field sales. Field salespeople have gained new tools that have made their work more dynamic and efficient.

The internet revolution:
Online Catalogs: The transition from physical to digital catalogs has allowed retailers to showcase a much wider range of products in a convenient and visually appealing way. Customers can browse products and check specifications through the online catalog .
E-commerce: With the internet, field salespeople now have access to B2B e-commerce platforms , allowing customers to view products, prices and promotions online. In addition, it is possible to place self-service orders in compliance with the various B2B business rules.
Online CRM Tools: The evolution of CRM systems to online platforms has allowed easier and more immediate access to customer and sales information, making tracking and relationship management much more efficient.
Smartphones and applications:
Sales Apps: Smartphones have revolutionized the way field salespeople work. With sales apps, they can access product information, customer history, place orders, and even process payments directly from their mobile device.
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GPS Navigation: GPS technology has made logistics much easier. Now, salespeople can plan more efficient routes, save time, and cover a larger area in less time.
Popularization of inside sales:
Telephone sales began in the 1970s, when telemarketing became one of the main sales channels in the US, quickly spreading throughout the world and establishing a new sales format: Inside Sales .

Over time, however, this approach lost prestige due to inadequate practices, such as standardized sales scripts, lack of enthusiasm in the voice, impersonal service and little differentiation between potential customers and disinterested people.

In the 1980s, with the advancement of technology and changes in consumer behavior, the need arose to differentiate telesales and telephone sales approaches, widely used in the B2B and B2C markets .

With the constant advancement of communication and internet technologies in the 2000s, inside sales became a complementary team to field sales.

Collaboration between teams: Integration between field sales and inside sales has become essential. While field salespeople are in direct contact with customers, the inside sales team can provide remote support, prepare materials, send quotes and help with negotiations. This collaboration increases efficiency and allows for more complete and personalized service.
The digital age and the future of field sales
We are living in a digital era that is transforming everything around us, and field sales are no exception. With new technologies emerging all the time, field sales teams are adapting to take advantage of these innovations and continue to excel at what they do.

Integration with big data and analytics:
Data collection and analysis: Big data may sound like a big term, but it basically means using a lot of data from different systems to better understand customers and predict what they’ll want. This helps salespeople better prepare and tailor their pitches.
Business intelligence tools: The famous BI tools transform a bunch of numbers and data into useful insights. This way, salespeople can make smarter and more strategic decisions, without needing a crystal ball.