Welcome to another insightful episode of the Field Sales Leadership Podcast. 

In this episode, host JT Rimbey welcomes co-host Mary Keough to discuss the evolving landscape of outside sales. They dive into four major trends impacting the field:

1. Aging and Retiring Workforce: The hosts discuss the challenges companies face when top-performing, tenured sales reps retire and how this transition affects relationships and revenue.
2. Younger Salespeople and Technology Expectations: The conversation centers on the expectations of younger sales professionals who grew up with technology and how they view data and technology as integral to their work.
3. Leaders Scrutinizing Outside Sales Activities: The hosts explore how leadership increasingly analyzes outside sales activities and how data plays a critical role in decision-making.
4. Desire for Data: The episode delves into the desire for data among sales teams and the importance of collecting and leveraging data effectively.

Throughout the discussion, JT and Mary emphasized prioritizing making data tools easy and valuable for sales reps to ensure seamless integration into their day-to-day tasks. 

They also stress that starting with the sales rep's experience in mind is crucial, as it ultimately leads to better data collection and improved results.

Join JT and Mary as they dissect these trends and share valuable insights to navigate the ever-changing world of outside sales.

LISTEN IF YOU ARE INTERESTED IN…

• Top trends in outside sales org  [1:20]
• Forcing reps to use an ineffective CRM breeds bad data[15:15]
• Without the right data, outside sales leaders can’t do proactive coaching [19:10]

Connect with the hosts

• Mary Keough
• JT Rimbley 

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