One of the top weekly activities for sales managers includes the field ride-along for coaching and developing sales people. Having sales managers use a balanced assessment for this activity provides an opportunity for sales people to learn within context and build confidence and become more motivated. For more about a balanced assessment see http://www.thenarogroup.com/tngwps/wp-content/uploads/2012/07/TNG_Feedback-A-Powerful-Tool-for-First-Line-Sales-Managers.pdf. I do hear from clients that the ride-along can sometime be impractical due to geography and time constraints. The alternative for some clients has been call recording. Call recording has been used extensively to handle quality control for service and support. Clients I talk to say call recording is also convenient and easy to use for sales coaching. If you want to learn more about using call recording for sales you might find this article interesting : “How Call Recording Helps Marketing, Sales and Support Quality”: http://www.business2community.com/marketing/how-call-recording-helps-marketing-sales-and-support-quality-0558554#Pljz3mLxvWuAe0lV.99.
2013-07-31