Ray provides one-on-one sales coaching for salespeople selling all types of products / services and across all industries.
Below is an outline of Ray’s one-on-one sales coaching process.
This can be done as a stand-alone intervention or as a follow-up to a sales training programme that Ray presents. It can be done immediately after the training or 3 to 6 months down the line and can be customised according to your requirements.
Sales coaching criteria. (General points) This is the criteria Ray uses when going on evaluation meetings with salespeople.
Additional criteria. (Weak points identified by management) You can add specific points to the criteria that you would like Ray to evaluate if necessary. (See examples below)
One-on-one sales coaching process:
Ask trainee to set up appointments with customers (new and existing) for Ray to accompany them on.
Do detailed summary and evaluation of meetings with customers / clients back at Ray’s office.
For areas within 60 km radius from Centurion the process is: appointments in the morning, a brief summary and interview in the afternoon, full debriefing meeting the following day or later (a week or two)
For outlying areas (Durban, Cape Town, etc.) Ray usually flies in early and then goes on appointments in the morning, does a brief summary and interview in the afternoon and then does a full debriefing meeting the following day and then flies out in the afternoon. (This is for one person) If there is more than one person in the area Ray does appointments in the morning and does a brief summary and interview in the afternoon for one person on one day and then does the same for the other person the following day and then does a full debriefing meeting with each person the following day (Day 3) and then flies out in the afternoon.
The coaching process includes all off site work as well as debriefing with each of the salespeople and debriefing with management and providing a debriefing report.
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Ray: 076 565 2228