Field Sales Leadership Guide

Welcome to another insightful episode of the Field Sales Leadership Podcast. In this episode, our hosts Mary Keough and JT Rimbey dive into a discussion about the evolving landscape of sales, especially in the B2B technology space. They explore the challenges faced by companies and the necessity of adapting to changing circumstances, especially with the onset of an economic slowdown and talks of a recession.

They present compelling case studies from various industries, showcasing the importance of understanding the necessity of data and processes within an organization. They emphasize how leadership plays a crucial role in recognizing the need for change and providing valuable solutions for their sales teams. From non-profit organizations to medical device companies, each case study illustrates how strategic changes can significantly impact sales efficiency and effectiveness.

Tune in to learn more about the vital role of data and processes in the world of outside sales and how adapting to innovative solutions can drive success in a dynamic market. Join Mary and JT as they unravel customer stories and shed light on the evolving sales landscape, offering valuable insights for both outside sales leaders.

LISTEN IF YOU ARE INTERESTED IN…

• Put the outside sales rep first when vetting new tech [4:30]
• Administrative straws are breaking your sales org's back. [9:00]
• The secret sauce to getting better field sales data. [24:00]

Connect with the hosts

• Mary Keough
• JT Rimbley 

Connect With Map My Customers

• On Facebook 
• On LinkedIn 

Subscribe to FIELD SALES LEADERSHIP GUIDE

Level-up your field sales strategy at mapmycustomers.com

Welcome to another episode of the Field Sales Guide Leadership Podcast. In this episode, we have a special guest, Austin Green, the SW Regional VP for Jasper Engines and Transmissions based out of Arizona. We're excited to have Austin on the podcast because he's a data-driven leader in the world of field sales, a rarity in an industry often dominated by relationship-based approaches.

Austin understands the critical importance of moving beyond spreadsheets and handwritten notes in field sales. He recognizes that relying solely on personal relationships can lead to revenue loss in the long run. We'll delve into Austin's journey into the field of sales, which started with his father's transmission shop in Indiana and eventually led him to his current role as VP at Jasper Engines.

We also explore the concept of "coaching tips" and how they've integrated data-driven coaching into their sales processes. Austin shares how they leverage customer engagement data and coaching tips within MMC's platform to provide real-time feedback to their sales reps and help them continually improve.

Additionally, we discuss the changing landscape of the field sales industry, including the shift towards servicing larger fleets and regional businesses due to factors like rising interest rates and vehicle costs. Austin emphasizes the enduring value of face-to-face customer interactions in field sales, highlighting that data should enhance, not replace, personal connections.

Finally, Austin shares insights into how Jasper Engines and Transmissions has embraced data and analytics, and he offers valuable advice for sales leaders who may be hesitant to adopt data-driven approaches. He encourages leaders to use data to understand what their reps are actively doing and to probe whether their existing strategies are working effectively.

We hope you find this episode insightful and informative as we dive into the world of data-driven field sales leadership with Austin Green. Stay tuned for more episodes of the Field Sales Guide Leadership Podcast.

LISTEN IF YOU ARE INTERESTED IN…

• Right tech = easier job. For reps AND managers [14:18]
• Using data to be a better player-coach [28:22]
• Data improves your sales process... when used the right way? [39:24]

Connect with the guest

• Austin Green
• Jasper Engines and Transmissions

Connect with the hosts

• Mary Keough
• JT Rimbley 

Connect With Map My Customers

• On Twitter 
• On Facebook 
• On LinkedIn 

Subscribe to FIELD SALES LEADERSHIP GUIDE

Level-up your field sales strategy at mapmycustomers.com

In this episode of the Field Sales Guide Leadership podcast, hosts JT Rimbey and Mary Keough tackle the crucial topic of selecting the ideal CRM for outside sales teams. They highlight the common challenges these teams encounter when adopting and effectively using CRM systems. Mary introduces the core focus of the episode: the seven key attributes to prioritize when choosing a CRM tailored for outside sales.

1. Mobile First Platform
2. Customer Lifecycle Management
3. Lead Generation
4. Mapping and Routing
5. Native Integrations
6. Simplified Onboarding
7. Ongoing Support

Throughout the discussion, JT and Mary draw from their sales leadership expertise, offering insights and examples relevant to each attribute. Their advice aids sales leaders in selecting CRM solutions that align with the unique requirements of outside sales teams, mitigating challenges associated with CRM adoption.

