What it means in the field
Most of what’s written about sales acceleration assumes an inside team: calls, email sequences and a dashboard. Field sales is different. Your reps are in trucks, yards and shops, visiting the same accounts again and again.
What slows them down usually isn’t the number of stops. It’s the follow-up that slipped, the note that never got written and the manager who can’t see how the week went. So for a field team, sales acceleration comes down to three habits:
- Visit the right accounts, prepared. Know why you’re going and what happened last time.
- Capture the visit at the stop. Write it down while it’s fresh, not at the kitchen table that night.
- Follow through. Do what the customer asked, and let the manager coach from what really happened.
Start where your team is
If your reps still keep visits in a notebook or a spreadsheet, that’s fine. You don’t need a new set of tools to start. Pick the step where deals stall most often and fix that one first.
Most sections in the chapters end with a question to ask your own team. Bring them to your next sales meeting.
Where Voze fits
Voze is the app outside reps open in the field. They capture the visit at the stop, and managers see how every rep’s week went. More field sales playbooks are on the Voze blog.