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Stop me if you've heard this one before… your best reps’ pitch meeting went over, so now they’re late to their next meeting and stuck in traffic, watching a $50,000 deal slip away. Why? They planned their route the way they navigate to brunch - by casually using their phone’s default routing app. Here's the uncomfortable truth: most field sales teams bleed money via bad routing. How? They treat optimized routes with multiple stops like an inconsequential option, not a competitive advantage. Sales route optimization separates quota-crushers from quota-missers. When they nail their routing, your reps will fit more…

Compensating field sales reps is uniquely challenging given the nature of the job. Territories vary dramatically. Travel time eats into selling hours. Pipelines swing based on seasons, distributor activity, and regional demand. And deal cycles often stretch longer than inside-sales motions. This guide breaks down how to build simple, motivating, and fair comp plans for field reps. Plans that reward the behaviors you need most: Territory coveragePipeline healthExpansionAnd, long-term account development But why listen to me? Well, in my role at QuotaPath and as a RevOps leader, I’ve helped hundreds of revenue leaders modernize their variable compensation over free…

If you’re in medtech sales management, medical device territory planning is the highest-leverage activity you can invest in this quarter. Don't believe me? Consider what optimized territory alignment consistently delivers for medical device teams:  15% higher sales objective achievements57% increase in prospect meetingsIncrease relevant data collection by 14% On the flip side, 2 - 5% of revenue disappears every year due to poor rep-to-territory match and alignment. Here's the truth: medical device sales reps operate in one of the most complex selling environments in the B2B space. They navigate hospital systems, coordinate with OR schedules, and build long-term relationships…

Every industry and persona is different, but understanding how to sell to doctors takes particular nuance. When your target market - doctors, nurse practitioners, and PAs - put patient care first, success hinges on blending medical expertise with current digital realities: Like telehealth use in over 40% of visits and AI being adopted by healthcare orgs at 2.2x the rate of the rest of the economy.  This guide, drawn from interviews with a primary care physician (who sees at least five reps a week!), a pharma specialist, an orthopedic device pro, and an animal health sales rep, distills timeless…