LISTEN IF YOU ARE INTERESTED IN…

• Does your CRM surface net new business opportunities? [15:20]
• How native integrations bring your CRM data to life? [25:45]
• Do you need a CRM provider who owns the long-term partnership? [36:12]

Connect with the hosts

• Mary Keough
• JT Rimbley 

Connect With Map My Customers

• On Twitter 
• On Facebook 
• On LinkedIn 

Subscribe to FIELD SALES LEADERSHIP GUIDE

Level-up your field sales strategy at mapmycustomers.com

Subscribe to FIELD SALES LEADERSHIP GUIDE

The outside sales leadership world tends to lack a crucial element: process. In this episode of the Field Sales Leadership Guide podcast, hosts JT Rimbey and Mary Keough are joined by Joe Anderson, Director of Field Sales at Royal Brass & Hose. They discuss Joe’s role in transforming the sales culture at Royal Brass and Hose and the importance of technology in modernizing and improving the sales process.

You will want to hear this episode if you are interested in...

• Joe’s career journey in sales [02:18]
• Royal Brass & Hose’s customer base [06:05]
• Changing the sales culture [09:11]
• Identifying underperforming reps [14:21]
• Why did you win this deal? [19:19]
• CRM adoption barriers [28:01]

Resources & People Mentioned

• Royal Brass
• Luke Wittenbraker | LinkedIn
• Building a sales process from the ground up with Luke Wittenbraker - Field Sales Leadership Guide

Connect with Joe Anderson

• On LinkedIn

Connect With Map My Customers

• On Twitter 
• On Facebook 
• On LinkedIn 

Subscribe to FIELD SALES LEADERSHIP GUIDE

Audio Production and Show Notes by - PODCAST FAST TRACK

Level-up your field sales strategy at mapmycustomers.com

Subscribe to FIELD SALES LEADERSHIP GUIDE

In this episode of the Field Sales Leadership Guide podcast, host Mary Keough interviews Justin Lu, Head of Customer Success at Map My Customers, to learn more about how the software integrates with an organization's tech stack and what customer support looks like. The discussion goes beyond the typical software demo to explore the details of Map My Customers.

You will want to hear this episode if you are interested in...

• What is customer success? [03:51]
• The onboarding process [04:48]
• Account setup and integration [14:02]
• Training new customers [17:14]
• Having a Customer Success Manager [22:20]
• Ensuring MMC is fully integrated [26:37]

Resources & People Mentioned

• Map My Customers

Connect with Justin Lu

• On LinkedIn

Connect With Map My Customers

• On Twitter 
• On Facebook 
• On LinkedIn 

Subscribe to FIELD SALES LEADERSHIP GUIDE

Audio Production and Show Notes by - PODCAST FAST TRACK

Level-up your field sales strategy at mapmycustomers.com

Subscribe to FIELD SALES LEADERSHIP GUIDE

Being a top performer as a sales rep doesn’t necessarily translate to being a great team leader. In today’s episode of the Field Sales Leadership Guide podcast, we talk with Joe McDonald, Vice President of Sales at Jasper Engines & Transmissions. Joe sets the bar high, has the absolute respect of his team, and leads leaders to hold people accountable. With outside sales, it is imperative to have a repeatable, scalable, and predictable process, and Joe has done just that.

You will want to hear this episode if you are interested in...

• Joe’s career journey to Jasper [01:43]
• The evolution of Jasper’s sales process [04:26]
• Hierarchy of sales leadership [10:11]
• The statistics that matter [13:05]
• Adoption of technology [19:14]
• Devices and connection issues [26:44]

Resources & People Mentioned

• Jasper Engines

Connect with Joe McDonald

• On LinkedIn

Connect With Map My Customers

• On Twitter 
• On Facebook 
• On LinkedIn 

Subscribe to FIELD SALES LEADERSHIP GUIDE

Audio Production and Show Notes by - PODCAST FAST TRACK

Level-up your field sales strategy at mapmycustomers.com

Subscribe to FIELD SALES LEADERSHIP GUIDE

Outside sales leaders often don’t have a well-defined sales process. Rather than implementing a process, they rely on a few great salespeople. In this episode of the Field Sales Leadership Guide podcast, co-hosts JT Rimbey and Mary Keough discuss the need for a sales process that grows and replicates great salespeople.

You will want to hear this episode if you are interested in...

