Podcast: Play in new window | Download (28.5MB)
Subscribe: RSS
The Key to Sales Field Coaching Is Leadership
The job of a sales leaders and manager is to serve. George S. Odiorne, developer of a management concept that became popular with businesses around the world, said, “Coaching isn’t an addition to a leader’s job, it’s an integral part of it.”
When we look at field sales coaching or the ride along, we’re talking about developmental coaching. Coaching to improving performance. Here are a couple of key factors that you should always keep in mind about field sales coaching.
- Field sales coaching is developmental. This means you are doing it to help the sales person to become more effective and productive in the field.
- Field sales coaching is for everyone on the sales team. Yes, even your most successful and most experienced sales people.
- Field sales coaching is not a one time occurrence, it’s ongoing.
- Don’t wait until someone is in trouble before you decide to go out in the field to observe their challenges, that may be too late.
Field sales coaching can be divided into two categories:
- Field sales coaching for new sales people. In this case you or an experienced sales person from your team will conduct the sales call while the new sales person observes. Then on another call the new sales person will conduct the sales presentation while the experienced sales person observes. This form of field sales coaching usually takes place during the on boarding process. You meet before the call to do a little pre call planning, make the call and then debrief after each call to review what took place, good and bad.
- Field sales coaching after on boarding. In this case you observe. Observe the sales person in the field to uncover challenges they are having which effect their ability to maximize their sales performance. This follows the same pattern, you meet before the call for pre call planning, make the call and then debrief after each call to review.
The success of your field sales coaching sessions will always be based on feed back and it is important that you:
- Only address things that can be changed
- Always work together to come up with alternatives
- Only focus on one or two issues at a time.
Down load and pront the Field Sales Coaching Check List
This check list is a 2 page PDF file. Just click the link and print the page.
“The Secret: What Great Leaders Know — And Do
Ask your questions or share your feedback for Sales Management Workshop
- Comment on the show notes
- Subscribe to our Newsletter To receive additional information
- Email @Sales Management Workshop.com
Let’s connect:
- If you have a chance, please leave me an honest rating and review in iTunes. It will help the show and its ranking. I appreciate it !!!! Thanks and I hope you enjoyed the show!
- Join the Facebook Page
- Follow @mcsalesworkshop