Sales Managers: Stop Talking - Start Observing

Is speaking up in front of the customer by sales managers appropriate at all joint accompaniment sessions? Well, the answer to this question is a firm “NO”. Let me explain.

Aligning Actions with Objectives

Sales managers must distinguish between two key roles while accompanying sales reps at sales calls:

• Assist in Selling - Actively supporting the sales rep to extend or close the opportunity
• Developing Sales Talent - Prioritizing coaching and training to enhance the sales rep’s long-term performance