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Field Sales Leadership Guide
Field Sales Leadership Guide episodes
- 10. Building Relationships and Staying Organized as a Sales Manager with Drew Cline from CONMED
If ever there was a recipe for success as a Sales Manager, Drew Cline has perfected the ingredients and the process. The key ingredients are a passion for connecting and building relationships, organization and hard work. While that might not be hugely surprising, Drew is proof that there is no easy button or shortcut to success. Drew’s love of organization and socializing in his personal life mirror his professional life. This career in outside sales is natural to him, but it's still hard, persistent work. The phrase “do what you love” is certainly true in this case.
“Relationships are huge, especially in our industry, but I think it's just my natural instinct to form relationships. I love making friends. I love hosting parties. It's like I treat it just like I do my personal life. I genuinely like getting to know people. So in any of these offices, I was wanting to get to know these people and it's my job to be there. What else do I have to do? You know, it's important to me to be good at my job and be successful. Those relationships are valuable,” says Drew Cline, Capital Sales Manager at CONMED.
Learn about Drew’s organization, motivation and how he has been a high-performer in his career. Can you use this recipe for success to be successful in your role as a sales rep?
About our sponsor
Follow JT Rimbey on LinkedIn or send a message
Follow Drew Cline on LinkedIn or send a message
About the PodcastWe'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 SponsorTraditional 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.com21 min - 9. White Glove Service as a Competitive Advantage with Michelle Shepard from Systel
In a highly competitive business, standing out among competitors must be a well-executed strategy. Systel is living and breathing this approach at every interaction with their customers. VP of Sales Michelle Shepard joins to discuss the deep roots of customer service excellence at Systel and how taking care of each other is not only how they service customers, but also how they treat colleagues. This company culture drives revenue, loyalty, staff retention, job satisfaction and a reputation in the industry that just can’t be beat.
“Customer service is not a one time goal. It's a continued commitment to innovation, quality and attention to detail…We truly are an organization that really takes care of our employees and our customers,” says Michelle Shepard, VP of Sales at Systel.
Learn how the Systel culture began, how their sales team wins and their use of LinkedIn to sound the trumpets.
Follow JT Rimbey on LinkedIn or send a message
Follow Michelle Shepard on LinkedIn or send a message
About the PodcastWe'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 SponsorTraditional 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.com25 min - 8. Partnering with Independent Reps in Medical Device Sales with Brian Schauer at Novastep
Organizations with indirect sales teams are awarded the scalability and flexibility that come with utilizing contract reps and manufacturer’s agents. This common sales model often used by medical device organizations has its pros and cons. Brian Schauer from Novastep shares how indirect sales teams have helped their business thrive. Learn more about how they train, motivate and stay informed with their sales team.
“The best way to get in with a distributor or independent sales agent is to understand that they are their own business owners. So they're going to obviously want to do what's best for them, and which is going to be successful for their business. What advantages or resources can I provide that business to be successful in their own race?” says Brian Schauer of Novastep.
Follow JT Rimbey on LinkedIn or send a message
Follow Brian Schauer on LinkedIn or send a message
About the PodcastWe'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 SponsorTraditional 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.com28 min - 7. Account Segmentation and the Educational Sales Cycle with Robbie Lunt from Biodesix
When a new medical product challenges old ways of diagnosing cancer, sales and marketing teams must collaborate to proliferate the message to many key purchasing influencers in the sales cycle. For lung disease diagnostic company Biodesix, it’s an educational marketing and sales process that asks oncologists and pulmonologists to take a new approach that leads to early diagnosis. Learn how they are deploying teams to spread the word and how segmenting their accounts helps them tackle these untapped markets.
“So that's really one of the main reasons that we partnered with Map My Customers is that we have this treasure trove of data in Salesforce.com, but we hadn't found a way that we could really translate that into something that the sales team could use while they're on the go,” explains Robbie Lunt, Senior Director of Marketing at Biodesix. “And I'll note that some of our sales reps have fairly big geographies and are visiting different cities in sequence. So, putting that data in a way that they can easily pull it up and get the insights they need to be efficient was really important.”
