How are you, as a sales manager, maximizing your time when you get to ride with one of your reps? Too many sales managers believe their only reason for riding with a rep is to help close business.
There are so many additional coaching opportunities you can accomplish during this ride-with day. How many of these four “best practice” goals can you accomplish the next time you’re riding with one of your reps?
#1 goal is to make sure to take time during your day to review their numbers year-to-date. How are they doing for the year?
#2 goal is to have future-focused discussions of where their territory is going and what they see their next best steps are with their most important accounts.
#3 goal is to make sure you provide constructive feedback as you observe them selling in front of customers, You want to provide feedback to help them improve by being more structured and consistent in their efforts.
Your #4 goal is to make sure you spend some personal time during your day to ask about their family and personal interests.
Your effectiveness as a coach is directly related to how you manage and motivate your people. Spending time riding with reps is such an opportunity to improve your time to coach and help your team. What can you do the next time you spend a day riding with a rep, to make sure you accomplish more than just closing some customer business?
Join me as I share the four best goals you can have when riding with your sales reps…to help them sell even more!