Through the one-on-one connection of a ride-along, you can learn firsthand about your reps’ strengths and weaknesses, what excites them, what makes them uncomfortable, and their goals and aspirations. That kind of knowledge is essential to good management.
Doug McLeod, a sales industry veteran and author of The Zero Turnover Sales Force, says ride-alongs won’t happen unless you make them happen. Here are five tips for keeping your ride-along commitment:
“The more questions like these you can ask, the more prepared you and your salesperson will be to respond profitably to opportunities or issues that arise,” says McLeod.