Sales management · Motivation and coaching
Score the rep on the call itself, not on the monthly number.
A field ride coaching form is a one-page sheet a sales manager fills while watching a rep on live calls, scoring each step of the selling process with a note of evidence. It ends in a coaching agreement of two or three actions that the next ride checks.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
A field ride coaching form is a one-page sheet a sales manager fills while watching a rep on live calls, scoring each step of the selling process with a note of evidence. It ends in a coaching agreement of two or three actions that the next ride checks.
A manager at a Nashik agri-inputs dealer rides with a rep on the Sinnar route. They visit five shops. In the car the manager says 'you need to push harder', the rep nods, and nothing about the day changes how the next five visits go.
The form gives the ride a structure. Before it, the rep scores themselves on each step. During it, the manager scores the same steps and writes what was said. After it, the two compare and agree what to change. The sales manager owns the form, and the owner reads a stack of them once a quarter.
It replaces the 'I will come along and see' ride, which tests the rep's nerves more than their method. It sits beside the weekly coaching routine and the sales-process audit pages, which work at team level. For tele-sales, the same sheet is filled from recorded calls instead of a ride.
Where this sits
Topic 6 of 14 in sales management: motivation and coaching. Finding what moves each rep and coaching to it.
- The topic before
- Sales training and development
- The topic after
- Compensation
If you want this done for you
Training happened once, and the habits it was meant to fix did not last the month.
The work
What this is actually like.
“Your presence changes the call”
Reps behave differently with the manager in the shop. Ride in the second half of the day, say little, and let the rep lead. If the shopkeeper addresses you instead of the rep, step back; you have just taken the sale away from them.
“Self-score first or the rep just agrees”
When the manager scores first, the rep accepts it. When the rep scores first, the gaps between the two columns are the coaching conversation. A rep who scores themselves five on closing and gets a two has found out something no lecture could teach.
“Three actions, not twelve”
A ride throws up a dozen faults. Pick the two or three that cost orders, write them as things to do on the next call, and leave the rest alone. The next ride checks only those.
“Recordings need consent and a reason”
For phone sales, listening to calls is faster than riding. Tell the rep in writing which calls are recorded and why, and check with your lawyer on calling and data rules. Rules differ and change.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
The scoring sheet
Rows are the steps of your own selling process: opening, finding the need, presenting, handling the objection, asking for the order, follow-up. Columns are rep score, manager score and an evidence line quoting what was said.
Result: Finished when every score has a quote or an observed action next to it.
The call log for the ride
Name of the shop, the person met, product discussed, what the shop owner asked for and the outcome. Three to five calls per ride, filled by the rep.
Result: Finished when you can reconstruct the day from the log without the rep's memory.
The agreement
Two or three actions in the rep's words, a date for the next ride and who will check. Both sign or send a WhatsApp confirmation.
Result: Finished when the rep has the actions on their phone before leaving the last shop.
The trend page
One line per ride per rep with the step scores, so the third ride shows whether the weak step has moved.
Result: Finished when you can show a rep their own scores across three rides.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
How many calls should one ride cover?
Should the rep know the form beforehand?
What do I do when the rep is good and the territory is poor?
Can I use this for dealers' salespeople?
How much does it cost?
How long is the contract?
How soon will we see results?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this topic further.
The rest of motivation and coaching
Or read all of sales management.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.