The Coaching Effect Blog

The Manager's Role on an Effective Joint Sales Call

Posted by Sarah Wirth

March 19, 2014

What can a sales manager do to make their rep a superstar in the eyes of their customer?  The answer is simple – play an effective role when they join them out on the road.  A manager doing a joint sales call with one of their reps can either frustrate and undermine the rep or they can perfectly position them to succeed in front of the customer.  Read on to learn how pre-call plans can help a manager contribute most effectively to the success of a joint sales call.

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Topics: Best Practice, coaching effectively, front line sales managers, Pre-call coachng session, coaching sales people, sales coaching

5 Pre-Call Coaching Session Questions

Posted by Kristi Shoemaker

July 13, 2011

For some reason, people gloss over the problem and jump right to the solution all the time. We have pressure to close the deal faster and faster.  But, if you don’t identify the problem - the customer’s pain, the roadblock to their success - nobody’s going to throw money at your solution.

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Topics: Pre-call coachng session, sales leadership best practices

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