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 from working with salespeople can give consultants – or managers – enormous credibility.
In this Sales Management Association webcast, we’ll review the “when,” “how,” and “why” of manager/salesperson ride-alongs.
Presented by Catalytic Advisor's Everett Hill.
This is the first in a series of webcasts focused on gathering sales force performance data. The series focuses on analysis, observation, and benchmarking techniques used by management consultants, sales operations practitioners, and sales leaders to improve managerial insight into sales effectiveness.
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