The time comes in every company. You need to do the ride along.
Unfortunately this is usually high in the mental priority list but seems to fade away under a flood of a thousand other things you need to do first.
Who is a ride along important to?
Both you and your salesperson/representative.
You are face to face for at least a day and will have plenty of time to bond and discuss all issues and ideas that has surfaced since the last time you was there.
So for you its an excellent time to harvest small and big ideas that will enhance your product / service and get the grassroot perspective on things.
I always take notes that i can come back to and use, or you can use a mind map. But you need to put something down on paper or at least 75% will just fly out the other ear.
Your official mission is of c to check out why the sales numbers are as they are.
This should always be checked off:
1. What is the purpose with the customer visit ( closing,curtsey, checkup, problem solving et cetera.)
2. How did the seller prepare for this meeting and do they have the right tools with them. ( Presentation material, Happy customer cases, The solution to the customer’s problem, et cetera.)
3. In what manner do they enter and represent you and your company. (happy, sad, indifferent, long-lost pals, nervous…..)
4. Where do they place themselves at the table and why.
5. Body language throughout the meeting
8. Goal oriented or just rolling with the punches / action oriented.
9. Listening and comprehension skills ( do they really understand what their customer is asking and why).
10. Recovering from a negative remark or a negative response to a close attempt. (or do they close shop and calls it a day?)
11. How many attempts were made to close and how well-timed where they.
12. Closing the meeting with a signed contract or getting a new meeting for a new try. (who is ending the meeting the customer or your representative).
13. Walking out after the meeting, do they still have control and have they taken the initiative for taking the sales process forward.
Aftermath: Let the seller explain why they did things in this way and acted like they did and you tell them how you perceived the meeting.
If i want immediate changes in the sellers behavior i tell them what to change in a positive form since i firmly belive that a salesperson never should have negative critic in other words i only give them positive forms and tools to enhance their sales success i will however always write down the negatives so i have a record of it.
After 2-4 customer calls its evident what your sales persons benefits and drawbacks are and then you can take it from there.
If there are more than 1 person doing the same mistakes i use it in a written lesson as well as in a morning meeting since this will need addressing or it will happen again.
So hopefully you will leave the sales person with several new tools for getting more deals and with a sense of personal development.
This in turn will result in that evergreen company that you strive to achieve (or are already running).
Veni vidi vici
- Want to grow your business? Build a Roadmap to Revenue – sell the way that customers buy! (thecustomerblog.co.uk)
- Your Customers Are Now in Control. Get Over It! (blogs.constantcontact.com)
- Customer relations or going the extra mile (patrikolson.wordpress.com)
- How to motivate sellers (patrikolson.wordpress.com)
- Investing in saleseducation (patrikolson.wordpress.com)