Monday, October 5, 2009


Shadowing is a great sales tactic that used to be used frequently, I'm not sure if companies use it too much anymore.

The term means that a senior sales rep teams up with a junior sales rep and they spend the day making sales calls. This is different than going out with a manager. When traveling with a sales manager, the sales manager has power and the junior sales rep has to listen to their critique whether it's right or wrong.

With Shadowing, the junior sales rep is able to watch and learn from the senior sales rep. The junior rep will learn by observing. They'll learn skills and tactics that the senior rep didn't even know they had.

The junior rep is required to make calls on this day as well. The senior rep will more than likely learn something about the company and products since it is all fresh in the junior rep's mind.

I've learned a ton from Shadowing. If you don't do it at your firm, I suggest you give it a try.

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