Each salesperson, account and region is different. We can't be everywhere—but we can't be invisible either. A manageable travel schedule becomes a sales enhancer or time killer.
- When I first became a sales manager,…I was filled with excitement and enthusiasm…to make a real difference in growing the business…that I was responsible for.…During those first few days,…I remember getting notices…for new product launches here,…promotional planning meetings there,…and a ton of other meetings that…I never even knew existed when I was based in the field.…My calendar filled up really quickly…and I soon realized that I needed to make…scheduling of working with my sales teams…and visits to accounts a priority before anything else.…
It's a dilemma that many field sales managers face.…It's how to handle the new requirements of the job…and not be trapped and chained to your desk.…We can never lose track of what our primary objective is,…and that's to increase revenue and be fully aware…of what's going on in the marketplace.…I still go back to the lessons we all learned…as new salespeople,…since they very often remain relevant…throughout our entire careers.…The planning and preparation and the management…
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