Checklist template

Field sales manager work-with for consumer goods

A ready-to-use checklist with 102 items in 6 sections, covering Call preparation, In-store execution, Selling skills, Administration, Coaching points, Follow-up. Use it as-is in InspectLoop, or adapt it to your own standards in minutes.

  • 6 Sections
  • 102 Items
  • 79 Yes / No checks
  • 8 Scored ratings
  • 119 Points

Use this template How audits work

1. Call preparation 19 items

  1. Name of the sales representative Short text
  2. Territory or route number Short text
  3. Stores visited together during this work-with Number
  4. The rep sent the day's call list to the manager before the work-with Yes / No 1 pt
  5. The stores on the day's list follow the territory's call frequency plan Yes / No 1 pt
  6. The stores are sequenced to limit driving time between calls Yes / No 1 pt
  7. The rep can state the territory's sales against target for the current period Yes / No 1 pt
  8. The rep can name the three accounts furthest behind target Yes / No 1 pt
  9. The rep can state the company's priorities for the current sales cycle Yes / No 1 pt
  10. The rep stated a measurable objective for each call before leaving the vehicle Yes / No 1 pt
  11. The objective of each call builds on what happened at the previous call in that store Yes / No 1 pt
  12. The rep reviewed each store's sales history on the handheld or tablet before entering Yes / No 1 pt
  13. Samples of new items are in the vehicle Yes / No 1 pt
  14. Point-of-sale materials in the vehicle belong to the current sales cycle Yes / No 1 pt
  15. Sell sheets for the current sales cycle are in the rep's presenter or tablet Yes / No 1 pt
  16. The handheld or tablet was synchronized with the day's orders and prices before the first call Yes / No 1 pt
  17. The rep's first call started at the time set by company policy Yes / No 1 pt
  18. The rep's appearance meets the company's dress standard for store calls Yes / No 1 pt
  19. Quality of the rep's call preparation Rating
    • Clear objectives backed by data for every call 5 pts
    • Objectives for some calls or without data 3 pts
    • No objectives set 1 pt

2. In-store execution 18 items

  1. The rep followed the company's call steps in order in each store Yes / No 1 pt
  2. The rep checked the home shelf before looking for the manager Yes / No 1 pt
  3. The rep found the out-of-stocks in each store without being prompted Yes / No 1 pt
  4. The rep corrected facings to the planogram during the call Yes / No 1 pt
  5. The rep rotated product while filling the shelf Yes / No 1 pt
  6. The rep checked the back room in every store where the retailer allows it Yes / No 1 pt
  7. The rep placed or replaced point-of-sale materials in each store Yes / No 1 pt
  8. The rep checked the price of the brand's promoted items against the promotion in each store Yes / No 1 pt
  9. The rep noted competitor activity in each store Yes / No 1 pt
  10. The rep secured or maintained at least one secondary display during the day Yes / No 1 pt
  11. Secondary displays sold or built during the work-with Number
  12. Out-of-stocks corrected during the work-with Number
  13. The rep left no torn packaging, damaged product or empty cartons on the shelf after working it Yes / No 1 pt
  14. The rep followed each retailer's vendor rules (sign-in, badge, back room access) Yes / No 1 pt
  15. Time in each store matched the time planned for that class of account Yes / No 1 pt
  16. Average time per call (minutes) Number
  17. The rep spent more time in stores than in the vehicle or on administration during the day Yes / No 1 pt
  18. In-store execution observed Rating
    • Complete and consistent in every call 5 pts
    • Complete in some calls 3 pts
    • Key steps skipped in most calls 1 pt

3. Selling skills 17 items

  1. The rep asked for the decision maker by name in each store Yes / No 1 pt
  2. The rep opened each conversation with something relevant to that store's business Yes / No 1 pt
  3. The rep asked questions about the store's needs before presenting Yes / No 1 pt
  4. The rep listened without interrupting the store manager Yes / No 1 pt
  5. The rep presented the benefit to the store (sales, margin, shopper traffic), not only product features Yes / No 1 pt
  6. The rep used the store's own sales figures in the presentation Yes / No 1 pt
  7. The rep used the sell sheet or sample as a visual aid Yes / No 1 pt
  8. The rep handled the main objection with a fact or an example from a similar store Yes / No 1 pt
  9. The rep asked for the order or the display in clear words Yes / No 1 pt
  10. The rep stayed silent after asking for the commitment, leaving the manager to answer Yes / No 1 pt
  11. The rep proposed an alternative when the first proposal was refused Yes / No 1 pt
  12. The rep confirmed what was agreed, including quantities and dates, before leaving Yes / No 1 pt
  13. The rep presented the current cycle's priority item in every call Yes / No 1 pt
  14. The rep kept to the company's price and trade terms, with no unauthorized deals Yes / No 1 pt
  15. Calls in which the rep gained a commitment Number
  16. Rapport with store decision makers Rating
    • Trusted adviser in most stores 5 pts
    • Known and accepted 3 pts
    • Little rapport or unknown to managers 1 pt
  17. Closing skill observed Rating
    • Asks and closes confidently 5 pts
    • Asks but backs down at the first objection 3 pts
    • Does not ask 1 pt

