The follow-up nobody does: how many visits it actually takes
The customer who didn't buy almost never said no. They said "let me look at it", "come back next week", "I have no shelf space right now". That isn't a rejection: it's a date…
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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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When the shared spreadsheet stops working: the problem shows up with the third rep
Three reps, one shared spreadsheet and a supervisor who opens it on Monday at six in the morning. For months that works. The day it stops working there is no warning: a customer's…
Monday's route is built with Friday's data
Nobody builds a good route at seven on Monday morning. They build the one they remember: the usual customers, in the usual order. The information needed to build it properly…
Commissions that calculate themselves, and why reps stop arguing about them
Commission day follows the same pattern in almost every field-sales operation: the rep shows up with his notebook, the office shows up with its report, and the two numbers do not…