Sales managers are under pressure to increase sales calls and productivity. This leads to scrutiny of call reports, which often reveal poor results. To improve their reports, salespeople are counting drop-by visits with no customer contact as sales calls, which is ineffective. Several factors contribute to the lack of customer visits: poor time planning, inefficient travel, failure to make appointments, getting caught up in trivial tasks, excessive focus on customer emergencies, and complex individual situations. To address these issues, you need a coaching plan. Over a 6-8 week period, sales managers should review each seller's planned activities for the upcoming week, log data on their plans, and compare them with the actual results. This allows for the identification of: • Scheduling issues. Are they really planning ahead? • Issues with setting appointments. Do they need some coaching here? • Emergencies that took them out of the field. Are they justified or just con
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