Manager observation sheet

Roofing sales readiness

Use a realistic practice appointment and approved company documents. This assesses sales behavior, not roof-access, technical, insurance, or safety qualifications.

Rep and reviewerDate and scenario / document version

1. Run the appointment

Confirm the requested service, explain the agenda, listen, and identify decision participants.

Not observedNeeds a promptIndependent in this scenario

Observed evidence / exact gap

2. Explain the scope

Use the approved estimate to explain included work, exclusions, assumptions, and one unknown that needs escalation.

Not observedNeeds a promptIndependent in this scenario

Observed evidence / exact gap

3. Handle an objection

Clarify a lower-price comparison and use documented scope without inventing competitor defects or promises.

Not observedNeeds a promptIndependent in this scenario

Observed evidence / exact gap

4. Record the next step

Record the concern, next action, owner, due date, contact preference, and escalation in a training CRM record.

Not observedNeeds a promptIndependent in this scenario

Observed evidence / exact gap

Do not average away a material gap: resolve unsafe conduct, fabricated answers, unauthorized coverage or financing promises, ignored contact restrictions, and materially incorrect scope before advancement.

Next assignment authorizedAssignment boundaries and backup ownerSpecific practice / correctionReassessment date and reviewer

Route the gap to the role-play scenario tool and assign the work in the onboarding plan. Retain observed evidence; a completed course alone does not fill this sheet.