Latest insights

How do field reps stay entertained in traffic or while travelling to a customer who’s an hour or more away? Do they tune into music or talk radio? Or, do they prefer listening to a podcast or getting lost in the plot of an audio book instead? We mentioned that a sales rep’s car is probably the most important

How Field Sales Reps Can Turn Drive Time into Sales Time Field sales reps spend roughly 20% of their week on the road — and for many, that number is even higher. That’s at least one full day every week spent driving! But here’s the thing: drive time doesn’t have to be lost time. With the right mindset and tools, your time on the road can boost sales productivity, strengthen customer relationships, and set you up for ongoing sales

Access to accurate field sales data is crucial to sales success. We explore various reasons why sales reps struggle to capture accurate data, offering a single solution to overcome these obstacles. How important is accurate data to field sales success? Can you consistently deliver a quality service and achieve sales success without understanding your

Almost 90% of sales reps say they have great customer relationships. Our surveys suggest they don’t spend enough time with customers to really benefit from those relationships. Below is an infographic suggesting that most sales reps get on very well with their customers. Strong customer relationships are crucial to sales success, but the real benefit of these relationships depend on regular face-time with customers. Our survey found that

Beliefs shape behaviour, including sales behaviour. See this visual summary of views that salespeople in the UK and South Africa hold on six beliefs about field sales and the sales industry. All of us hold beliefs that shape our everyday behaviour. Whether there’s reasonable grounds for holding those beliefs or not, they will shape the way we engage with things and people around us. Similarly, beliefs we hold about ourselves will influence how we respond in certain situations.

Our recent research among field sales professionals in the UK and South Africa highlighted five situations in which sales reps are tempted to spin the truth when visiting prospects. We were glad to discover that a fair number of respondents see the value in being truthful while prospecting. On a more concerning note, however, we recognised that those who admitted to twisting the truth at times did so because they face unnecessary

Effective communication, or the lack thereof, is crucial to sales team synergy. Our recent surveys show that too many businesses still struggle to get this right. We highlight the three frictions that contribute to ineffective communication between rep-manager relationships and how businesses are overcoming these. The common thread that runs through the 6 factors that negatively affect rep-manager relationships indicated below, is a lack in effective communication. Whether

Over 40% of field sales professionals feel micromanaged by their managers, according to a recent survey. Catherine Naudé shares why she, despite resisting being micromanaged herself, wants her manager to track her whereabouts. I’ve always believed that micromanaging people kills their initiative and turns them into followers. No wonder

In a survey of over 400 field sales professionals we asked what they did during a typical week, concluding the time spent on admin could be better used on other sales activities. The comment that pops up most often when talking to sales managers is how much salespeople dislike admin. They want to be with their customers and prospects, selling. Not tied down to a desk, writing up reports and filling out forms and spreadsheets. Below you can see how over

Most Field Sales Reps Still Lack Access to Mobile Sales Technology Our recent survey of UK field sales representatives found that only 30% have access to mobile sales apps and the benefits they offer. Successful field sales reps act as trusted consultants — guiding customers through buying decisions, providing accurate quotes, and submitting orders quickly and efficiently. Customer satisfaction depends on consistently delivering these services. To do this effectively, sales reps need