Field Sales Teams Lost Their Edge After The Pandemic (Money Monday)

What It Covers

Sales Gravy trainer Brad Adams argues that field sales teams abandoned pandemic-era virtual efficiency habits by returning to car-based territory driving, and outlines a blended in-person and virtual strategy to maximize active selling time.

Key Questions Answered

• •Poker Chip Framework: Treat in-person prospect visits as a finite resource — Adams uses a 15-chip-per-month mental model to force reps to evaluate whether each door knock justifies the drive time, lobby wait, and opportunity cost before leaving the office.
• •ICP Qualification Before Visits: Never use an in-person visit on an unqualified prospect. Verify business size, niche fit, and buying potential via phone, LinkedIn, or company tools first. Gatekeepers in sales or customer service departments are often the easiest entry point for qualification calls.
• •Anchor Meeting Scheduling: Build field days around pre-booked anchor meetings with qualified prospects in a concentrated geographic zone, then layer in client expansion visits and qualified cold door knocks only after the day's core meetings are confirmed and travel is already committed.
• •Virtual Tools for Reorder Accounts: Replace routine check-in visits to repeat-order customers with Teams or Zoom calls, reserving in-person time for accounts with active expansion opportunities. Reducing visit frequency from biweekly to monthly or bimonthly frees significant selling hours without damaging relationships.