CRM use from field representatives is required, yet most dread the process. As a manager, we must model the way and show the value and importance of CRM.
- As a sales rep, I'm sure you remember…your manager telling you to send in call reports on time…and keeping the CRM updated with the latest details…about opportunities and potential sales.…When I first became a sales representative,…I had to learn from my manager and other sales colleagues…about the best ways to manage my account information.…This was before the advent…of customer relationship management software,…so I had my notes, and folders, notecards,…spreadsheets, and a database package…that I had purchased at an office supply store.…
I was really organized, and I had this information detailed,…accurate, and updated at the end of each week.…The problem was that no one else had access…to this information except me.…I guarded it with my life!…You would have thought I had top-secret information,…since I only passed along things on a need-to-know basis.…Account and market information is invaluable.…It helps drive revenue and success.…It never should be withheld!…Today, no matter what business you're in,…if you were to ask sales managers, they would say…
In this course, follow sales coach Dean Karrel as he explains what's unique about training, managing, and leading field salespeople. He covers topics such as the importance of giving field salespeople their independence, communicating remotely, the challenges of CRM, the need for travel, guiding your team through tough times, and managing performance from a distance.
- Understanding the role of a manager
- Managing up and managing down
- Leading those in the field
- Empowering your salespeople
- Managing meetings and check-ins
- Guiding your team through tough market conditions