SALES DEVELOPMENT SYSTEM
The 1:1 that's actually
worth having.
A good manager knows exactly what their reps need to work on. They saw it on the last ride-along. They talked about it on the drive back. And then a month passes before anything reinforces it again.
Sauti is the continuous coaching layer that sits between those visits — woven into every prep session and post-call analysis. The rep gets the same quality of push, on the same things their manager cares about, every time they get in the car.
THE DEVELOPMENT LOOP
Set the focus. Let Sauti do the coaching.
Manager and rep agree two or three focus areas for the quarter. Sauti weaves coaching toward those areas in every prep session and post-call debrief — invisibly, without announcing it. The rep gets a sharper conversation. The manager gets a development record that makes the next one-to-one worth having.
THE FRAMEWORK
What gets developed.
Focus areas are drawn from a defined competency framework built around what great field sales and technical performance actually looks like at Kenchic. Managers and reps pick from this — two or three areas at a time, not the whole list.
Sales Excellence
The mechanics of a great visit — from the objective set in the car to the commitment agreed at the gate.
- Sets a clear, specific objective before every visit
- Makes a direct ask — knows what they want the farmer to commit to
- Handles pricing conversations with confidence
- Positions value over price when challenged by a competitor
- Closes on a commitment before leaving the farm
- Cross-sells ancillary products naturally, not as an afterthought
Technical Credibility
The knowledge that earns trust — answering questions on the spot rather than promising to follow up.
- Knows the product range and can answer dosage and protocol questions on the spot
- Identifies flock health signals and responds appropriately
- Knows when to handle something themselves vs escalate to a vet
- Understands the broiler and layer cycle well enough to advise proactively
Relationship Intelligence
What separates a transactional rep from one a farmer actually calls when something goes wrong.
- Builds genuine trust over multiple visits, not just transactional rapport
- Surfaces competitor activity through natural conversation
- Understands what the farmer is trying to achieve, not just what they ordered
- Follows through on every commitment made in the yard
Field Execution
The discipline that makes everything else possible — preparation, capture, follow-through.
- Prepares properly before every visit, not just the difficult ones
- Captures structured visit information without being prompted
- Sets a clear next objective at the end of every visit
- Surfaces useful field intelligence — market conditions, product feedback, competitor activity
THE MANAGER VIEW
What you see before the 1:1.
Not a transcript. Not a data table. A development picture — built automatically from every session the rep has had since the last review.
James Kamau — Thika Valley territory
Q3 2026 focus areas
Last 3 sessions
Thika Valley Broilers
24 Jul 2026
Strong objective set. Avoided the pricing conversation in role-play — moved past it without addressing it directly.
Pricing conversations (needs work)Mombasa Road Farm
21 Jul 2026
Made a specific ask unprompted — 16,000 chick order confirmed as the target before leaving prep. Good improvement.
Specific ask (improving)Nakuru Highlands
17 Jul 2026
Surfaced competitor mention naturally and probed further. First time competitor intel was captured from this account.
Competitor probing (improving)Pattern this quarter
Specific ask
ImprovingPricing conversations
Needs workCompetitor probing
ImprovingSuggested agenda for next 1:1
- 1
Play back the Thika Valley role-play — the moment the farmer asked about harvest timing and pricing was avoided. Ask James what he would say now.
- 2
Agree whether pricing conversations stays as a focus area or whether the specific ask is solid enough to replace it with something new.
- 3
Discuss the competitor intel from Nakuru — what does James know about what they are offering?
Ready to see it running?
The development system runs on top of the same voice coaching your reps already use. No separate tool, no additional training, no change to how visits work.