All positions come down to the numbers and results. You must be open to change and refine territories. A field sales manager's job is to know those numbers and act on them.
- Whether we're a field representative,…the sales manager or the CEO,…so much of our attention, energy, and success…or disappointment revolves around the numbers.…Whatever business you're in, job you have,…or product or service you're offering,…it all seems we use the phrase,…how do the numbers look?…The numbers tie to the three factors that highlight…the health of a company and that's revenue,…expenses, and profits.…If you really want to simplify business,…all of the meetings, the training,…emails and presentations comes down to those three factors.…
As a field sales manager,…there's more pressure on the financial aspects…and measuring success than you might initially think.…As a sales representative,…you knew you had a budget number to hit,…expenses to manage, and maybe one or two other items…that you were judged on.…However, as a manager,…you're responsible for your entire team.…Yes, you have to hit the overall department numbers,…but you're also responsible for setting…the number for each individual.…If you do it incorrectly,…
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