Sales Coaching and Observation Form

Sales Representative Coaching & Observation Record

• Sales Rep Name:

• Store Location:
  Address

• Field Sales Manager Name:

• Date of Visit:

  Date

• Was the area surrounding the WARP clean and well presented?

  Yes

  No

  N/A

• Was the sales floor clean, demo devices functional, and updated collateral present?

  Yes

  No

  N/A

• Was the Sales Rep well presented, in full Premium uniform, with name badge and VOLT badge?

  Yes

  No

  N/A

• Was there a role play conducted with management during this visit?

  Yes

  No

  N/A

• Scenario/ Sales Representative Solution:

• Field Sales Manager Comments:

• What went well?

• Areas of opportunity:

• Sales Representative Commitment:

• Sales Representative Signature

  Sign

• Was the Sales Representative observed with customers during this visit?

  Yes

  No

  N/A

Greet

• - Smile and come out from behind the WARP - Give a warm greeting and exchange names with customer - Rep used customer's name through conversation - Begin to build rapport with the customer

Relate:

• - Used info from "greet" to relate to customer and establish conversation - Begins to ask open ended "FORM" questions to build complete solution for customer (Family+Occupation+Recreation=Money) - Summarise the needs you have found so far

Educate

• -Recommend complete solution based on customers needs discovered by asking FORM questions -Top down selling practices on price plans/devices/mobile care/ and accessories using FAB technique (Match the Features to the Benefits after you've established their Wants) - Rep presents self as the expert and maintains control of the sale

Ask

• - Rep ASKS for the sale: * Created a sense of urgency * Provides customer with choices ("Would you rather have option A or option B today?") * Invites customer to begin application process -Close/assume the sale * Ask assuming questions/make closing statements

Thank

• - Review the details of the purchase with the customer - Thank the customer for their business - Inform them about the Wal-Mart CFF Survey located on the bottom of the receipt, and ask that they complete it

Bonus

• - Rep asked for customer referrals - Added Mobile Care - Added at least one accessory - Helped transfer customer data to provide excellent customer experience

Feedback

• What went well:

• Areas of improvement:

• Sales Representative Commitment:

• Sales Representative Signature:

  Sign

• Did a Coaching Discussion take place with the Sales Representative during the visit?

  Yes

  No

  N/A

• Discussion

Topic

• What was discussed?

Feedback

• What are some areas that the representative feels they excel at?

• What does the representative think their areas of opportunity are?

• Sales Representative Commitment to growth:

• Sales Representative Signature:

  Sign

• Field Sales Manager Signature:

  Sign

Sales Advisor

• Comments:

• Is there any other coaching or support that you feel that you would benefit from?

  Yes

  No

  N/A

• What additional coaching or support would you benefit from?

Field Sales Manager

• Comments

• Agreed actions or follow up for Sales Manager to complete:

• Sales Representative Signature:

  Sign

• Field Sales Manager Signature:

  Sign