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Insights

Insights

Field Sales: Meet That Quota!

Jaklyn Soler May 23, 2016

It’s May. You know what that means? While we all set goals in January with record-breaking quotas, the year is half over. If your team is struggling to meet half their quota thus far and the future is looking dismal, fear not! We have some strong encouragement to help you make it through 2016! Develop a […]

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Insights

Millennial Perspective: Bringing in Retail Reps

Jaklyn Soler April 28, 2016

Altria Student Ambassador and future Territory Sales Manager Tony Killough sat down with us to speak out about the millennial retail reps that he advocates for in field sales after holding an internship and the advice he would give them. What characteristics do you look for in an individual who wants to work the retail space in field […]

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Insights

How Analytics are Helping Outside Sales Reps Work Smarter!

Austin Rolling April 21, 2016

With the introduction of feasible mass data collection, the gap between outside sales reps and persons working in marketing driven roles is closing. For many years those responsible for driving sales and the individuals focused on understanding and increasing demand for products worked in silos with separate agendas. The major problem with this is fairly […]

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Insights

Attacking Field Sales Rep Turnover

Jaklyn Soler March 31, 2016

For a long time running, turnover has been one of the dirtiest words in field sales. What is turnover’s unfortunate endgame? Attrition. Due to this, sales teams are scrambling to figure out how to keep their game up. As you already know, turnover in sales is much worse than in other professional fields. When a […]

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Insights

5 Signs You’re Terrible at Retail Market Management

Austin Rolling March 2, 2016

During my many years of working in the marketing space, in particular retail marketing, I’ve come across all kinds of personalities. Personalities, quite frankly, that should never step foot into a retailer (and some don’t, they just get paid to make people believe they do!). If you happen to manage a territory that includes retail distributors and are […]

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Insights

Field Sales: What Your Reps Won’t Say

Jaklyn Soler January 19, 2016

It’s time to  revisit the ways in which you manage your field sales team.   “Field sales quotas don’t always measure quality.”   Obviously, bumping up the amount of visits that your reps have to make does not necessarily translate into more sales. More customer visits means less time per visit but, depth of relationship should […]

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