The Field Coaching Program – for the
first time – distinguishes between two types
of field coaching: strategic and tactical. Strategic
coaching focuses on using strategy to penetrate
accounts, whereas tactical coaching addresses
the salesperson’s knowledge and skill development.
Each requires different approaches, and implementation
methods, which are specifically covered in separate
modules. The field coaching program contains a
number of other unique benefits:
• A major concern for most field sales
managers is how to allocate coaching time according
to return on investment. The Field Coaching Program
advances the state of the art with the additions
of methods to assess salespeople’s knowledge/skill
needs and “CoachAbility.” These indicators
are plotted on a grid, which becomes the springboard
for allocating time for optimum results.
• A major concern for most field sales
managers is how to allocate coaching time according
to return on investment. The Field Coaching Program
advances the state of the art with the additions
of methods to assess salespeople’s knowledge/skill
needs and “CoachAbility.” These indicators
are plotted on a grid, which becomes the springboard
for allocating time for optimum results. |
• Positive reinforcement, a concept that
is dealt with lightly in most supervisory training,
is covered in depth in the Field Coaching Program.
Because of the need to coach salespeople on spaced
field visits, positive reinforcement is an essential
tool to build and buttress skill and knowledge
development. Our model covers four essentials
for this skill and provides many opportunities
for practice.
• Three audiotaped sales calls, custom-designed
to your products, selling style, and marketplace
are developed for each client. These simulated
sales calls serve as a basis for individual role
practice and enable you to provide real-world
coaching applications in the program.
Field Coaching Agenda
- Introduction and Definition of Field Coaching
- Implementing Strategic Coaching
- Developing a Tactical Coaching Plan
- Planning the Tactical Coaching Visit
- Observing the Sales Call for Tactical Coaching
- Conducting the Tactical Coaching Conference
- Practicing Tactical Coaching
- Action Planning for Improved Performance
- Summary
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