·2 min read
The field sales stack: what reps actually need
What tools a modern field rep actually needs — and what they can safely ignore.
Tag
playbook
21 posts on playbook.
·2 min read
How to run a sales territory without losing your mind
Territory management is pattern recognition under pressure. Here's a framework that holds up in real field work.
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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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Territory mapping 101: a field rep's guide
Territory mapping isn't drawing lines on a map. It's answering three questions honestly.
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Sales call notes that don't suck
Good notes are short, specific, and capture what the rep heard — not what they want to have heard.
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10 questions to ask before you buy any sales CRM
Most CRM demos are theater. These ten questions turn them back into evaluations.
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The pre-site-visit checklist every rep should have
Showing up unprepared to a site visit costs you the meeting. A five-minute prep routine fixes it.
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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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Why CRM adoption fails in field sales (and how to fix it)
CRM adoption fails in field sales for three predictable reasons. Here's the pattern every VP Sales sees — and what actually fixes it.
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Route planning for field reps: the rules that actually work
Fancy routing software isn't the answer. Three rules about drive time are.
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Shadow CRMs: what field sales reps actually use
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.
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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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The 3-minute morning routine for field sales reps
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.
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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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Why sales deals stall — and how to spot it weeks earlier
Sales deals stall weeks before anyone notices. The signals are in the notes — here are the four linguistic tells that show up first.
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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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Seasonal sales territories: planning for markets that breathe
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.
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Sales to marketing feedback: closing the loop from the field
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.
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ERP and CRM integration for field sales teams
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.