Field sales reps spend less than 39% of their time selling. The rest is spent on administrative tasks. Since they only get paid when they make sales, it’s no wonder they bitterly resent administrative tasks, especially entering their call notes into your CRM. In a recent survey, we found that field sales representatives spend an […]
Every field sales team has a number of challenges to overcome—and not all of them are external. For example, if your team isn’t doing a great job selling your products and services, then you can bet that you’ll have some unhappy customers on your hands. And while it’s easy to say that “customers don’t buy […]
I used to think that sales managers should be out selling. I thought it was a great way to build relationships and create leads. In fact, I thought that this was the only way you could lead a sales team. Now as a VP of Sales at my company and looking back on my career […]
The 94th annual Southern Wholesalers Association convention is June 26-28, 2022, and we’re getting our sunscreen and golf tees packed for a great time in Hilton Head. Will you be there? We’re excited to connect with our existing customers, and looking forward to connecting with new customers, so stop by our table when you have […]
CRMs—or Customer Relationship Management systems—are ubiquitous in the sales market. Customers, after all, are the foundation of any sale. It’s vital, for both you and your sales team, that you Manage your Customer Relationships. The CRM was invented for that very purpose—to help us manage our customer relationships. But all too often CRMs start with […]
