CHAPTER 22
Sales Managers Must Get Out in the Field with Salespeople
It sure seems like “fieldwork”—going out in the field to work alongside salespeople—has become a lost art.
Before going any further, let me quickly address those who lead inside sales teams so they don’t feel slighted or annoyed by my use of the term fieldwork. Inside sales teams continue to grow in popularity. I have consulted for and coached a number of exclusively inside sales teams over the past few years and have tremendous respect for them and their managers. Inside sales is real sales—a full sales job. By fieldwork, I am simply referring to the act of working alongside a salesperson as she does her job.
The same truths and principles presented in this chapter absolutely ...
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