In this episode of 'Secrets to Accelerated Growth,' Adele Crane of Sales Focus Advisory discusses the effective management of field sales teams to achieve accelerated growth. Speaking with Paul Carey, Crane emphasises the importance of making field salespeople focus on sales tasks rather than customer service roles.

She outlines the difference between account ownership and management, highlighting the pitfalls of misusing sales reps for non-sales issues. Crane also stresses the need for proper CRM tools, mobile accessibility, and clear operational alignment.

Real-life examples are shared to demonstrate the impact of poor sales management and the benefits of strategic improvements.