Over the years, I have trained hundreds of salespeople from many OCS, water services and vending companies. It always has amazed me to see such an eclectic group of people. I have always tried to figure out which salespeople in a company that I am visiting are the best and which are the worst producers. Shockingly, I have been wrong several times in my initial estimations.
One of the unknowns is that I never know how hard an individual works, what they know about OCS and how smart they work, from the first introduction. What I do see on my first impression is how well dressed they are, how personally groomed they are, how friendly they are to me and how they communicate verbally to those around them.
The real evaluation comes when they make a full presentation in front of their peers, after going through my training seminar. Those who scored high are the ones who usually were the most successful in selling OCS when they were in the field.
Below is the evaluation form that I use after training. This form is also filled out by the other salespeople, who will be presenting next. It is important for each to evaluate all the others, because it’s reinforcement to them to stress the positives that they see, and to recognize and avoid the negatives they observe as well.
After each presentation, all the evaluations are read to the presenting salesperson, so that they know what has to be worked on to improve their OCS sales skills in order to sell more effectively.
If you have any suggestions on how to improve this evaluation, please email me at OCSconsultant@aol.com or call me at (516) 241-4883.
LEN RASHKIN is a pioneer in office coffee service. He founded Coffee Sip in 1968 and after 22 years merged it with Dell Coffee, of which he became president in 1991. Sales at Dell topped $7 million dollars. Rashkin is also a founder and officer of Eastern Coffee Service Association and National Beverage Products Association. His industry honors include NCSA's (now NAMA) Silver Service Award and NBPA's Lifetime Achievement Award; he was inducted into NBPA's Hall of Fame in 1996. His marketing excellence earned him NBPA's Crystal Bean Award and three NCSA Java Awards. He is a frequent speaker at national and local trade conferences, consults on OCS sales and marketing and has is the author of two OCS training programs.
Download Evaluation Form Below