Write up a day in the field together.
After a day alongside a rep, the manager scores what they saw, agrees a few clear actions and shares it. The rep reads it and replies.
Still open from last time
Field selling standard (example)
- Preparation
Knew who they were seeing, what happened last time, and what they wanted out of today.
Did it well, and adapted when the call did not go to plan.
- Questioning and listening
Found out what the customer actually needs rather than presenting at them.
Attempted it, inconsistently, and needed prompting.
- Handling objections
Heard the objection out, answered the real concern, and did not argue.
Not observed today.
At most 3. A session that produces ten actions produces no change at all.
Share this with them?
Ashley Carter will be able to read everything you have written here, and to reply to it. Once shared, it is frozen: you cannot edit it or take it back.
This has been shared with Ashley Carter and can no longer be changed.
Score what you actually saw.
The manager picks who they worked with and the day, then scores each competency on a five-point scale. Every point has a written anchor that appears under the score, so a 2 always means the same thing. "Not observed" is an answer too.
Dexor ships an example framework covering preparation, opening the call, questioning and listening, handling objections, and closing with a next step. Your own framework can replace it, and each session keeps a copy of the framework it was scored against, so renaming a competency later never rewrites an old write-up.
A few actions, owned by both sides.
Alongside strengths and things to work on, the manager records what the two of them agreed, kept to a short list (three by default) so each one gets done, each with a date and an owner: theirs or mine. Last session's open actions are pinned to the top of the next one, and the write-up cannot be shared until each is marked done, part done or dropped.
Shared once, then it belongs to the rep.
A draft is visible only to the manager who wrote it. Sharing asks for confirmation, then freezes the write-up. The rep reads it in the app and replies, and the manager sees their reply.
Beyond the two of them, a shared session can be read only by managers within the depth your organisation sets on the rep's line, two levels by default. Every change is recorded in the audit trail, and so is every read by anyone other than the coach and the rep.
Questions people ask.
Can the rep see a draft?
Can a manager change a write-up after sharing it?
Who else can read a coaching session?
Can we use our own competency framework?
Works well with.
Visual aids
Upload a deck, send it for review, approve it with start and end dates. Reps can only open approved, in-date versions, and every showing is recorded.
Read morePlan adherence
A planned stop counts as met only when the rep checked in at that call point on that day. Adherence rolls up for each rep and each plan.
Read moreSee it on your own team.
Tell us your fleet and we will size a proposal. Complete roll-out may take up to 4 months, counted from signed requirements and first payment.