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Forecasting without the fiction
Every rep knows their forecast is half real, half theater. Here's how to tell the difference — and why the honest number is the one that scales.
Tag
management
23 posts on management.
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Commission plans that don't quietly break trust
The fastest way to lose your best rep isn't a bad comp plan — it's a comp plan that changes mid-year without warning.
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When your CRM is overkill for field sales
The platform that works for your enterprise deal desk can be a tax on your field team. Here's how to spot it.
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What actually shortens rep ramp time
Ramp time isn't about training hours. It's about how fast a new rep gets to the conversations that teach them the territory.
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Field sales burnout: spotting it before you lose the rep
Field reps don't quit loudly. They quit quietly, over a long drive home, about three months before you notice.
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How to coach a field sales rep from their voice notes
Voice notes are a coaching goldmine — but only if the manager reviews them with structure, not just vibes.
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The windshield economy: what an hour in the truck actually costs
A field rep spends roughly half their working hours driving. Until you price that honestly, every territory decision is wrong.
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When to hire your first SDR for a field team
Most field orgs hire an SDR too early, too late, or for the wrong reason. Here's the short version of when it's actually time.
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5 reasons your reps hate your CRM (and how to fix each)
Adoption isn't a training problem. It's a product problem. Here are the five predictable complaints and what to do about them.
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What you actually learn by shadowing your top rep
Top-rep shadowing is a cliché that mostly produces bad lessons. Here's how to do it so the mid-tier reps actually improve.
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The field sales KPIs that actually matter
Your CRM can report on 80 metrics. Four of them correlate with revenue. Here's how to pick them.
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The real cost of CRM data entry
If every rep spends 45 minutes a day on CRM admin, what does that actually cost your company?
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Mapping what you sold to what actually delivers
Every field org has deals marked 'won' in the CRM that never delivered. The gap between those two systems is where revenue quietly leaks.
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Seasonal kickoff meetings that don't waste the week
Most sales kickoffs are a corporate retreat disguised as a business event. Here's how to run one that actually moves a field team.
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Field sales rep productivity: what actually moves the needle
Most productivity advice for field reps is nonsense. Here's what actually correlates with quota attainment.
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Sales ride-alongs, modernized: a field manager's playbook
Sales ride-alongs are still the best rep development tool in field sales. Most managers run them wrong — here's the modern playbook.
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Signal vs. noise in field sales data: why less is more
Field sales data quality gets worse as you collect more of it. Signal-to-noise is what determines whether a CRM is useful — here's how to fix it.
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Sales account handoffs without losing context
Sales account handoffs are where years of context quietly die. Here's the hygiene — and the voice-memo trick — that keeps the relationship intact.
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Field sales onboarding in a week (not a quarter)
Field sales onboarding doesn't need 90 days. Here's a five-day program that gets a new rep selling in week two — with voice notes, not PDFs.
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What a healthy field sales pipeline actually looks like
A healthy field sales pipeline isn't about funnel shape — it's about the activity inside it. Here are the four signals that matter, and why coverage ratio isn't one of them.
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The Monday pipeline review, reimagined for field sales
The Monday pipeline review is mostly theater. Here's a 15-minute, data-first format that actually moves field sales deals.
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Protecting account knowledge when a sales rep leaves
Protecting account knowledge when a rep leaves is most orgs' biggest blind spot. Here's how continuous voice capture turns resignations into a non-event.
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The real cost of a bad CRM migration
A bad CRM migration is one of the most expensive mistakes a sales org can make. Here are the hidden costs — and the four rules that keep migrations from going sideways.