Field sales isn’t dead—it’s just been reinvented.
In 2025, many B2B sales orgs operate hybrid: inside reps closing remotely, and field reps navigating customer sites. But field reps often face:
Long travel times
Low visibility
Admin overload
Inconsistent coaching
Sales managers in Chicago and Northbrook need systems that empower field reps to stay visible, efficient, and accountable. Sandler methodology provides the behavioral framework. New tools make it scalable.
Field Sales Challenge 1: Limited Visibility
You don’t know what you can’t see.
Sandler Solution:
Daily check-ins with behavioral scorecards
GPS-enabled activity logs
End-of-day summaries using Up-Front Contracts
Field Sales Challenge 2: Wasted Time & Low Impact
Reps may drive all day and log only one quality conversation.
Sandler Solution:
Pre-call planning tied to the Submarine
Territory management using "cookbook" activity plans
Revisit the "No Mutual Mystification" rule before every meeting
Field Sales Challenge 3: Low Coaching Engagement
Reps in the field are often left out of development loops.
Sandler Solution:
Weekly ride-alongs (virtual or physical) with structured debriefs
Use AI call summaries for post-visit coaching
Create peer role-play pods based on region or vertical
Field sales isn’t old school—it just needs a new system.
