When someone is down the hallway, communication is easy. Cross-country meetings with field salespeople can be more challenging and potentially time wasters. Balance is the answer.
- As a field sales manager,…one of your most important responsibilities…will be communicating with different parts…of the organization.…In fact, you run the risk of going…from the relative freedom of a sales representative…to a manager now trapped in a calendar…full of meetings and requests for your time.…How you learn the skill of keeping people informed,…while at the same time, handling all…of the other objectives on your job description,…is a challenge you'll need to solve.…Within your home office, there are a number…of groups that will be requiring your attention.…
Marketing, product and business development teams,…finance, operations, and your manager…will all want to have some type…of regular check-in with the head…of the field sales organization.…All of these departments call meetings…generally seeking the same thing:…Information about the marketplace,…and the sales representatives in the field.…Well, the good news is the communication,…or concern about the lack thereof,…has largely been remedied by the…effective use of your company's…
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