Beyond accountability meetings, one of the most impactful activities a sales leader can engage in is joint sales calls. These ride-alongs provide real-time coaching, build team morale, and directly contribute to winning deals. However, one of the most common questions I hear from sales leaders is:
What should I be doing on these calls? When should I step in, and when should I sit back and observe?
The best way to approach this is to break joint sales calls into three distinct categories:
1. Observation Sales Calls
This type of sales call is all about listening and observing. Your role as a leader is to take a backseat and watch how the salesperson prepares, runs, and closes the call. Your primary objective is to assess the rep’s comfort level, sales approach, and ability to navigate the conversation. This helps you understand where they thrive and where they need coaching.
📝 Key Takeaway: Observe, take notes, and assess—without interfering. This is a learning opportunity for both the rep and you as a leader.
2. Modeling Sales Calls
In a modeling sales call, your objective is to demonstrate a specific behavior, technique, or sales strategy in real time. You are leading by example—showing how to handle objections, structure a pitch, or confidently navigate a deal. This approach is especially useful when working with:
- New hires who are still learning the ropes.
- Struggling reps who need to see best practices in action.
- Reps facing a challenge with a specific product, customer, or objection.
📝 Key Takeaway: Lead by example—show, don’t just tell. Sales reps will pick up valuable strategies by watching you in action.
3. Joint Sales Calls
This is where the real magic happens. Joint sales calls are a true partnership between you and your rep. Instead of passively observing or taking the lead, you’re strategically working together to maximize the outcome of the meeting. Depending on the call, you might:
- Play a supportive role by backing up key points.
- Jump in to handle pricing conversations or negotiations.
- Position yourself as an executive presence to reinforce the rep’s credibility.
The key here is collaboration—helping to drive the conversation toward a win without taking over completely.
📝 Key Takeaway: Work together with your rep, providing strategic support where needed to increase the chances of closing the deal.
How Often Should Sales Leaders Ride Along?
For the average sales rep, a good breakdown looks like this:
- Observation Sales Calls: 5-10% of the time
- Modeling Sales Calls: 5-10% of the time
- Joint Sales Calls: 80-90% of the time
Joint sales calls should make up the majority of your ride-alongs because they maximize deal momentum and morale while reinforcing your leadership presence.
Regardless of the type of call, pre-call planning is essential. Before the meeting, align on:
✅ The type of call (Observation, Modeling, or Joint Sales)
✅ Each person’s role and objectives
✅ Key talking points and next steps
And don’t forget to recap after the meeting—discuss what worked well, what could be improved, and how to apply those insights moving forward.
At the end of the day, ride-alongs are more than just training exercises—they’re opportunities to win deals, strengthen your team, and lead with impact. And, of course, have some fun along the way!
Cheers,
Kyle Jager
