The field sales stack: what reps actually need
What tools a modern field rep actually needs — and what they can safely ignore.
21 posts on playbook.
What tools a modern field rep actually needs — and what they can safely ignore.
Territory management is pattern recognition under pressure. Here's a framework that holds up in real field work.
Your CRM can report on 80 metrics. Four of them correlate with revenue. Here's how to pick them.
Territory mapping isn't drawing lines on a map. It's answering three questions honestly.
Good notes are short, specific, and capture what the rep heard — not what they want to have heard.
Most CRM demos are theater. These ten questions turn them back into evaluations.
Showing up unprepared to a site visit costs you the meeting. A five-minute prep routine fixes it.
Most productivity advice for field reps is nonsense. Here's what actually correlates with quota attainment.
CRM adoption fails in field sales for three predictable reasons. Here's the pattern every VP Sales sees — and what actually fixes it.
Fancy routing software isn't the answer. Three rules about drive time are.
Shadow CRMs are what field sales reps actually use — Notes.app, text threads, a homemade spreadsheet. Here's how to absorb them instead of fighting them.
Sales ride-alongs are still the best rep development tool in field sales. Most managers run them wrong — here's the modern playbook.
A 3-minute morning routine that sets up a field sales rep's entire day. What to do in minutes one through three — and what to stop doing.
Sales account handoffs are where years of context quietly die. Here's the hygiene — and the voice-memo trick — that keeps the relationship intact.
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.
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.
Sales deals stall weeks before anyone notices. The signals are in the notes — here are the four linguistic tells that show up first.
The Monday pipeline review is mostly theater. Here's a 15-minute, data-first format that actually moves field sales deals.
Seasonal sales territories break most CRMs. HVAC, ag, construction, and landscaping all run on a calendar your pipeline doesn't see — here's how to plan for it.
Sales-to-marketing feedback is broken at most companies. The highest-value voice-of-customer data is already in your reps' notes — here's how to unlock it.
ERP and CRM integration is what separates a credible field rep from a confused one. Here's what reps actually need visible — and the simplest way to wire it up.