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It doesn’t matter what industry you’re focused on – If you want your field sales team to succeed, you need to exhibit strong field sales management skills. Few people understand the complexities of the field sales process. If a field rep books a few lunches with prospects, then follows up
B2B sales has evolved over the years. Cold calling and direct mail are still useful for some sales processes, but the way in which we do business has changed a lot. More companies are investing in B2B sales teams — inside and outside — across a range of industries. The
Studies suggest that best-in-class companies close 30% of sales qualified leads, while average companies close 20%. How do you close that gap? Effective sales training. Every sales team needs solid training and ongoing coaching. But reps in the wholesaler and distributor industries need it more—mostly because margins are small and
Sales management is one of the most critical roles in a sales organization. Sales leaders oversee the entire sales cycle, ensuring all tools, processes, and people work together toward a common sales target. As deals progress through the sales cycle, the manager ensures all players have what they need and
If you want your team to succeed in the industrial sales sector your reps need to become more than order-takers. They need to take a proactive approach to find quality buyers for themselves. This is much easier said than done, of course. Thankfully, there are plenty of effective industrial sales
There’s a lot of strategy that goes into proper sales territory mapping. It can be a tedious process, but it helps you distribute the workload fairly across sales teams and ensure you’ve got the right reps working each territory. With a sales territory plan, you can improve the efficiency of
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