Field Sales Leadership Guide

Kevin Dunbrack from Canadian vet supply rep agency McCarthy & Sons Service knew early on in his sales career that leading and growing a team was his professional passion. Collaboration and problem solving help his team share insights and overcome obstacles. Learn about his approach to leadership, his role as the bad guy, and the tech tools he uses to build strong relationships with clients and how it drives adoption and usage.

“I don't like managing people, I like leading people. So I don't want to be correcting you or telling you that you have to do something. I want to show you that doing something is going to be valuable. And so for me to police my reps or to make sure you're like to say you have to log your calls, it's a waste of everyone's time. So let's figure out how this is valuable for all of us. And then we'll just do it,” explains Kevin Dunbrack, McCarthy & Sons.


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About the Podcast

We've lined up for you some of the smartest movers and shakers in sales leadership to share their formulas for success and the tricks of the trade. The Field Sales Leadership Guide podcast discusses with experienced and successful sales leaders what works and what doesn't in the sales profession. Listen in as we tap into high performing sales leaders and their passion for field sales. Join us as we pull back the curtain giving you actionable insights and strategies that you can use with your sales team.

About the Sponsor

Traditional CRM aren’t designed with outside sales reps in mind. They're too cumbersome, complex and time consuming and lack mobile-friendly options. Use Map My Customers as the CRM of record or as the tip of the spear for your existing CRM. Designed specifically for outside sales reps, Map My Customers is a mobile-first platform that strategically segments accounts, provides optimized routing and mapping tools, activity logging and much more. Get a free hands-on tour at https://smarturl.it/mmc-trial. 

Follow Map My Customers

https://twitter.com/mapmycustomers 

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https://www.linkedin.com/company/map-my-customers 

Accomplished and seasoned sales leadership guru Bryant Davis joins us to discuss his experience with some of the most iconic companies including PepsiCo, Bridgestone Tires, and now with SC Johnson. Find out what it takes to get into high-level leadership positions and which skills to develop in order to be successful. Learn about the power of coaching your team to bring everyone together and working towards common goals.

“As you start thinking about a frontline sales team, they’ve got a million things coming at them. Your role should be simplifying the agenda for them. Here's what I need you to be focused on. Don't get too high on the wins, don't get too low on the losses. There's gonna be plenty of both, hopefully more wins than losses. Then continue to motivate and keep your team hungry,” explains Bryant Davis, SC Johnson.

00:00 - Introduction

02:03 - Climbing the corporate ladder

05:39 - Traits of effective leaders

09:00 - Top performers as leaders

16:09 - Skill toolbox for sales leaders

20:46 - Sales coaching and effective one-on-ones

23:53 - The pros and cons of executive-level leadership

26:46 - The growing importance of technology in sales

34:39 - Our sponsor Map My Customers

Follow JT Rimbey on LinkedIn or send a message

Follow Bryant Davis on LinkedIn or send a message

About the Podcast

We've lined up for you some of the smartest movers and shakers in sales leadership to share their formulas for success and the tricks of the trade. The Field Sales Leadership Guide podcast discusses with experienced and successful sales leaders what works and what doesn't in the sales profession. Listen in as we tap into high performing sales leaders and their passion for field sales. Join us as we pull back the curtain giving you actionable insights and strategies that you can use with your sales team.

About the Sponsor

Traditional CRM aren’t designed with outside sales reps in mind. They're too cumbersome, complex and time consuming and lack mobile-friendly options. Use Map My Customers as the CRM of record or as the tip of the spear for your existing CRM. Designed specifically for outside sales reps, Map My Customers is a mobile-first platform that strategically segments accounts, provides optimized routing and mapping tools, activity logging and much more. Get a free hands-on tour at https://smarturl.it/mmc-trial. 

Follow Map My Customers

https://twitter.com/mapmycustomers 

https://www.facebook.com/mapmycustomers 

https://www.linkedin.com/company/map-my-customers 

A well-developed hiring and training program is critical when building a high-performing medical sales team. Culture fit and the right sales acumen and energy needs to match up with the types of customers and selling experiences they will encounter each day.

“We find in people we’re interviewing that if they're high in people service, they generally have a really good mind for customer service. They also have a lot of empathy, they tend to be emotionally intelligent, they tend to read a room well, and those are the folks that do the best in a long-term, ongoing relationship sale,” Eric Mongeau, Aeroflow Healthcare.

In this episode, learn about Aeroflow Healthcare’s hiring process and training program for their medical sales team. Find out what the first 30-60-90 days of employment looks like and how CRM’s and sales tools help their new reps go from zero to hero. 

