The success of your team’s sales efforts is directly impacted by how effective their sales follow-up process is. Deals rarely close in the first interaction. As a matter of fact, according to MarketingDonut, 80% of sales require at least 5 follow-up calls after the initial meeting and 44% of sales reps give up after 1 follow-up. As Map My Customers’ Senior Enterprise Account Executive JT Rimbey describes, “a glaring weakness, specifically with outside field sales leadership, is a lack of process.” You don’t want your reps to be part of that 44% statistic above. So, implementing a process tha ..read more

One-on-one sales coaching between the manager and rep is a necessity. And one under-utilized methodology is the ride along. Managers often see it as just a last resort for struggling reps. Reps dread them. But they can be a gold mine for real, productive coaching. That’s the topic of the latest Field Sales Leadership Guide podcast by Map My Customers. Kevin Dunbrack, Chief Operating Officer of Canadian veterinary supply company McCarthy & Sons, sits down with JT Rimbey of Map My Customers and discusses his background and how he leads his team. Uniquely, he leans heavily on ride alongs an ..read more

A well-developed hiring and training program is critical when building a high-performing medical sales team. Your company’s success is only as strong as the performance of your sales reps. This is true no matter what type of company you are. But, as Map My Customers’ Senior Enterprise Account Executive JT Rimbey describes, “hiring the right people can be such a challenge, to ensure not only the right company cultural fit but also a fit for the types of customers and selling experiences specific to that position.” So, it is critical to take a thorough and methodical approach to both hiring an ..read more

There’s no doubt that the business environments we operate in now are digital-heavy and packed with more-informed consumers. That is why one of the most essential weapons of today’s successful sales teams is sales software. So, if your team is not optimizing their effectiveness through the use of technology, they will be left behind by the competition that is. Feature-rich software built specifically with sales reps in mind, especially field sales software, has unlocked the ability to organize/centralize information, streamline processes, optimize productivity, and help your sales team signi ..read more

Sales is hard work. And it’s not getting any easier. These days the majority of sales reps don’t meet their sales goals. It’s up to management to motivate them. Like SC Johnson’s Bryant Davis shared on the latest Field Sales Guide podcast from Map My Customers, “As you start thinking about a frontline sales team, they’ve got a million things coming at them. Your role should be simplifying the agenda for them. Here’s what I need you to be focused on. Don’t get too high on the wins, don’t get too low on the losses. There’s gonna be plenty of both, hopefully more wins than losses. Then continue ..read more

In a world of continual rising costs and inflation, it is more crucial now than ever to implement ways to minimize and control costs within your business. Everyone within an organization can do their part to contribute to this effort including those within the sales team. A sales team is constantly on the go visiting customers and fuel costs on these travels play a huge role in affecting overall operating costs. The good news is there are ways to reduce and control fuel costs for a field sales team. We have outlined some tips on how to reduce fuel costs to help you out and make a large impac ..read more

For today’s outside sales teams to truly be successful, comprehensive territory management and location intelligence software is absolutely essential. Using these tools will enable your reps to effectively work territories, pinpoint and capitalize on new sales opportunities, and optimize sales growth. The good news is, there is no shortage of available options in this type of outside sales software. But, with so many different tools available, it’s easy to get overwhelmed when trying to select one for your team. One of the popular options in sales mapping software is Maptive. This platform h ..read more

According to many sources, it’s getting harder for reps to close sales. Prospects are becoming increasingly likely to take issue with budget and create objections related to price. But experienced reps know that even the hardest objections in sales can be overcome. The 2011 book The Challenger Sale by Brent Adamson and Matthew Dixon suggested that the way to charge ahead is to take on the persona of a “challenger,” challenging both conventional sales approaches and your prospect in sales calls. What is the Challenger sales method, and how do you use reframing, a key challenger tactic, to clo ..read more

If you are only measuring your sales reps’ performance by revenue, then you are missing the point. Of course, revenue-based sales metrics will tell you if your team is meeting sales quotas or not. But, they’re not going to provide an explanation as to exactly why they are or they aren’t. And that is truly the most valuable information to have if you want your team to be successful and continue to be successful moving forward. Do you understand exactly what is driving wins? Are you paying for wins that the rep didn’t really earn? For underperforming territories, do you have an effort problem ..read more

It is human nature to want to resist new and unknown things that we don’t immediately see a benefit from. Another layer of resistance is added to this when someone is telling us we HAVE to use (or do) this new and unknown thing. So, in the business/sales world, it is not uncommon for sales management to face some resistance when suddenly mandating that sales reps start using a new sales CRM or other sales enablement tools. Especially when a current rep feels like they’ve been successful with the way things are being done now, without any new software. As JT Rimbey, Map My Customers Senior En ..read more