If you are a CEO or senior manager and you are planning to go on a sales call with someone on your sales staff, here are 9 things you must know:
1. The salesperson is going to be nervous having you along on the call.
It’s not every day a salesperson has the CEO in their car and on a sales call with them.
Make them feel comfortable by talking about non-business related subjects as a way to allow the salesperson to realize you’re human.
2. Let the salesperson know you’re along to help them.
The account you’re visiting is their account. Expect the salesperson to lead the call, but tell them you are there for support and to help if need be.
3. Find out how you can help the salesperson.
Are there certain aspects the salesperson thinks you could be particularly helpful with or are there questions the salesperson thinks you should ask the customer?
The salesperson may know specific ways they would like you to be involved, but may not tell you this without you saying, “How can I best help on the call?”
4. Demonstrate respect to every person you meet on the way to the call, at the call and after the call.
The salesperson is watching your every move. How you interact with people is huge and can have a lasting impact on the salesperson.
5. Know that whatever you talk about and what you do while in the company of the salesperson is going to be repeated to others on the sales team immediately after you leave the salesperson.
This isn’t a bad thing, but it is one more thing to keep in mind as you go on the call. You want your sales staff to see you as an asset in these situations. No, you can’t control what they think, but you can greatly increase the positive odds by paying close attention to the details I’m describing in this post.
6. What you may think is unimportant, the salesperson may view as critical.
Respect them in their arena. Remember that you’re in the field, not your office.
7. Send a personal note to the salesperson after the call, letting them know how much you valued them taking the time to have you on the call.
This will demonstrate your leadership and show the salesperson that you genuinely value the work they do.
8. Recap with the salesperson’s boss what you saw, what you learned, and any necessary next steps.
The sales manager is anxious to hear how the sales call went. When you follow-up, it shows that you take your involvement seriously and you value the role the sales team plays in the success of the company.
9. Send a follow-up note to the customer and copy the salesperson.
It doesn’t have to be a lengthy note, but definitely something that demonstrates that you valued the experience. Also, if there were any items that you told the customer you would follow-up on, then definitely mention these as well.
The above 9 things will make your experience on a sales call beneficial for you, the salesperson and the customer. Ultimately, that kind of positive experience is good for your company!
Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.
