Cold Front Route Sales Coaching

• Date:

  Date

• Route Salesmen:

• Route Number:

• Supervisor:

• 1 to 5 Rating (5 being the best)

Account Planning

• Consistent Use of Route Book...Organized and Current

• Reviews Account Information/Account Promotional Activity

• Identifies Execution Opportunities Prior to Account Entry

• Considered All Selling Opportunities (Brands/Categories)

• Reviews Display and/or Freezer Opportunity (Up Sell)

At the Account

• Walks Entire Store to Identify Opportunities

• Greets Management/Shares Objectives/Creates Partnership

• Portrays a Professional Image and Demeanor in Front of Customer

• Seeks to Understand Customers Needs

• Evaluates & Communicates Incremental Product/Freezer Placement

• Discusses New Item Opportunities

• Executes the Right Brands and Right Location

• Rotates and Checks Product Rotation in All Selling Locations

• Damaged and Out of Date Product Removed/Credit Issued

• Adheres to Cold Front Merchandising Standards

• POS In-Place/Clean and Visible

• Products Have a Price Tag in All Selling Locations

• Adheres to Freezer Manangement including (POG Compliance and Cleaning)

Follow Up

• Records and Reviews Sales Call (Up Sell) Results

• Collaborates and Communicates Effectively with Team Members

• Follows up with Customer on Account Performance

Leadership

• Drives for Results/Proactive not Reactive

• Peers Look to You for Direction and Help

• Works Together for the Greater Good, Shares Best Practices without being Told

• Develops and Maintains Productive Relationship with DA/Merchandiser Partners

• Takes Calculated Risks

• Wins with Character and Integrity

• Uniform/Shoes/Boots Well Kept

• Critical Thinking/Solution Based Problem Solving

• Supervisor

  Sign

• Route Sales Rep

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