By Barrett Riddleberger
Evaluating your sales reps is like evaluating an athlete. No experienced football coach would ever consider sending his team onto the field without being right there on the sidelines – observing their every move.
The same applies to your sales team. Too many sales managers expect top producers to meet their sales goals without their observation, feedback and coaching. Instead, I encounter many sales managers expecting great results without their personal involvement.
If you haven’t spent time with your salespeople in the field or on the phone recently, do so. Here are eight questions to ask yourself when evaluating your sales reps in the field: