The Four-Legged Sales Call
It’s a standard practice for a new sales rep to tagalong on a sales call with someone with more experience. We used to call it, “The four-legged sales call.”
But why is it only for new sales reps? I mean, couldn’t everybody benefit from seeing how someone else does it?
My oldest daughter, Kate, isn’t an eight-year veteran employee at Apple Computer. She is what they call a Lead Genius. Part of what got her to that desirable position (not to mention the admiration of everyone who works with her) is the fact that she occasionally asks a fellow employee to shadow her as she interacts with the client and then provides her with feedback. As a result, Kati continues to learn and continues to grow.
Summertime is known for being slow. What better time, then, to go on a four-legged sales call with another sales rep and listen in to see how they handle the client? You never know what you will learn but I promise you that observation is a great teacher.
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Bill Farquharson can be reached at (781) 934-7036 or firstname.lastname@example.org
Bill Farquharson is a partner at Idealliance. As a print-specific sales trainer, Farquharson applies a fundamentally-sound approach to his coaching, online programs (found at sales.epicomm.org), and live presentations. Contact him at email@example.com or (781) 934-7036 to discuss your sales challenges.