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DILO Ridealong Evaluation Form

The document is a call report form used by sales representatives to document details of customer meetings. It collects information such as the representative's name, account details, call preparation steps taken, questions asked during the call, next steps, and notes. The form aims to standardize the process for representatives to plan calls, execute calls effectively using an approved sales process, and document results and next steps.

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anon_996898977
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338 views3 pages

DILO Ridealong Evaluation Form

The document is a call report form used by sales representatives to document details of customer meetings. It collects information such as the representative's name, account details, call preparation steps taken, questions asked during the call, next steps, and notes. The form aims to standardize the process for representatives to plan calls, execute calls effectively using an approved sales process, and document results and next steps.

Uploaded by

anon_996898977
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOC, PDF, TXT or read online on Scribd
  • DILO Ridealong Form
  • Account Executive Relationship Notes
  • Additional Questions

DILO Ridealong

Form

Rep Name Date of call


Rep Tenure (years)

Account Name Person Met?


Prospect or Client? Role of Person
Opportunity Size Meeting Number

Pre Call Planning (Did the rep…) Yes No


Use/create a documented Call Plan?
Prepare a Call Plan with specific objectives and outcomes?
Review the Call Plan with their manager beforehand?
Prepare questions for the meeting and develop a compelling agenda?
Possess insightful information on the key decision maker and the business?
Capture/articulate the customer’s value proposition and/or business challenge?

Call Execution (did the rep….) Yes No


Use the approved sales process relative to the sales campaign stage?
Set a tight agenda for the meeting and how time would be spent?
Ask the prospect what they would like to accomplish?
Prepare the economic buyer for the meeting?
Ask key situational questions for information missing from the Call Plan?
Recap current problems identified from prior calls?
Identify current problems with current method?
Explore the impact of problems with or challenges to the client’s business?
Use open-ended questions throughout the discovery process?
Identify the pain for multiple stakeholders?
Move from implicit to explicit needs?
Quantify future potential impact to the business?
Convey credibility throughout the call?
Close for next steps?
What are next steps?

1
DILO Ridealong
Form

Describe the Account Executives Relationship w/the contact:

Any buyer steps, evaluation or exit criteria exhibited?

What job aids, resources, forms, etc were used?

Notes:

2
DILO Ridealong
Form

DILO Ridealong Form Rep Name Date of call Rep Tenure (years) Account Name Person Met? Prospect or Client? Role of Person
DILO Ridealong Form Describe the Account Executives Relationship w/the contact: Any buyer steps, evaluation or exit crite
DILO Ridealong Form 3

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