Practical playbooks on tour optimization, leading reps, and getting more done — for sales managers across Europe and the USA.
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.
The shortest route is rarely the most profitable one. Here's how to plan field-sales tours around deal value and cadence — not just drive time — and reclaim your reps' most expensive hours.
Most productivity advice tells you to speed up individual tasks. But in field sales, the real time leaks live in the handoffs between them. Here's how to find and fix the seams.
The monthly ride-along was the backbone of field-sales coaching for decades. It doesn't scale for distributed teams — and it never was as useful as we pretended. Here's the async coaching system that actually moves the needle.
Most route optimization shaves miles off a fundamentally wrong plan. The bigger leak isn't drive time — it's who your reps visit, how often, and in what order. Here's how to fix the real problem.
Your reps aren't slow — they're stuck paying a tax every time work passes between a person, a tool, or a step. Here's how to find it and stop paying it.
Office-based managers coach the demo. The best field-sales leaders coach the windshield time — the driving, the dead zones, the decisions reps make alone. Here's how.
Most field-sales route planning optimizes the wrong thing. Here's why fixing your visit cadence beats shaving kilometers — and the anchor-and-fill method to do it.
Your reps look slammed. Their pipeline says otherwise. A calendar audit exposes the gap between motion and momentum — and gives you a repeatable way to claw back selling hours every week.
Ride-alongs don't scale, and CRM dashboards don't coach. Here's a practical system for developing distributed field reps you only see a few times a year — without micromanaging or guessing.
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