Sales Management

Building and maintaining customer relationships with face-to-face interactions can be tough for field sales teams. Not to mention, prospecting and qualifying leads can take time away from those face-to-face interactions. To make sure these sales efforts go without a hitch, are you tracking metrics and key sales performance indicators? In this post, we offer a complete guide to the key sales performance metrics you should be looking at to help you determine what your outside sales team is doing well and where there’s room for improvement.  That way, you can tweak your sales strategy so that you’re on track to....

“Whatever you do, do it well. Do it so well that when people see you do it, they will want to come back and see you do it again, and they will want to bring others and show them how well you do what you do.” - Walt Disney  Disney is known across the world for its exceptional customer experience (CX).  Boasting numbers such as a 70% customer return rate to its parks and the top retention rate across all streaming platforms at 78%, Disney stands out.  With an emphasis on the creation of “magical moments” for their customers, the....

Managing a field sales team comes with its challenges. Sales reps are out in the field for the majority of the day which means that for you as a field sales manager, you need to exhibit strong leadership and management skills that your reps will respond to even when you are not in constant contact.  96% of those who responded to the 2021 Second Nature Sales Coaching Survey said that effective sales coaching makes a massive difference in the performance of sales reps in the field.  Field sales managers know that having a detailed playbook to guide them through their....

Finding the quickest path from point A to B can be both a challenge and an inconvenience.  The average American driver spends on average 51 hours a year stuck in traffic, according to the latest report from INRIX.  Good route planning saves both time and money, a fact known by outside sales and field service teams that spend large chunks of their days traveling in their cars. In this article, we dive into strategies for optimal route planning, ensuring you are optimizing your resources on the road and achieving the efficiencies your business deserves.