Helping Business Succeed

Field Coaching

The reality is that most sales managers do not spend enough time with their staff in a coaching capacity providing constant feedback and being a role model who demonstrates the right skills. Many managers today are still focusing too heavily on short term efficiency and not long term effectiveness. Development of staff through on-the-job coaching is a critical function of modern day managers but can take second place to some of the more urgent, but less important priorities. This is a highly interactive one-day workshop designed to help field sales managers.

Topics include;

  • Assess their own coaching strengths and development needs through a 360° diagnostic tool
  • Implement strategic coaching
  • Allocate coaching time according to ROI
  • Plan motivational coaching visits
  • Act as coaches (not players) on sales calls
  • Conduct constructive tactical coaching conferences
  • Collaborate with direct reports for ongoing professional development