The new customer who never places a second order
A new customer's first order gets celebrated. It goes in the report, it comes up at the meeting, and the rep moves on to the next prospect. What almost nobody checks is whether…
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Field sales, told by the people who run them
Routes, inventory on the move, collecting on site and teams with several reps. What we learn building SELBUK.
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What your top rep does differently, and how to copy it
Almost every team has one rep who sells more than the rest, and almost everyone has an explanation. A gift. Years with the same customers. Longer hours. All three have one thing…
Not every customer deserves the same visit: how to spend the week by potential
Tomorrow's route built itself. The rep opened the map, saw which customers sat close to each other, and ordered the week by city blocks. Nobody decided anything: geography…