I manage a team of work-at-home sales reps where I don't have the ability to listen in on their calls/have them send me recordings of the call. This is unfortunately most likely not going to change in the near future. While I do attempt to coach as much as possible, the coaching is mainly based on the data that the rep puts into our CRM. It ends up easy to diagnose issues and coach better inside sales methods when it's typed up in black and white, but I curious if you have recommendations for coaching inside sales rep when you can't listen to them on the phone with a customer. One idea I had was just to set up a call with me as the customer and go through the sales process, but I'm not sure if that will get me the results I'm looking for.
Posted by: Anonymous
Posted: July 30th, 2014