1. Total calls (DIALS) made by my team:

2. Total appointments (HITS) made by my team: __________

3. Observation checklist for individual team members:

Was greeting upbeat, enthusiastic, friendly?

Did sales rep give their name and identify Your company?

If appropriate, how well did sales rep work through the gatekeeper?

Did sales rep sell appointment and avoid selling Your company?

How well did sales rep handle resistance if it surfaced?

Did sales rep try to get pre-qualifying information on usage and decision-makers?

How effective was the request for an appointment?
Your notes on what you learned from other team members: