1. Know your purpose<\/p>\n
2. Know your Gemba<\/p>\n
3. Observe the framework<\/p>\n
4. Validate<\/p>\n
Still unsure how a Gemba walk differs from a traditional “ride-along?” \u00a0Use this chart as a reference:<\/p>\n
In the world of sales management, it is typical for a manager to go on a “ride-along” with a sales force member to observe and later, critique. \u00a0 These ride-alongs tend to be negatively focused, which can actually inhibit a manager from finding places where the process of the sales call can be improved.<\/p>\n
Meet the Gemba walk. \u00a0Gemba is a Japanese word meaning “place of action.” \u00a0When applied to sales, it means taking note of the different areas of action, like the car, technology, and meeting place and observing the actions that drive the desired results (i.e. call outcomes).<\/p>\n
A Gemba walk has four requirements:<\/strong><\/p>\n 1. Know your purpose<\/p>\n 2. Know your Gemba<\/p>\n 3. Observe the framework<\/p>\n 4. Validate<\/p>\n Still unsure how a Gemba walk differs from a traditional “ride-along?” \u00a0Use this chart as a reference:<\/p>\n
![\"Gemba](\"http:\/\/gccwebsites.com\/startupsales\/wp-content\/uploads\/2015\/01\/Capture.jpg\")
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