Follow JT Rimbey on LinkedIn or send a message
Follow Robbie Lunt on LinkedIn or send a message
About the PodcastWe'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 SponsorTraditional 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.com21 min - 6. Working Together to Overcome Obstacles and the Sales Tools that Reps Need with Kevin Dunbrack at McCarthy & Sons
Kevin Dunbrack from Canadian vet supply rep agency McCarthy & Sons Service knew early on in his sales career that leading and growing a team was his professional passion. Collaboration and problem solving help his team share insights and overcome obstacles. Learn about his approach to leadership, his role as the bad guy, and the tech tools he uses to build strong relationships with clients and how it drives adoption and usage.
“I don't like managing people, I like leading people. So I don't want to be correcting you or telling you that you have to do something. I want to show you that doing something is going to be valuable. And so for me to police my reps or to make sure you're like to say you have to log your calls, it's a waste of everyone's time. So let's figure out how this is valuable for all of us. And then we'll just do it,” explains Kevin Dunbrack, McCarthy & Sons.
Follow JT Rimbey on LinkedIn or send a messageFollow Kevin Dunbrack 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 SponsorTraditional 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 Customershttps://twitter.com/mapmycustomers
https://www.facebook.com/mapmycustomers
https://www.linkedin.com/company/map-my-customers
Level-up your field sales strategy at mapmycustomers.com38 min - 5. Effective People Leading and Motivating Sales Teams with Bryant Davis at SC Johnson
Accomplished and seasoned sales leadership guru Bryant Davis joins us to discuss his experience with some of the most iconic companies including PepsiCo, Bridgestone Tires, and now with SC Johnson. Find out what it takes to get into high-level leadership positions and which skills to develop in order to be successful. Learn about the power of coaching your team to bring everyone together and working towards common goals.
“As you start thinking about a frontline sales team, they’ve got a million things coming at them. Your role should be simplifying the agenda for them. Here's what I need you to be focused on. Don't get too high on the wins, don't get too low on the losses. There's gonna be plenty of both, hopefully more wins than losses. Then continue to motivate and keep your team hungry,” explains Bryant Davis, SC Johnson.
00:00 - Introduction
02:03 - Climbing the corporate ladder
05:39 - Traits of effective leaders
09:00 - Top performers as leaders
16:09 - Skill toolbox for sales leaders
20:46 - Sales coaching and effective one-on-ones
23:53 - The pros and cons of executive-level leadership
26:46 - The growing importance of technology in sales
34:39 - Our sponsor Map My Customers
Follow JT Rimbey on LinkedIn or send a messageFollow Bryant Davis on LinkedIn or send a message
About the PodcastWe'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 SponsorTraditional 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.com37 min - 4. Hiring and Training a Medical Sales Team with Aeroflow Healthcare
A well-developed hiring and training program is critical when building a high-performing medical sales team. Culture fit and the right sales acumen and energy needs to match up with the types of customers and selling experiences they will encounter each day.
“We find in people we’re interviewing that if they're high in people service, they generally have a really good mind for customer service. They also have a lot of empathy, they tend to be emotionally intelligent, they tend to read a room well, and those are the folks that do the best in a long-term, ongoing relationship sale,” Eric Mongeau, Aeroflow Healthcare.
In this episode, learn about Aeroflow Healthcare’s hiring process and training program for their medical sales team. Find out what the first 30-60-90 days of employment looks like and how CRM’s and sales tools help their new reps go from zero to hero.
00:00 - Introduction
3:50 - About Aeroflow Healthcare
9:40 - Challenger sales
16:16 - Hiring a medical sales team
18:38 - Training a medical sales team
22:25 - Providing value to the sales team with CRM’s and sales tools
31:10 - Our sponsor Map My Customers
Aeroflow Healthcare
Follow JT Rimbey on LinkedIn or send a message
Follow Eric Mongeau on LinkedIn or send a message
About the PodcastWe'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.com33 min - 3. Driving CRM Usage and Sales Tool Engagement with Sonic Healthcare
In this episode, learn how to drive CRM and sales tool sales rep engagement and which tools this team uses in their technology stack.
When a sales CRM is used properly, it’s something that reps want to use religiously. The rep has to see value in the CRM which is driving revenue. Choosing the best CRM and sales enablement tools that create an easy path for the rep to use the technology and provide real value to them will drive usage.“When it's done, right, a CRM is a place that people want to go to and want to live in, eat and breathe and sleep in. There are different ways to make the CRM a place that draws reps in, instead of repelling them. The day that you embrace the benefits of it, is when things change,” explains Paul Greenberg, National Director of Sales Operations for Sonic Healthcare.
