Field sales has supposedly been on its way out for years. But in wholesale distribution, it remains one of the industry’s most important — and misunderstood — growth engines.

In the latest episode of the MDM Amplify Podcast, I sit down with JT Rimbey, Senior Vice President of Business Development at Map My Customers, to unpack why outside sales continues to deliver results and how distributors are rethinking the way they manage territories, customer relationships and sales execution.

The conversation explores the biggest inefficiencies still holding field sales teams back today — from outdated CRM systems and fragmented customer data to inefficient routing and overreliance on tribal knowledge. Rimbey explains why many traditional CRM platforms have historically failed outside reps and why mobile-first, field-focused tools are becoming increasingly critical for distributor sales organizations.

Hockett and Rimbey also dive into the growing importance of account segmentation and territory planning as distributors become more strategic and data-driven in how they prioritize customers. The episode highlights research conducted by Map My Customers and Jasper Engines & Transmissions that identified three distinct types of field sales reps — and the specific behaviors that separate top performers from the rest.

The discussion also tackles one of distribution’s biggest long-term risks: preserving customer intelligence as veteran reps retire. Rimbey shares examples of how distributors are using technology and structured succession planning to transfer decades of relationship knowledge before it walks out the door.

Along the way, the two discuss AI, route optimization, rising fuel costs, onboarding new reps and how distributors can drive more face-to-face customer engagement without simply working longer hours.

For distributors looking to modernize field sales while maintaining the relationship-driven culture that defines the industry, this episode offers practical insights and real-world examples worth hearing.

Listen to the full episode via the audio player above. You can view our full episode library here.