Practical playbooks on tour optimization, leading reps, and getting more done — for sales managers across Europe and the USA.
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.
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.
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