Field notes
The arithmetic nobody writes down.
No product marketing. Long, specific pieces about the parts of running a field team that get decided by habit — how a target file becomes a week, what a day actually holds, and why the cadence you set may not be one the map can keep.
Your target file is not a call plan
It is a ranked list with no geography, no calendar and no clock. Four things have to happen to it before a rep can drive it.
Ten to twelve calls a day is a consequence, not a target
The arithmetic of a field day, worked out in public — and what it implies about the territory you just gave someone.
Why field reps abandon CRMs, and what it would take not to
It is not resistance to technology. It is a rational response to a tool that takes and does not give.
A call cadence only works if the map agrees with it
Weekly, twice-monthly and monthly are promises about time. Whether you can keep them is a question about geography.
Where a piece uses a number, it is either arithmetic you can redo with your own assumptions — every input is stated — or it is labeled as an assumption. None of it is a customer outcome, because there is no customer to cite.
The product these were written alongside.
Every stop planned. Every mile counted. One territory is enough to see whether that is true.