To improve sales calls, managers need to get out of the office - Minneapolis / St. Paul Business Journal:

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• Assimilation: Begin the process of helping the salesperso n develop his or her skills and incorporate the identifie d changesinto behaviors. Some of the lessons learned from a call can be immediatelhy applied to the next call after some discussionm and perhapssome role-playing. If there are severa sales calls with the salesperson durinbone day, the sales manager should make sure there is enougnh time to not only debrief each but also to pre-brief the calls so the lessonx learned from one call can be immediatel applied to subsequent calls. Accompanying salespeople on saleds calls can play an important part in improvingtheir performance.
Sales managersa who follow the five-step process outlined above will not only be able topreparer for, conduct, and learn from the calls, but also put the lessonws learned into action.