00:00 - Introduction
04:43 - The Sonic Healthcare sales process
06:24 - Suspects and prospects
08:20 - CRM’s: Loved by some, hated by many, necessary for all
13:01 - Post-It Notes are not a CRM
16:11 - Sales metrics to track
20:52 - Hiring and training new sales reps
25:06 - Sonic Healthcare tech stack
35:04 - Our sponsor Map My CustomersLearn more about Sonic Healthcare
Learn more about Aurora DiagnosticsFollow JT Rimbey on LinkedIn or send a message
Follow Paul Greenberg 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.com37 min - 2. Hyperlocal Field Sales Territory Planning with Johnstone Supply
In this episode, learn how Johnstone Supply manages the on and off seasons of their business and how they serve their customers during these times. Find out how this young leader is walking beside his sales team to deliver value to their customers.
Know your customer and create a relationship with them so strong that they can’t live without you. This is how Johnstone Supply has dominated the HVAC world. A hyperlocal field sales team allows them to really know their customers and be partners in service excellence. David Sioma, Regional Area Manager at Johnstone Supply Balsan Group explains their growth strategy and his approach to servant leadership with this team.“I am doing everything I possibly can to keep my reps in one to two adjacent counties. I want them to be that hyperlocal. I want them to see their contractors at their grocery store,” David Sioma, Johnstone Supply.
00:00 - Introduction
06:20 - Johnstone company culture
08:42 - Getting hired and David’s leadership style
11:15 - Johnstone business is booming
13:13 - Hyperlocalization
22:31 - F.A.T. kids
23:26 - Managing the on and off season
29:26 - Sales leadership without data
35:42 - Our sponsor Map My CustomersJohnstone Supply https://www.johnstonesupply.com/
Follow JT Rimbey on LinkedIn or send a message: https://www.linkedin.com/in/jtrimbey/
Follow David Sioma on LinkedIn or send a message: https://www.linkedin.com/in/siomasays/
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.com38 min - 1. What Gets Measured Gets Done: The Proven Sales Plan from Jasper Engines
Measurable sales processes are not only part of the Jasper Culture, they are a tried and tested formula with a long history of success. Joe McDonald, Vice President of Sales at Jasper Engines & Transmissions explains the Jasper secret recipe for field sales success. Learn how they created clear and actionable steps that field sales reps take with customers at predetermined intervals to ensure they’re bringing value to their customers and revenue to the company.
“I've been outside sales for 20 years and this stuff actually works. Yes, we do have a process. What gets measured gets done,” Joe McDonald, Jasper Engines.
“The result of a process where the outside sales rep knows where they're going and when they're going there is the customer gets to predict and regularly count on this. That's it, man, that consistency factor just drives loyalty,” Joe McDonald, Jasper Engines.
In this episode, learn how Jasper Engines and Transmissions has been able to grow revenue and an incredibly loyal and tenured sales team.
00:00 - Introduction
08:11 - How Jasper thrived during the COVID-19 pandemic
18:04 - Hiring an outside sales rep
21:08 - T-groups and the measurable sales activity plan
29:46 - Jasper company culture
41:43 - Our sponsor Map My Customers
Resources
The Transparency Sale by Todd Caponi https://toddcaponi.com/Jasper Engines and Transmissions https://www.jasperengines.com/
Follow JT Rimbey on LinkedIn or send a message: https://www.linkedin.com/in/jtrimbey/
Follow Joe McDonald on LinkedIn or send a message: https://www.linkedin.com/in/joe-mcdonald-79b6a72/
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 SponsorTraditional 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.com44 min
About Field Sales Leadership Guide
From the publisher's feed
Welcome to the Field Sales Leadership Guide Podcast, your resource for mastering the art of outside sales leadership.
Each episode dives into different strategies and tactics from top…
sales leaders to drive greater success in the field.
Tune in and learn to harness your CRM data, grow territories, and uncover better opportunities.
Tune in and learn to harness your CRM data, grow territories, and uncover better opportunities.
Whether you want to improve team performance, streamline sales processes, or stay ahead of trends, this is the show for you.
Stay informed and get inspired. Subscribe now!