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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