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Blog
Questions from sales managers
October 12, 2007
''How often should I make joint sales calls with my sales staff?'' ''What role should I be playing when making a joint sales call?'' ''How do I motivate my salespeople?'' ''Should sales managers have account responsibilities?'' Those were some of the questions from sales managers to sales expert Tom Reilly during a recent webcast titled Coaching for Sales Success, sponsored by Industrial Distribution. Tom writes ID’s Strictly for Sales column as well as a blog on our home page.
We received many, many questions during the one-hour session from sales managers around the country. If you would like to hear an archived version of the entire webcast click on our home page at www.inddist.com/webcasts, where the event will be posted on Monday, Oct. 15th.
Because of time constraints we didn’t get to every question. Tom will be offering many answers to those questions in his blog.
Posted by Jack Keough on October 12, 2007 | Comments (1)
In response to: Questions from sales managers
Leeb commented:
There is not a magic forular for number of calls to make with the sales person. It depends on the existing skill of the person, their receptivity to learn and grow and to your available time. I take the role of silence except to provide technically accurate information. If I make the call, or basically make the call, then I have no way to access the skill of the sales person. I always ask "why are we making this call, what do we know about this account (only if appropriate,) and when the call is over - what milepost will we have achieved to call, "the call" successful. The same criteria can be used for retail or supply selling, although most always the objective is to exit with an order.