When you observe a sales call with your rep, as a sales manager you need to coach them - don't sell for them. This article gives a sales manager some ideas on how to coach a sales rep to qualify the prospect more effectively by aksing the right question. Along with the article, please enjoy this best practice document, from the EcSELL Institute Resource Library , that you can use when going on and evaluating sales calls with your reps. Download now! Sales Call Evaluation Form
Enjoy this article!