Inspect What You Expect David Fein For weeks, I’ve said that I need to dedicate time to shadow my sales reps. I know that I needed to ensure our processes were working, that the representatives were presenting effectively and within the framework of what our company expects. However, every time I decided that “today’s the day,” something always seemed to block my well intended efforts. We all have distractions…emails, voicemails, meetings, projects, putting out the inevitable fire, more meetings and more of everything. Good intentions are recognized but my goal of getting into the field kept getting delayed. Sound familiar? Rationalization: I rationalized by saying, “I have good processes to ensure my field reps are doing the right thing. I have plenty of data in my customer relationship management (CRM) and our prospects receive multiple follow up emails and letters from us. If there were anything ‘glaring’, I would know about it. Right?” Wrong! VP Sales & Marketing Robison Oil Good Intentions: My good intentions became delayed for weeks until I realized this was not an option any longer. I owed it to my team, company, customers and myself to get out from behind my desk. Making a firm commitment to my calendar, committing to the representative and having a process for my evaluation was critical in making this happen. I instructed my sales coordinator/admin to “book me up” and my calendar quickly became populated. My observations went smoothly and resulted in productive, meaningful and effective change. It is important to use the same criteria for all of your observations. This way you will be consistent and will avoid missing an important area. There are several templates available to choose from. Pick one that works for you. Here are a few things that helped me in my execution and overall process. 22 ICM/September/October 2016
ICM September-October 2016
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