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(...)

Author(s)

Login, or become a Sales Management Association member to access more of this content. Join here.