The best field salespeople love their independence, and if you empower them, encourage them, and let them focus on their job, they will reward everyone with more sales.
- There are a lot of responsibilities…as a field sales manager…and you're being pulled in many directions.…The part that took me a while to learn…was giving up the accounts that I used to call on.…I took great pride in these customers…that I had work to cultivate so well,…worked hard to grow revenue,…and become friends with buyers.…Now I had to let others do that job.…I needed to let go and do what the best sales managers do…and that's empower their sales team.…I love this quote from Tom Peters…that sums up well the responsibility…you now have as a field sales manager.…
"I see the manager's principle role as identifying things…"that get in people's way by asking them…"and meticulously getting those things out of their way."…There are many best practices we can follow…to help our sales staff do their jobs…and the list can be extensive.…I picked five practices that I think need…to be included for every sales manager.…Coaching, the better trained your staff is…and constructive methods you give to them to improve…can only make them perform better,…
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