Many coaches concentrate more on numbers of sales calls to ensure that salesman has spent his working hours attending customers being out of the office.
Coach must focus on Closing of sales from a sales call because it is the business that company expects from sales call and only a quality sales call can result in business.
My observation is generally coach do not check on number of Sales Closed.
by
Ahmed Elkhodiry , Regional Consultant , Euromonitor International
1. Considering quantity over quality2. Not reading in details3. Not asking question4. Not reading them at all5. Not asking for follow up6. Not taking it serious enough
Many thanks for the valuable inputs already provided.
However, some more reasons are here as to why coach / team leaders fail while reviewing?
Mistake1: Underestimating salesperson's discomfort SO create receptivity by being positive.
Mistake2: Forcing your own opinions on salespersons therefore hold your views and ask questions.
Mistake3: Overloading salesperson with too many suggestions. People generally can handle one skill at a time, therefore discuss priority.
Mistake4: Forgetting next plan and follow-up. Salesperson don"t know or are confused about where to go next. Therefore summarize and agree on next steps.