u/Obvious-Historian842

I get why they’ve been around forever being in the field with a rep tells you a lot you’d never see in a CRM. But it’s also a pretty expensive way to learn what happened on one or two conversations. A lot of sales managers are already stretched across too many reps, too many locations, and too many follow-ups. Spending half the day in the car just to catch a small sample of conversations feels harder to justify now. I’ve been seeing Rilla come up more in this conversation. I wanted to know what teams are doing instead, are managers still riding along as much or are more teams moving toward recorded conversations, call reviews and coaching reps after the fact?