4. Administration 16 items

  1. Each call was recorded on the handheld before driving to the next store Yes / No 1 pt
  2. Call notes state what was agreed and what the next step is Yes / No 1 pt
  3. Orders taken were transmitted on the day of the call Yes / No 1 pt
  4. Photos required by the company (shelf, displays) were uploaded for each call Yes / No 1 pt
  5. The rep's call completion for the last 4 weeks meets the coverage target Yes / No 1 pt
  6. Planned calls completed in the last 4 weeks (%) Number
  7. Credit and return requests are submitted with the store's signature Yes / No 1 pt
  8. Expense reports for the last period were submitted on time Yes / No 1 pt
  9. The stock of samples in the vehicle agrees with the rep's sample record Yes / No 1 pt
  10. The stock of point-of-sale materials is reordered before it runs out Yes / No 1 pt
  11. Samples and point-of-sale materials in the vehicle are sorted so the rep finds an item without unloading Yes / No 1 pt
  12. The vehicle's maintenance and inspection are up to date according to the logbook or app Yes / No 1 pt
  13. The rep's store master data (contacts, delivery days, store format) is current for the stores visited Yes / No 1 pt
  14. The rep replies to customer and office messages within the time set by company policy Yes / No 1 pt
  15. Promotional funds or display allowances spent by the rep are recorded against the right account Yes / No 1 pt
  16. Quality of the rep's administration Rating
    • Complete and on time 5 pts
    • Complete but late or thin 3 pts
    • Missing records 1 pt

5. Coaching points 16 items

  1. The manager observed the first call without stepping in Yes / No 1 pt
  2. The manager demonstrated a skill in one call for the rep to repeat in the next Yes / No 1 pt
  3. Feedback was given in the vehicle or outside the store, never in front of the customer Yes / No 1 pt
  4. The rep was asked to assess the call before the manager gave feedback Yes / No 1 pt
  5. Feedback after each call named one thing done well Yes / No 1 pt
  6. Feedback after each call named one thing to change in the next call Yes / No 1 pt
  7. The rep applied the feedback in a later call the same day Yes / No 1 pt
  8. Progress on the development points from the previous work-with was reviewed Yes / No 1 pt
  9. Main strength observed during the day Short text
  10. First development priority agreed with the rep Short text
  11. Second development priority agreed with the rep Short text
  12. Each development priority is tied to a behavior the manager saw during the day Yes / No 1 pt
  13. The rep's product knowledge was tested on the current cycle's priority items Yes / No 1 pt
  14. The rep's knowledge of the main competitors' current offers was tested Yes / No 1 pt
  15. Rep's response to coaching Rating
    • Open and applies feedback at once 5 pts
    • Accepts feedback but slow to apply 3 pts
    • Resists feedback 1 pt
  16. Rep's progress since the previous work-with Rating
    • Clear improvement 5 pts
    • Some improvement 3 pts
    • No improvement 1 pt

6. Follow-up 16 items

  1. The day ended with a sit-down review of at least 15 minutes Yes / No 1 pt
  2. The rep summarized the day's lessons in their own words Yes / No 1 pt
  3. Each development priority has an action the rep will take Yes / No 1 pt
  4. Each action has a completion date Yes / No 1 pt
  5. The actions are written in the rep's development plan or the coaching tool Yes / No 1 pt
  6. The rep received a copy of this work-with report Yes / No 1 pt
  7. The training or support the manager will provide is recorded with a date Yes / No 1 pt
  8. Store issues beyond the rep's authority were taken by the manager to resolve Yes / No 1 pt
  9. Commitments made to store managers during the day are assigned to the rep or the manager by name Yes / No 1 pt
  10. Date of the next work-with Date
  11. The next work-with will cover accounts or skills not seen today Yes / No 1 pt
  12. The manager's work-with days with this rep meet the frequency set by company policy Yes / No 1 pt
  13. Work-with days with this rep in the last 12 months Number
  14. Territory sales against target for the current period (%) Number
  15. Overall rating of the rep on this work-with Rating
    • Exceeds the standard 5 pts
    • Meets the standard 3 pts
    • Below the standard 1 pt
  16. Summary of the day and agreed development plan Comments

About this template

This checklist is part of the InspectLoop template library. Yes / No checks score 1 point when met; ratings score the points shown for each option. The overall score is the percentage of points earned, with N/A answers excluded. In InspectLoop you can add photos, assign corrective actions, require sign-off and compare results across sites.

Categories

Related templates

← All templates

Brand standards

At every site, every time

Start Free Contact us