Welcome to another episode of the Field Sales Guide Leadership Podcast. In this episode, we have a special guest, Austin Green, the SW Regional VP for Jasper Engines and Transmissions based out of Arizona. We're excited to have Austin on the podcast because he's a data-driven leader in the world of field sales, a rarity in an industry often dominated by relationship-based approaches.
Austin understands the critical importance of moving beyond spreadsheets and handwritten notes in field sales. He recognizes that relying solely on personal relationships can lead to revenue loss in the long run. We'll delve into Austin's journey into the field of sales, which started with his father's transmission shop in Indiana and eventually led him to his current role as VP at Jasper Engines.
We also explore the concept of "coaching tips" and how they've integrated data-driven coaching into their sales processes. Austin shares how they leverage customer engagement data and coaching tips within MMC's platform to provide real-time feedback to their sales reps and help them continually improve.
Additionally, we discuss the changing landscape of the field sales industry, including the shift towards servicing larger fleets and regional businesses due to factors like rising interest rates and vehicle costs. Austin emphasizes the enduring value of face-to-face customer interactions in field sales, highlighting that data should enhance, not replace, personal connections.
Finally, Austin shares insights into how Jasper Engines and Transmissions has embraced data and analytics, and he offers valuable advice for sales leaders who may be hesitant to adopt data-driven approaches. He encourages leaders to use data to understand what their reps are actively doing and to probe whether their existing strategies are working effectively.
We hope you find this episode insightful and informative as we dive into the world of data-driven field sales leadership with Austin Green. Stay tuned for more episodes of the Field Sales Guide Leadership Podcast.
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Founder's Story, Ep #26
How to integrate your tech stack, Ep #25
Tales from the road, Ep #24
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
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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