Posted by Susan A. Enns under Quick Sales Management Tips
The problem most sales managers have when doing joint field work is they end up taking over the call completely. Some even forget the sales person is in the room! Taking over a sales call does nothing to train or develop the sales representative. The real purpose of doing joint field work today is so your sales representative won’t need you on sales calls in the future.
Remember, the true mark of a great sales manager are the teeth marks on his tongue.