HVAC distribution sales happens across a lot of ground. A rep might start the morning checking in with a contractor, swing by a jobsite before lunch, stop at another account that’s been quiet lately, then get a call that changes the rest of the day. That’s normal. The harder part is keeping all of those […]

A sales territory is the group of customers, prospects and opportunities assigned to a salesperson or sales team. Most territories are built around a geographic area, but they can also be divided by industry, account type, customer size or another factor that makes sense for the business. For an outside sales rep, though, a sales […]

For an outside sales rep, a productive day usually happens away from the desk. It happens in customer offices, at jobsites, inside facilities and sometimes during a quick conversation in a parking lot. The problem is all the work surrounding those visits can quietly eat into the time reps actually have with customers. The right […]

Outside sales can get messy pretty quickly. A rep starts Monday with a full calendar. By 10:30, one customer reschedules. Someone else calls asking for pricing. There’s a prospect the rep has been meaning to stop by for two weeks, but it’s 25 minutes in the opposite direction. Then another meeting gets canceled after lunch. […]

Distribution sales has a funny way of looking simple from the outside. A rep has a territory, a list of customers and a product line to sell. Then you actually look at the average Tuesday. One customer needs a quote. Another hasn’t ordered in six months. A contractor calls while the rep is driving between […]

Outside sales reps spend a lot of time looking at maps. Sometimes it’s first thing in the morning while figuring out the day. Sometimes it’s from a parking lot after a meeting gets canceled and there are suddenly two open hours to fill. The problem is, a standard map only tells you where a customer […]

Learning how to sell medical equipment takes more than memorizing a product sheet and walking into a hospital with a polished pitch. Medical sales can be a long game. You’re dealing with busy physicians, clinical staff, administrators, purchasing teams, distributors and other people who may all have a say in what gets purchased. A product […]

A customer relationship management database is basically one reliable place to keep track of customers, prospects, conversations, and follow-ups. For outside sales teams, having that information organized becomes especially useful when reps are managing dozens or even hundreds of accounts spread across a territory. Start with the information your team actually uses. Company name, address, […]

Finding the right sales management tool sounds simple until you start looking. There are hundreds of options, and most of them promise some version of the same thing: better organization, more visibility, cleaner data, more sales. Then you put the software in front of an actual sales rep. That’s usually where you find out if […]

Learning how to manage a sales team gets complicated when most of that team spends the day somewhere other than the office. One rep has six customer visits lined up. Another is prospecting across the other side of the territory. Someone's dealing with an account issue that wasn't on the calendar this morning. Meanwhile, the […]

If you've spent any time calling on hospitals, physician offices, surgery centers, or specialty clinics, you've probably heard someone mention an ICD-10 code in passing. Sometimes it's during a conversation about billing. Other times it's tied to documentation or insurance claims. It can sound like something that's only relevant to clinicians or coding specialists. But […]

Ask five experienced medical sales reps where they find their best opportunities and you'll probably hear five different answers. One swears by hospitals. Another spends almost all their time with independent physician groups. Someone else has built an entire book of business around surgery centers that most competitors barely think about. They're all right. That's […]