·2 min read
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.
Tag
management
14 posts on management.
·2 min read
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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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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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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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.
·2 min read
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.
·2 min read
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.
·2 min read
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.
·2 min read
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.
·2 min read
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.