Welcome to another insightful episode of the Field Sales Leadership Guide Podcast. In this episode, JT exchanges key findings with Mary on his recent series of ride-alongs. These ride-alongs provide valuable insights into the challenges faced by outside sales reps and how sales leaders can address them.
The overarching themes discovered during the ride-alongs include:
The effects of these challenges are significant, including a lack of valuable data needed for better decision-making at the rep, manager, and leadership levels.
JT shares examples from his ride-alongs, emphasizing the importance of strategic coaching, efficient use of time, and the need for valuable data to drive revenue. Mary and JT discuss how the absence of a robust tracking system can hinder the sales process, drawing parallels with a manufacturing line that lacks stages for improvement.
The episode concludes with the analogy of practicing golf swings, highlighting the importance of practicing the right things at the right time and using data to guide effective coaching and strategic management.
If you're a sales leader looking to optimize your team's performance and address these challenges head-on, this episode provides valuable insights and actionable strategies. Tune in and take your field sales leadership to the next level!
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Founder's Story, Ep #26
How to integrate your tech stack, Ep #25
The KPIs should match the go-to-market strategy, Ep #23
Trends in outside sales, Ep #22
How do you measure the ROI of your CRM, Ep #21
Why change? Exploring why sales orgs buy new technology, Ep #20
Data-driven Territory Management with Austin Green of Jasper Engines and Transmissions, Ep #19
7 things to look for in a CRM, Ep #18
Transforming from Lone Wolf Sales to Process-Driven Sales, with Joe Anderson, Ep #17
What CRM customer support should look like, Ep #16
How Jasper Engines and Transmissions built a measurable sales process from the ground up, Ep #15
Process beats people, Ep #14
How a crawl, walk, run approach leads to a successful CRM rollout, Ep #13
Building a sales process from the ground up with Luke Wittenbraker
Leveraging a CRM for better customer engagement at Thibaut Design – Episode 011
Building Relationships and Staying Organized as a Sales Manager with Drew Cline from CONMED – Episode 010
White Glove Service as a Competitive Advantage with Michelle Shepard from Systel – Episode 009
Partnering with Independent Reps in Medical Device Sales with Brian Schauer at Novastep - Episode 008
Account Segmentation and the Educational Sales Cycle with Robbie Lunt from Biodesix - Episode 007
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