Representative: ______ Store/territory: ______ Date: ______
1. Choose one behavior before the visit
Example: consistently distinguish missing on-shelf stock from stock that has not been delivered.
Behavior to observe: ______________________________________
2. What happened?
- Was the intended store and customer context understood?
- Were the right questions asked, without unnecessary data entry?
- Was the observed issue described accurately?
- Did the rep take appropriate action or escalate to the right owner?
- Was usable evidence captured within retailer policy?
One behavior done well: ______________________________________
One behavior to improve: ______________________________________
3. Agree a practical next step
The rep will try: ______________________________________
Support from the manager: ______________________________________
How we will verify improvement next week: _______________________
The aim is constructive coaching, not a surveillance record. Take territorial complexity and factors outside the rep's control into account.
Learn: Coaching field teams