Fourth, make sure you get yourself a good CRM system that gives you the opportunity to measure and monitor the activity and the performance of your sales people from remote locations. I suggest salesforce.com but there are lots of online web-based CRM tools today that can easily allow you to see what your sales people are doing and how they're spending their days in real time.
Fifth, make sure that you just take an active interest in building a relationship with each of your field sales personnel. If you're going to hire these expensive people you simply cannot afford to neglect them. Yet I see many companies who deploy sales personnel and simply leave them alone. This isn't a good idea.
So if you're thinking about how to improve your field sales performance, start with these ideas that I've given you. They make a lot of sense and experience has shown that they can greatly boost the productivity, motivation, and the sales results of your team.
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