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. 

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