I work closely with salespeople. Usually, in the spirit of consultative sales, I greatly value customer interaction as precious time to develop a deep understanding of customer pain points and perspective, so that I can help the customer with a dedicate, best fitting solution. So, for me, having a customer call means having a productive dialog with a customer.
Enter the salesperson. Every time I am in a call with a salesperson, it's not possible to have a dialog. The salesperson will wait 5 minutes, maybe, then the impatience will take over and he/she will talk, and talk, and talk, asking a question every 5 minutes, getting some answer, and talking more and more until the end of the slot.
It's not that I don't want to interrupt the salesperson... I feel uncomfortable in the whole process. I don't think it's a valuable interaction. This happened with more than one salespeople - not all of them, luckily. But when this happens, it's detrimental. And... I don't want the salesperson to disappear, he/she can contribute with good questions and good topics.
In the past I tried having pre-meeting preparation with the salesperson, to agree on how to lead the meeting together. But once the meeting starts, after 5 minutes the "hound" takes over.
The question is: how to have customer meetings with salespeople without having the salesperson talk for 90% of the time?