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Passive Management (Why so little intervention? (Leads (Score: - X Not…
Passive Management
Why so little intervention?
Leads
Score: - X Not checked. (0) Not Done (1) Done, but mistakes (2) Done, no mistakes
Tape Training
Score: - X Not checked. (0) Not Done (1) Done, but mistakes (2) Done, no mistakes
Call coaching
Score: - X Not checked. (0) Not Done (1) Done, but mistakes (2) Done, no mistakes
POP checking
Score: - X Not checked. (0) Not Done (1) Done, but mistakes (2) Done, no mistakes
Colombo calls
Score: - X Not checked. (0) Not Done (1) Done, but mistakes (2) Done, no mistakes
Score: - X Not checked. (0) Not Done (1) Done, but mistakes (2) Done, no mistakes
KPI achievement
Do you think they are. better than you
More Motivated?
Better Sales
Better technically
Better on Product
Colombo calls
When
Given that many calls won't be good enough...
Who should do them
Manager do 2 for each
Reps have to be comfortable doing them.
Why dont people do them
1) Think customers will think less of them
2) Think that the rep is scared
3) We don't spot the POP wasn't good enough
Not being used to coach
Tape Training
How many
Why not happening
Gets crowded out
Folks dont have a tape ready (Suggests that no rhythm set for the teams)
Not being used to coach
Poorly completed : Limited value
Lead Checking
Time consuming
Not being used to coach
Leads not prepared because of 'justifiable' reasons
POP checking
Possible failures
Symptom
Objective
No Pay off
POP Cause questions were weak
Not being used to coach
What ever you do you must look for opportunities to improve the squad