1. What Gets Measured Gets Done: The Proven Sales Plan from Jasper Engines

Measurable sales processes are not only part of the Jasper Culture, they are a tried and tested formula with a long history of success. Joe McDonald, Vice President of Sales at Jasper Engines & Transmissions explains the Jasper secret recipe for field sales success. Learn how they created clear and actionable steps that field sales reps take with customers at predetermined intervals to ensure they’re bringing value to their customers and revenue to the company.

“I've been outside sales for 20 years and this stuff actually works. Yes, we do have a process. What gets measured gets done,” Joe McDonald, Jasper Engines.

“The result of a process where the outside sales rep knows where they're going and when they're going there is the customer gets to predict and regularly count on this. That's it, man, that consistency factor just drives loyalty,” Joe McDonald, Jasper Engines.

In this episode, learn how Jasper Engines and Transmissions has been able to grow revenue and an incredibly loyal and tenured sales team. 

00:00 - Introduction

08:11 - How Jasper thrived during the COVID-19 pandemic

18:04 - Hiring an outside sales rep

21:08 - T-groups and the measurable sales activity plan

29:46 - Jasper company culture

41:43 - Our sponsor Map My Customers

Resources
The Transparency Sale by Todd Caponi https://toddcaponi.com/

Jasper Engines and Transmissions https://www.jasperengines.com/ 

Follow JT Rimbey on LinkedIn or send a message: https://www.linkedin.com/in/jtrimbey/ 

Follow Joe McDonald on LinkedIn or send a message: https://www.linkedin.com/in/joe-mcdonald-79b6a72/ 

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. 

Follow Map My Customers

https://twitter.com/mapmycustomers 

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https://www.linkedin.com/company/map-my-customers 

Level-up your field sales strategy at mapmycustomers.com