Management By Riding Around: Conducting Ride-Alongs with Salespeople

Everett Hill

What’s the first thing a sales effectiveness consultant (worth their salt) will build into a proposal? Ride-alongs with your sales organization. The reason is simple: direct observation can tell you almost everything you need to know about a salesperson’s effectiveness. Ride shotgun enough, and you’ll also gain understanding of bigger issues underpinning organization performance, like strategy, support, and process. The observational data, stories, and insights gleaned fr(...)


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