Welcome to another episode of the Field Sales Guide Leadership Podcast. In this episode, we have a special guest, Austin Green, the SW Regional VP for Jasper Engines and Transmissions based out of Arizona. We're excited to have Austin on the podcast because he's a data-driven leader in the world of field sales, a rarity in an industry often dominated by relationship-based approaches.

Austin understands the critical importance of moving beyond spreadsheets and handwritten notes in field sales. He recognizes that relying solely on personal relationships can lead to revenue loss in the long run. We'll delve into Austin's journey into the field of sales, which started with his father's transmission shop in Indiana and eventually led him to his current role as VP at Jasper Engines.

We also explore the concept of "coaching tips" and how they've integrated data-driven coaching into their sales processes. Austin shares how they leverage customer engagement data and coaching tips within MMC's platform to provide real-time feedback to their sales reps and help them continually improve.

Additionally, we discuss the changing landscape of the field sales industry, including the shift towards servicing larger fleets and regional businesses due to factors like rising interest rates and vehicle costs. Austin emphasizes the enduring value of face-to-face customer interactions in field sales, highlighting that data should enhance, not replace, personal connections.

Finally, Austin shares insights into how Jasper Engines and Transmissions has embraced data and analytics, and he offers valuable advice for sales leaders who may be hesitant to adopt data-driven approaches. He encourages leaders to use data to understand what their reps are actively doing and to probe whether their existing strategies are working effectively.

We hope you find this episode insightful and informative as we dive into the world of data-driven field sales leadership with Austin Green. Stay tuned for more episodes of the Field Sales Guide Leadership Podcast.

LISTEN IF YOU ARE INTERESTED IN…

• Right tech = easier job. For reps AND managers [14:18]
• Using data to be a better player-coach [28:22]
• Data improves your sales process... when used the right way? [39:24]

Connect with the guest

• Austin Green
• Jasper Engines and Transmissions

Connect with the hosts

• Mary Keough
• JT Rimbley 

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