Notes on territories, coverage and selling in person.
Written for the people who carry a field number: sales managers, VPs of sales, and the operators who have to explain the plan upstairs. No thought leadership, no vendor theater.
Why your CRM fails in the field — and what to run instead
Field sales breaks four assumptions every CRM is built on: connectivity, typing, a fixed pipeline, and a rep who works at a desk. Here's each break, the coverage audit to run this quarter, and the numbers your CEO will ask for.
Read the article →The 15% rule: how much territory imbalance is normal
A spread test you can run in a spreadsheet this afternoon — and the threshold where imbalance starts costing real revenue.
Windshield time: the metric nobody on your team reports
Reps sell about two days a week. Here's how to measure the other three, and which part software can actually compress.
Why reps ignore software — and the three-tap test
Adoption is a design constraint, not a training problem. One test to run on any tool before you sign.
Excel as your system of record: the honest accounting
Five things spreadsheets do better than software, and the three that quietly cost you accounts.
What a rep takes with them when they resign
Territory knowledge is an asset nobody has on the balance sheet. What it costs to rebuild it, and how to stop losing it.
Route app, mapping add-on, or field system: choosing once
Three categories, three different jobs. A decision table for teams already paying for one of them.
Before the next article: see your own territory data.
Connect HubSpot and get a six-page territory audit in three business days. You never hand us your customer list — names, contact information and CRM notes never leave your environment.
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