Research by Chally Assessments and other sales productivity consultants identify a top competency of successful sales managers is to regularly participate in joint sales meetings with salespeople. Attending joint sales meetings with your salespeople offers excellent opportunities to observe and coach your salespeople to be more skillful and knowledgeable when meeting customers. .

Surveys consistently show that salespeople are not trusted. A HubSpot survey found that only 3% of respondents trust salespeople. A Salesforce survey found 79% of B2B buyers say it’s absolutely critical or very important to interact with a salesperson who is a trusted advisor. Gartner tells us that B2B customers are only spending 17% of their buying time talking with salespeople. Your ability to “earn the right” to conduct an open sales–buying conversation translates into your ability to build trust with customers – quickly.