Introduction
We have found (and our clients bear this out!) that having an
objective, skilled, third party working with the sales team can
help sales management and sales reps make great strides in accomplishing
goals.
The objective of the Ride-Along program is to strengthen overall
sales skills among sales reps by helping build competence, confidence,
and motivation in all the aspects of selling. Typically, we can
conduct two Ride-Alongs in one day.
Candidates For Ride-Alongs
You are a candidate for a Field Ride-Along:
- if you are a new hire who has just completed sales training;
- if you are in a performance improvement program and have
the potential to meet objectives;
- if you are a veteran who has not had any sales training in
a while; or
- if you don't have a manager in place right now
How Ride-Alongs Work
In advance of the Ride-Along day: You
would complete (and either eMail or FAX to us) an Account
Development Worksheet for each meeting you'll be conducting
the day of the ride-along.
Ride-Along Day - Preparation: Before
each scheduled appointment, you and we will spend 30-60 minutes
reviewing strategies and preparing for the appointment. Information
from the Account Development Worksheet will guide our planning.
During the appointments, we'll be observing
you in action and providing support and direction to help you
accomplish your call objectives. Our participation in discussions
with the prospect will be restrained and natural.
After the Ride-Along, we will spend
15- 20 minutes debriefing the appointment with you, discussing
the following:
- your feelings about the appointment;
- our observations and impressions;
- our opinions of the effectiveness of the strategies you employed;
and
- joint ideas for next steps with that prospect and new strategies
for future sales calls with all of your prospects
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