From the course: Field Sales Management

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Travel: Staff, accounts, marketplace

Travel: Staff, accounts, marketplace

From the course: Field Sales Management

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Travel: Staff, accounts, marketplace

“

- 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…

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