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Monthly ride along

Monthly ride along. Key points to remember Verify call planning is complete Define goals for sales manager and understand the meeting objectives of rep Take notes - sales manager and rep Observe - Don’t “hijack” the meeting Provide feedback immediately following meeting

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Monthly ride along

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  1. Monthly ride along • Key points to remember • Verify call planning is complete • Define goals for sales manager and understand the meeting objectives of rep • Take notes - sales manager and rep • Observe - Don’t “hijack” the meeting • Provide feedback immediately following meeting • Gauge sales rep reaction to feedback to identify what drives behavior • Reinforce best practice for all sales calls • Update account plan in SFDC • Discussion topics • Customer selection qualification • Manager Sales Plan • Rep Goals and objectives for meeting • Account/prospect plans • Customer dashboards • Debrief and feedback • Plan for future development based on meeting outcomes

  2. Providing purpose and value during a ride-a-long • Objectives • Evaluate the rep • Educate and train the rep • Gather market intelligence • Key points • Not seen as a “fun day” or “free lunch” • Ride-a-longs may be short notice • Manager always follows rep into meeting • Rep always conducts meeting • Outcomes • Make reps better • Identify underperforming reps • Improve manager coaching skills • Evaluate territory strategically

  3. Providing purpose and value during a ride-along

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