Field Sales Management

Learn the skills necessary to manage a remote field sales organization.

Introduction

• Welcome

1. Field Sales Management

• The role of a manager
• Common challenges
• Managing up and managing down

2. Leading Those in the Field

• Training: The sales process
• Empower: Let people do their job
• Communication: Meetings and check-ins
• CRMs and reporting
• Travel: Staff, accounts, marketplace
• The marketplace and economy
• Financials and measuring success
• Performance management

Conclusion

• Next steps