Practical playbooks on tour optimization, leading reps, and getting more done — for sales managers across Europe and the USA.
Your expense policy makes reps drive home every night so it can save on hotels, then drive back the next morning. Here's how to spot "boomerang days", do the overnight math properly, and plan multi-day tours that get back hours of selling time every week.
Your team's most influential policy is probably one nobody wrote: the default. Here's how to find the defaults that run your sales org, and how to change them without sending a single memo.
Most field-sales interviews test the 30 minutes a rep spends in front of a buyer and skip the nine hours around it. Here are five practical exercises that show you how a candidate plans, recovers and works when nobody is watching.
Two reps, same account count, same quota — one drives 60 km a day, the other 180. The difference usually isn't discipline or software. It's the shape of the polygon they were handed. Here's how to diagnose and redraw it without starting a revolt.
Your reps don't have a time problem. They have a work-in-progress problem. Here's how to set a hard cap on active deals — and why the pipeline you're proudest of is probably the one strangling your quarter.
A field rep resigning isn't a staffing problem — it's a knowledge evacuation. Here's how to make territories survive turnover, cover the gap without burning your remaining team, and ramp a replacement who inherits relationships instead of a spreadsheet.
Every optimizer produces a beautiful plan. Almost none of them produce a plan that survives a 25-minute wait at the second stop. Here's how to design field-sales days for graceful degradation — and the four metrics that tell you whether yours actually hold up.
Every mandatory field, approval chain and weekly report in your company was created on the worst day of someone's quarter. Most of them outlived the problem they solved — and your reps are still paying the tax. Here's how to find and remove process scar tissue.
Field sales was remote before remote was cool. Yet most managers still lead it like an open-plan office — chasing check-ins instead of building reps who fix their own mistakes. Here's a better playbook.
Most route planners minimize distance. That's the wrong goal. Here's how to redesign territories and cadence around revenue per selling hour — and reclaim the windshield time quietly draining your team.
Most automation projects target the wrong thing. The real drain on your reps isn't data entry — it's the hundred small decisions they make before selling anything. Here's how to automate the choices, not just the clicks.
Before you crown a top performer or put someone on a PIP, audit the one variable most sales managers never measure: territory fairness. Here's how — and why it changes how you coach, motivate, and hold reps accountable.
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