
- Is the salesperson actually having the meetings that they say? Stranger things have happened!
- Are they meeting with the right kind of people? Some salespeople like to "call high" but if the buying decisions are not made at that level then the effort might be wasted.
- Are they meeting enough of the right people?
- Do they have a good agenda heading into those meetings? Business focused.
- Do they understand what those clients really want?
- Do they understand their position against competition?
- Do they ask for the business?
- Are they diversified in the industries, companies, maybe even geographies that they have tried?
- Alternatively are they focused enough to actually make a difference? Sometimes salespeople can be "all over the map" and not focused in on the clients where the business should be coming from.
- Do they understand the client's needs, and present your company solutions in a credible way?