00:00 - Introduction

3:50 - About Aeroflow Healthcare

9:40 - Challenger sales

16:16 - Hiring a medical sales team

18:38 - Training a medical sales team

22:25 - Providing value to the sales team with CRM’s and sales tools

31:10 - Our sponsor Map My Customers

Aeroflow Healthcare 

Follow JT Rimbey on LinkedIn or send a message

Follow Eric Mongeau on LinkedIn or send a message

About the Podcast

We've lined up for you some of the smartest movers and shakers in sales leadership to share their formulas for success and the tricks of the trade. The Field Sales Leadership Guide podcast discusses with experienced and successful sales leaders what works and what doesn't in the sales profession. Listen in as we tap into high performing sales leaders and their passion for field sales. Join us as we pull back the curtain giving you actionable insights and strategies that you can use with your sales team.

About the Sponsor

Traditional CRM aren’t designed with outside sales reps in mind. They're too cumbersome, complex and time consuming and lack mobile-friendly options. Use Map My Customers as the CRM of record or as the tip of the spear for your existing CRM. Designed specifically for outside sales reps, Map My Customers is a mobile-first platform that strategically segments accounts, provides optimized routing and mapping tools, activity logging and much more. Get a free hands-on tour at https://smarturl.it/mmc-trial. 

Follow Map My Customers

https://twitter.com/mapmycustomers 

https://www.facebook.com/mapmycustomers 

https://www.linkedin.com/company/map-my-customers 

In this episode, learn how to drive CRM and sales tool sales rep engagement and which tools this team uses in their technology stack. 

When a sales CRM is used properly, it’s something that reps want to use religiously. The rep has to see value in the CRM which is driving revenue. Choosing the best CRM and sales enablement tools that create an easy path for the rep to use the technology and provide real value to them will drive usage. 

“When it's done, right, a CRM is a place that people want to go to and want to live in, eat and breathe and sleep in. There are different ways to make the CRM a place that draws reps in, instead of repelling them. The day that you embrace the benefits of it, is when things change,” explains Paul Greenberg, National Director of Sales Operations for Sonic Healthcare.

00:00 - Introduction
04:43 - The Sonic Healthcare sales process
06:24 - Suspects and prospects
08:20 - CRM’s: Loved by some, hated by many, necessary for all
13:01 - Post-It Notes are not a CRM
16:11 - Sales metrics to track
20:52 - Hiring and training new sales reps
25:06 - Sonic Healthcare tech stack
35:04 - Our sponsor Map My Customers

Learn more about Sonic Healthcare 
Learn more about Aurora Diagnostics 

Follow JT Rimbey on LinkedIn or send a message

Follow Paul Greenberg on LinkedIn or send a message

About the Podcast

We've lined up for you some of the smartest movers and shakers in sales leadership to share their formulas for success and the tricks of the trade. The Field Sales Leadership Guide podcast discusses with experienced and successful sales leaders what works and what doesn't in the sales profession. Listen in as we tap into high performing sales leaders and their passion for field sales. Join us as we pull back the curtain giving you actionable insights and strategies that you can use with your sales team.

About the Sponsor

Traditional CRM aren’t designed with outside sales reps in mind. They're too cumbersome, complex and time consuming and lack mobile-friendly options. Use Map My Customers as the CRM of record or as the tip of the spear for your existing CRM. Designed specifically for outside sales reps, Map My Customers is a mobile-first platform that strategically segments accounts, provides optimized routing and mapping tools, activity logging and much more. Get a free hands-on tour at https://smarturl.it/mmc-trial. 

Follow Map My Customers

https://twitter.com/mapmycustomers
https://www.facebook.com/mapmycustomers
https://www.linkedin.com/company/map-my-customers 

In this episode, learn how Johnstone Supply manages the on and off seasons of their business and how they serve their customers during these times. Find out how this young leader is walking beside his sales team to deliver value to their customers.

Know your customer and create a relationship with them so strong that they can’t live without you. This is how Johnstone Supply has dominated the HVAC world. A hyperlocal field sales team allows them to really know their customers and be partners in service excellence. David Sioma, Regional Area Manager at Johnstone Supply Balsan Group explains their growth strategy and his approach to servant leadership with this team. 

“I am doing everything I possibly can to keep my reps in one to two adjacent counties. I want them to be that hyperlocal. I want them to see their contractors at their grocery store,” David Sioma, Johnstone Supply.

