Concerning the frequency and timing of reviews, it depends on the strategic nature of the accounts involved and the need coaching your collaborators. It is preferable to perform these reviews at the end of the year for the next year or year-end. Opt for an appointment with one business at a time, without meeting all of your sales force. Imply any other business that operates a relay if the trade policy field and also has a strategic perspective on this account. The magazine is often long (two hours to half a day). Consider any input from your side, bin chmarkant the account in question. You will have all the cards to validate or invalidate the direction taken by your salesperson. You can invite to interview, according to the profile of importance of the account, the Director General and the Daf or technical director. They will look expert on the budget to spend on this account and the technical means to implement..
At the beginning of the interview, verify that the employee follows the method suggested. You will, for example, formalized the procedure in an internal tool which will read the business to his arrival in the company. To begin with, are in a directional fashion. Adopt a position then listening and understanding. Leave for the moment, you know your account later to better understand the perspective of the business. As a manager, your ability to judge is then awakened. viagra vente