Sales force
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The Best Practices for Organizing a Successful Business Tour

Organizing a successful business tour is a crucial factor for sales professionals. Whether you are in charge of sales for a company or an independent sales representative, a well-planned tour can make the difference between outstanding results and ineffective efforts. However, establishing an efficient business tour requires meticulous preparation and the implementation of best practices.

  1. What is a business tour?
  2. Organizing a business tour: what are the benefits?
  3. Steps for organizing a business tour
  4. Organizing a business tour: choosing the right tool

What is a business tour?


A business tour, also known as a sales tour, refers to a series of strategic activities undertaken by a company or a professional with the aim of promoting its products or services to potential clients. This business approach typically involves organizing a series of visits, meetings, or presentations to clients or prospects in different geographical locations.

What are the 3 prospecting tour plans?

  • The Spiral Strategy: This approach involves traversing a geographical area in a spiral trajectory. It starts by targeting a central point and then gradually moving outward, expanding the scope of the tour. This method effectively covers an area while maximizing sales opportunities.
  • The Zigzag Strategy: With this approach, the prospecting tour follows a zigzag pattern through a predetermined geographical area. It alternates between horizontal and vertical movements, allowing for methodical coverage of the entire area. This method is often used to optimize travel time and maximize the chances of encountering prospects.
  • The Daisy Strategy: This strategy gets its name from the shape of a daisy with its petals. It involves establishing multiple starting points across a geographical area and moving in paths resembling petals. Each petal represents a specific area to explore. This method maximizes geographical coverage and quickly identifies high-potential sales areas.

It’s important to choose the prospecting tour strategy that best suits your industry, team size, and specific business objectives. Each of these strategies has its advantages and disadvantages, so it’s essential to assess your company’s needs before making a decision.

organisation d'une tournée commerciale

Organizing a Business Tour: What Are the Benefits?

A business tour is a crucial tool for companies looking to expand their operations. By understanding the benefits of a business tour, you can maximize your chances of success.

A business tour provides the opportunity to meet clients in person, enhancing relationships and fostering mutual trust. This allows sales professionals to establish stronger bonds with clients, potentially leading to long-lasting business relationships.

When visiting clients at their workplaces, sales professionals can gain a better understanding of their specific needs, preferences, and challenges. This in-depth knowledge enables salespeople to tailor their offerings and propose suitable solutions, increasing the likelihood of closing sales.

During a business tour, sales professionals can identify new business opportunities or unmet needs among their clients. Being physically present, they can spot potential buying signals or issues that their products or services can address, potentially generating new sales.

Additionally, these tours allow sales professionals to directly address clients’ questions and concerns. This enables real-time dialogue, clarification of doubts, and addressing objections. By providing immediate answers, salespeople can positively influence clients’ purchasing decisions.

By visiting clients, sales professionals also have the chance to gather valuable information about competitors’ activities. They can gather information about competing products and services, pricing strategies, special offers, etc. This information can be used to adjust sales strategies and remain competitive in the market.

Business tours provide sales professionals with an opportunity to step out of the office, meet new people, and take on new challenges. This can boost their motivation and commitment to their work. Face-to-face meetings with clients allow them to directly witness the results of their efforts, which can positively impact their job satisfaction.

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Steps for Organizing a Business Tour

Before beginning to plan the business tour, it’s essential to clearly define the objectives. Are you aiming to introduce new products, increase sales in a specific region, or strengthen relationships with existing clients?

Once the objectives are set, the next step is to identify the tour’s target audience. This could be potential clients in a specific geographical area, existing clients in need of renewal, or other specific criteria.

This stage involves determining the locations to visit and establishing an efficient itinerary. It’s important to consider distances between different destinations and optimize travel time to maximize sales opportunities.

To ensure the success of the business tour, it’s advisable to schedule appointments in advance with potential clients or existing clients. This ensures their availability and maximizes the time spent with each client.

Prior to the tour, it’s essential to prepare all necessary sales materials, such as brochures, product samples, presentations, or demonstrations. Make sure you have sufficient materials for each appointment.

Organize logistical aspects of the tour, including hotel reservations, vehicle rentals if needed, and meal planning. Ensure all details are taken care of to ensure a smooth tour experience.

After each appointment, take the time to follow up with clients, gather their feedback, and note the outcomes of the visit. This will help you evaluate the tour’s effectiveness and make adjustments if necessary.

Remember to customize these steps according to your own needs and objectives!

suivi client

Organizing a Business Tour: Choosing the Right Tool

When it comes to finding the right tool for your business organization, it’s important to consider several key factors. Here are some steps to help you find the tool that best suits your needs:

  • Define your objectives: Before you start your search, clearly determine the objectives you want to achieve with the tool. For example, do you want to improve lead management, automate tasks, optimize sales tracking, or analyze sales data? Having a clear vision of your needs will help guide your search.
  • Evaluate your specific needs: Each business organization is unique, so it’s important to evaluate your specific needs. Consider your company’s size, the number of users, the complexity of your sales processes, etc. Identify essential features to meet your specific requirements.
  • Create a list of available options: Conduct thorough research to identify tools available in the market. Check specialized websites, read comparisons, and ask for recommendations from other sales professionals. Compile a list of tools that seem to meet your criteria.
  • Compare features: Once you have a list of potential tools, compare their features. Check if the tool offers key features such as contact management, opportunity management, reporting and analytics, integration with other software, etc. Prioritize features that are most important for your organization.
  • Assess user-friendliness: Tool usability is also an important criterion. It should be intuitive and easy to use for your sales teams. If possible, request demonstrations or free trials to assess the tool’s user interface.
  • Consider the budget: Cost is an important factor when choosing a tool. Set a clear budget and compare prices of different options. Keep in mind that some tools may offer additional features that justify a higher investment.
  • Read reviews and testimonials: Before making a final decision, read reviews and testimonials from other tool users. This will give you an idea of users’ real experiences and help you evaluate the quality and reliability of the tool.