00:00 - Introduction
06:20 - Johnstone company culture
08:42 - Getting hired and David’s leadership style
11:15 - Johnstone business is booming
13:13 - Hyperlocalization
22:31 - F.A.T. kids
23:26 - Managing the on and off season
29:26 - Sales leadership without data
35:42 - Our sponsor Map My Customers

Johnstone Supply https://www.johnstonesupply.com/ 

Follow JT Rimbey on LinkedIn or send a message: https://www.linkedin.com/in/jtrimbey/ 

Follow David Sioma on LinkedIn or send a message: https://www.linkedin.com/in/siomasays/ 

About the Podcast
We've lined up for you some of the smartest movers and shakers in sales leadership to share their formulas for success and the tricks of the trade. The Field Sales Leadership Guide podcast discusses with experienced and successful sales leaders what works and what doesn't in the sales profession. Listen in as we tap into high performing sales leaders and their passion for field sales. Join us as we pull back the curtain giving you actionable insights and strategies that you can use with your sales team.

About the Sponsor
Traditional CRM aren’t designed with outside sales reps in mind. They're too cumbersome, complex and time consuming and lack mobile-friendly options. Use Map My Customers as the CRM of record or as the tip of the spear for your existing CRM. Designed specifically for outside sales reps, Map My Customers is a mobile-first platform that strategically segments accounts, provides optimized routing and mapping tools, activity logging and much more. Get a free hands-on tour at https://smarturl.it/mmc-trial. 

Follow Map My Customers

https://twitter.com/mapmycustomers 

https://www.facebook.com/mapmycustomers 

https://www.linkedin.com/company/map-my-customers 

Measurable sales processes are not only part of the Jasper Culture, they are a tried and tested formula with a long history of success. Joe McDonald, Vice President of Sales at Jasper Engines & Transmissions explains the Jasper secret recipe for field sales success. Learn how they created clear and actionable steps that field sales reps take with customers at predetermined intervals to ensure they’re bringing value to their customers and revenue to the company.

“I've been outside sales for 20 years and this stuff actually works. Yes, we do have a process. What gets measured gets done,” Joe McDonald, Jasper Engines.

“The result of a process where the outside sales rep knows where they're going and when they're going there is the customer gets to predict and regularly count on this. That's it, man, that consistency factor just drives loyalty,” Joe McDonald, Jasper Engines.

In this episode, learn how Jasper Engines and Transmissions has been able to grow revenue and an incredibly loyal and tenured sales team. 

00:00 - Introduction

08:11 - How Jasper thrived during the COVID-19 pandemic

18:04 - Hiring an outside sales rep

21:08 - T-groups and the measurable sales activity plan

29:46 - Jasper company culture

41:43 - Our sponsor Map My Customers

Resources
The Transparency Sale by Todd Caponi https://toddcaponi.com/

Jasper Engines and Transmissions https://www.jasperengines.com/ 

Follow JT Rimbey on LinkedIn or send a message: https://www.linkedin.com/in/jtrimbey/ 

Follow Joe McDonald on LinkedIn or send a message: https://www.linkedin.com/in/joe-mcdonald-79b6a72/ 

About the Podcast

We've lined up for you some of the smartest movers and shakers in sales leadership to share their formulas for success and the tricks of the trade. The Field Sales Leadership Guide podcast discusses with experienced and successful sales leaders what works and what doesn't in the sales profession. Listen in as we tap into high performing sales leaders and their passion for field sales. Join us as we pull back the curtain giving you actionable insights and strategies that you can use with your sales team.

About the Sponsor

Traditional CRM aren’t designed with outside sales reps in mind. They're too cumbersome, complex and time consuming and lack mobile-friendly options. Use Map My Customers as the CRM of record or as the tip of the spear for your existing CRM. Designed specifically for outside sales reps, Map My Customers is a mobile-first platform that strategically segments accounts, provides optimized routing and mapping tools, activity logging and much more. Get a free hands-on tour at https://smarturl.it/mmc-trial. 

Follow Map My Customers

https://twitter.com/mapmycustomers 

https://www.facebook.com/mapmycustomers 

https://www.linkedin.com/company/map-my-customers 

We've lined up for you some of the smartest movers and shakers in sales leadership to share their formulas for success and the tricks of the trade. The Field Sales Leadership Guide podcast discusses with experienced and successful sales leaders what works and what doesn't in the sales profession. Listen in as we tap into high performing sales leaders and their passion for field sales. Join us as we pull back the curtain giving you actionable insights and strategies that you can use with your sales team.

About the Sponsor

Traditional CRM aren’t designed with outside sales reps in mind. They're too cumbersome, complex and time consuming and lack mobile-friendly options. Use Map My Customers as the CRM of record or as the tip of the spear for your existing CRM. Designed specifically for outside sales reps, Map My Customers is a mobile-first platform that strategically segments accounts, provides optimized routing and mapping tools, activity logging and much more. Get a free hands-on tour at https://smarturl.it/mmc-trial. 

Follow Map My Customers

https://twitter.com/mapmycustomers 

https://www.facebook.com/mapmycustomers 

https://www.linkedin.com/company/map-my-customers