If you’ve ever spent an afternoon waiting in a cramped lobby just to pitch your services to a clinic manager who no-shows, that's too often just another Tuesday. Field sales for home health services is a tough gig. You’re dealing with gatekeepers who guard their calendars like Fort Knox or referral sources who’ve been burned […]

If you’re running a revenue team with reps in the field (or even in the office), you’ve probably seen this movie before: the CRM lives in one app while inventory hides in another. And invoices? Good luck finding those. You’re chasing down and combining spreadsheets. You’re slinging emails at 9 PM and still walking into […]

CRM ROI. Three letters and a critical spreadsheet formula. Yet most folks in outside sales couldn’t explain it if you offered them front-row tickets to the Super Bowl. And it's no wonder. The math usually lives in an executive's head (or slide deck). In truth it lives out on the road, in a Ford F-150 […]

Picture this: you've just wrapped a bruiser of a site visit. The prospect lobbed every objection in the playbook at you: "Your prices are steep," "Our current supplier's fine," "Circle back next quarter." You sink into the driver's seat, confidence leaking faster than your iced coffee. A light bulb blinks to life in your mind. […]

There’s no shortage of sales tech promising to boost efficiency. But most tech slows outside sales reps down. It’s designed for inside sales teams—deskbound, mouse-clicking, Slack-chatting folks who’ve never tried writing notes in a truck while drinking gas station coffee. Field sales is different. You don’t have time to wrestle with software. You need workflows […]

More miles rarely mean more sales. In fact, the more time a field sales rep spends behind the wheel, the less time they spend in front of customers. That’s the trap. Windshield time eats into selling time—and selling time is what pays the bills. Here's how to take control of the road and make your […]

Building a sales engine boils down to a few principles. Predictability, scalability, and repeatability. Can you run a process and be confident in the outcome? Can you do it again and again? As business expands and sales grow, can you maintain the same level of efficiency, i.e., keep costs in check without being constrained by […]

AI is no longer a curiosity. It's not replacing jobs in the field, but it is now separating high-performers from the pack. New AI sales tools hit the market every day, but most are made for inside sales teams. That doesn't mean AI CRM use cases are limited for teams that sell in the field. […]

AI usage has caught fire in inside sales, but it's still early for teams selling in the field. While field sales will always be a relationship-based, get-in-the-car and make-things-happen role, many of its admin aspects can now be automated. How? Through an AI field sales workflow. Whether you're a team leader or individual rep, this […]

Ever wrap up a busy day in the field and wonder what you actually did throughout the day? That’s where a customer visit report comes in. It provides the structure you need to both track your activities and identify ways to improve. Download a free customer visit report here. What is a Customer Visit Report? […]

Healthcare meets hustle in medical device sales. Fundamentally, medical device sales reps build their careers through strong relationships with doctors and other healthcare providers. It offers purpose, playing a part in delivering solutions that make a difference. Medical device sales encompasses selling everything from high-tech imaging machines to surgical tools. No matter the specific product, […]

A sales territory plan takes different forms depending on if you're leading a team or if you're an individual rep. In either case, it boils down to one thing: strategy. If you're a manager, a sales territory plan is a strategic breakdown of how you organize your business, assign reps, track activity, set goals, and […]