One of the best ways to take advantage of your time riding with your reps making customer sales calls is to approach this as a proactive coaching opportunity. Too many sales managers only reactively support their reps with special pricing, expediting, problem solving and customer thank you calls and spend little time on proactive coaching and account strategies.
A great time to do effective coaching is when you’re in the car with your rep in between making calls. This is the time to discuss and review their accounts, what their multiple step plans are, how they’re positioning their message of uniqueness and what they’re doing to have more impact for their customers.
To improve your time coaching your rep, consider driving. You doing the driving between appointments frees up the sales rep to take notes and to look up the answers to your account questions.
Success in selling today is based on effective coaching. And effective coaching is based on you being more proactive. We know your schedule is busy and your days are full. Think using the time in between calls when riding with your reps could help increase your proactive coaching time with your team?
Today’s video talks about how you, as the sales manager, can use your ride-with time making sales calls with your reps to help you spend more time as the coach, strategic leader and strategist of your reps…so your entire team can sell even more!