Sales Management

“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.

Do your sales reps often seem disengaged during meetings and underperform on targets? As a sales leader, have you noticed a lack of trust as a growing issue hampering productivity? This lack of trust and engagement may stem from insufficient transparency and communication from leadership.  One study has shown that effective communication can lead to a 72% increase in productivity, a 63% increase in customer satisfaction, and a 60% increase in employee confidence. Having a sales communication strategy is key for managing sales teams. When sales managers share goals, context, metrics, and insights openly, they demonstrate respect which builds trust.  Let’s take....