• Are you replicating great salespeople? [01:06]
• The value of a well-defined sales process [06:42]
• Measuring what matters [10:44]
• Optimization and scaling [16:04]

Resources & People Mentioned

• Joe McDonald - Aftermarket for Life - Jasper Engines & Transmissions | LinkedIn
• Luke Wittenbraker - Marketing and Sales Director - Mactech On-Site | LinkedIn

Connect With Map My Customers

• On Twitter 
• On Facebook 
• On LinkedIn 

Subscribe to FIELD SALES LEADERSHIP GUIDE

Audio Production and Show Notes by - PODCAST FAST TRACK

Level-up your field sales strategy at mapmycustomers.com

Subscribe to FIELD SALES LEADERSHIP GUIDE

As someone who closely observes the impact of CRM rollout on outside sales teams, I am passionate about its success. In the latest episode of the Field Sales Leadership Guide podcast, my co-host Mary Keough and I discuss the “Crawl, Walk, Run” approach to seamlessly introduce new technology that is both valuable and user-friendly for your team. I’m your host JT Rimbey. Tune in to learn about the challenges of embracing new processes and how to support your outside reps during the adoption process.

You will want to hear this episode if you are interested in...

• You CAN teach an old dog new tricks [02:02]
• Data is difficult, but there is a solution [08:32]
• Boosting Sales Software Usage & Engagement [11:47]
• Integration with other systems [13:02]
• Optimization mode [20:28]

Resources & People Mentioned

• Luke Wittenbraker - Marketing and Sales Director - Mactech On-Site | LinkedIn
• Joe McDonald - Aftermarket for Life - Jasper Engines & Transmissions | LinkedIn

Connect with Mary Keough

• On LinkedIn

Connect With Map My Customers

• On Twitter
• On Facebook
• On LinkedIn

Subscribe to FIELD SALES LEADERSHIP GUIDE

Audio Production and Show Notes by - PODCAST FAST TRACK

Level-up your field sales strategy at mapmycustomers.com

In this episode, JT and Mary are joined by Luke Wittenbraker who discusses his experience as the son of the boss and Sales Director at Mactech. 

Luke talks about his journey from marketer to salesperson to sales leader at the family business. He explains how he had to adapt to his role and the dynamics of being a young sales director in a team of older salespeople. 

Luke emphasizes the importance of understanding the pain points of the sales team and developing a process that everyone can succeed at. Luke describes how he studied and documented their sales process, consolidating the different approaches into one cohesive strategy. He believes in sharing what works for one person and spreading it across the team rather than letting everyone operate in silos.

Luke also discusses his approach to earning respect and building relationships with his team. He mentions his background of working in the company during summers, which helped him gain some respect within the manufacturing organization.

We hope you enjoy listening as much as we enjoyed recording!

Follow Luke on LinkedIn: https://www.linkedin.com/in/luke-wittenbraker-2bb5368/

Level-up your field sales strategy at mapmycustomers.com

Choosing the right CRM for the business is an important decision. When the right CRM tool is chosen, sales reps gain valuable insights and are more productive than without it. When reps are seeing this kind of value from the CRM, leaders can glean invaluable data from it. Andrea Eckberg evaluated and adopted Thibaut Design’s first CRM, and her team is thrilled with the lead generation opportunity, account segmentation capabilities and efficiency of planning. 

“Ultimately, what we found is a CRM, especially one as simple to use as Map My Customers, gives our reps time back in their day. Anyone who's been in sales knows that the most valuable thing we have is time, and we never have enough of it. So, to be able to give back some time during the day to help make our team more efficient to help their ability in the market to make quick decisions to be in the right place at the right time with the right information at their fingertips,” says Andrea Eckberg from Thibaut Design.

Learn about Andrea Eckberg’s approach to adopting a new CRM and the value it has brought to her team. Discover the role their CRM has played in onboarding new sales reps. 

About our sponsor

Follow JT Rimbey on LinkedIn or send a message

Follow Andrea Eckberg on LinkedIn or send a message

About the Podcast

We've lined up for you some of the smartest movers and shakers in sales leadership to share their formulas for success and the tricks of the trade. The Field Sales Leadership Guide podcast discusses with experienced and successful sales leaders what works and what doesn't in the sales profession. Listen in as we tap into high performing sales leaders and their passion for field sales. Join us as we pull back the curtain giving you actionable insights and strategies that you can use with your sales team.

About the Sponsor

Traditional CRM aren’t designed with outside sales reps in mind. They're too cumbersome, complex and time consuming and lack mobile-friendly options. Use Map My Customers as the CRM of record or as the tip of the spear for your existing CRM. Designed specifically for outside sales reps, Map My Customers is a mobile-first platform that strategically segments accounts, provides optimized routing and mapping tools, activity logging and much more. Get a free hands-on tour at https://smarturl.it/mmc-trial. 

Follow Map My Customers

https://twitter.com/mapmycustomers 

https://www.facebook.com/mapmycustomers 

https://www.linkedin.com/company/map-my-customers 

Level-up your field sales strategy at mapmycustomers.com