Playing “In” the Field

I get constant feedback from sales managers on the challenges they face. However, in many cases I see sales managers facing problems that they could resolve with some restructuring of their time and priorities.

To achieve better results from your salespeople, getting out in the field with them and observing them is critical.
No NFL football coach would ever consider sending his team onto the field without his being right there on the sidelines – observing their every move.

The same applies to your sales team. Too many sales managers expect top producers to meet their sales goals without their observations, feedback and coaching. Instead, I see some sales managers expecting great results without their personal involvement.

Let me recommend that if you haven’t spent some time with your salespeople in the field, do so, and get a good sense of their capacity in the sales process.

Here are a few questions to consider when observing your salespeople in the field:

1. How well do they engage the prospect or customer?
2. Do they monopolize the conversation, are they too quiet or do they dialogue in a productive manner?
3. How well do they ask questions? More importantly, how well do they listen to the answers?
4. Does your salesperson focus on the prospects wants/needs… or their own?
5. Does your salesperson give up too quickly if there does not appear to be an obvious need?
6. Do they provide a targeted solution – or is it just a pitch of the features?
7. Do they ask for the sale or does the prospect have to take it from them?

I recommend that you use this list to either begin or add on to your current coaching method. Doing so will provide you with the knowledge of your salespeople that lays the groundwork for development and the sales results you’re looking to achieve.

About the Author
Barrett Riddleberger is an internationally recognized leader in the practice of sales assessment, sales training, sales recruitment and retention. His new book, “Blueprint of a Sales Champion,” details how organizations can find, train and retain top performing salespeople even in a highly competitive market. An accomplished lecturer, Riddleberger is also highly in demand as a motivational speaker for organizations seeking to stimulate and inspire a sales force. For more info go to www.ResolutionSystemsInc.com or www.BlueprintOfASalesChampion.com or call 336.665.0506.