How often should sales managers visit customers?

in your area of responsibility. There are several reasons for that.

First of all, you're a boss-part of the company's management. As such, you are perceived to have more power and influence than a salesperson. Your good customers will want to know you, because the relationship with you gives them access to higher levels within your organization.

Additionally, many of these customers will tell you things that they won't tell the salesperson. They will share concerns, plans and goals that they don't share with your salesperson.

Second, you need your own relationship with the good customers so as to provide a back-up if the salesperson leaves. In the worst case scenario, if a disgruntled salesperson leaves and joins the competition. you need to know who the customers are. They need to know that you are the face of the company behind the frontline salesperson.

Notice that the emphasis here is on "good" customers. I don't think that you need to know every customer, nor do you need to know the prospects.

Now, back to the question. How often should you visit the customers? Often enough to accomplish the above two objectives. Then, you should visit them with your salespeople to supporl the salesperson, to add credibility to his/her presence, and to coach and counsel the salesperson on techniques and strategy.

That's the first answer. The second answer is simpler: More than you do. I have yet to meet a sales manager who spent as much time in the field as he/she would like to spend. I can almost categorically state that every sales manager should spend more time in the field than they do.

- Dave Kahle is a trainer and author of nine books, including How to Sell Anything to Anyone Anytime. Reach him at ( 6 I 6 ) 45 I -9377 or www.davekahle.com.

Bv Wayne Rivers