| Choosing meeting types for your dashboard |
|
Different types of meeting have different objectives. Each has its own approach depending on whether it’s on the phone or face to face and where the customer or prospect is in the sales cycle. Full details of the different call types are on the Add/remove meeting type page. Read through these carefully to make sure you choose the most relevant type.
|
| What do I have to do before observing a call? |
| Discuss the process with your team (why you are doing this, benefits to them, what will happen afterwards). Choose the meeting type and download the appropriate scoring sheet and make sure you are familiar with what you are looking for. |
| At the meeting |
| You need not take part in the client meeting; you are there to observe your team member’s performance. You will explain to the client at the beginning that you are simply there to observe. You should resist the urge to ‘help’ the salesperson during the meeting. Firstly because it will undermine their authority and secondly because it would make the observation invalid. Try to be as unobtrusive as possible, making notes, scoring as you go along if you wish. Note some good points as well as areas for development. |
| After the meeting |
| It is a good idea to have a detailed discussion about the way the meeting went immediately after the call - immediate feedback is always the best. Then you can schedule some time with the salesperson to review your report and agree actions when you are back in the office. As soon as you can, enter the results of the observation into the e2m system, look at the results and decide how you can coach the individual at your next one-to-one. |
| Developing the salesperson |
- Look through our Sales Manager as a Coach resource. This is a great set of tools and techniques to help you to improve the quality of your coaching.
- Review areas for development and decide on which area you are going to focus. Focus on one area at a time. Look at our other coaching resources for relevant material.
- Review objectives set at previous meetings to ensure progress.
- Discuss development action and agree at least one objective and enter the details of that objective onto the system.
- Fix a date in your diaries for the next assessment and/or 1:1 to review progress. We recommend that you observe at least one call a month with each of your team.
- Ensure you reward progress with positive feedback to the individual and share best practice amongst the team.
|
