As a manager, what do you hope to experience when you ride with a wholesaler?
Better question: does your wholesaler know what you hope to experience?
Have you read Part One of this series?
Wholesalers often stress about the upcoming ride-along that the boss has scheduled.
So much so that we have addressed this in a prior post: 7 Ways Wholesalers Can Survive A Manager Ride-Along Visit
Managers often view the ride-along visit as simply a box that needs to be checked in their long list of things to do.
We know that from first hand experience: Sushi, Sake, See Ya! – A Lesson For Sales Leaders.
But what if there was a clearer picture of what you, as the leader, wanted?
Rather than leaving the events that the wholesaler schedules during your visit to pure chance, we recommend that divisional managers make their wishes known.
Doing so will allow you to evaluate the effectiveness of your wholesaler in a host of different settings, with different constituencies.
Prior to the visit, send the following to your wholesaler via email:
Looking forward to riding with you the week of __________.
During my visit, I’d like to see you in action in at least three (3) of the following settings:
– One on one meeting with existing seller
– One on one meeting with new prospect
– One on one meeting with COI
– Small group presentation
– Large group presentation
– Meeting with VIP/corner office producer (prospect or existing client)
– Entertaining (lunch, dinner, sporting event, etc.)
Please make sure that we have dedicated time at the end of each day (or the following AM before appointments) to debrief and discuss my feedback.
I look forward to seeing you in action!
When you do debrief with your wholesaler, be specific and organized.
Use our Wholesaler Masterminds® Ride-Along Evaluation Form. It’s free for you to use!