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Sales Management: Field Based Coaching: Avoiding the parachute visit ("...thought I'd just drop in!") and moving instead to a structured
Paperback
Series: Sales Management..., Book 4
ISBN13: 9781986117814
Publisher: Createspace
Published: Mar 20 2018
Pages: 162
Weight: 0.37
Height: 0.35 Width: 5.00 Depth: 7.99
Language: English
...preparing fully for the field visit.
...implementing the coaching focused day effectively.
...ensuring the coach doesn't take over the conversation with the customer!
...engaging the salesperson in a thought-provoking coaching conversation following the customer visit.
...identification by the salesperson of precisely what they are going TO DO in order to achieve more.
...documenting the day accurately.
...following-up the agreed Action Plan.
...allocating time appropriately between different members of the sales team.
Sales Management: Field Based Coaching covers all this - and more.
Particularly powerful is the Case Study of how a real B2B focused organisation has implemented these principles, and what was achieved in terms of increased sales outputs and accelerated salesperson development and career progression as a consequence.
In short, there's a lot more to this critical activity than it being a 'parachute visit' - when the Sales Manager 'just drops in for the day'!
This book is No.4 in the Sales Management... series, each of which considers a specific facet of this challenging role.
...an easy to read format and the guidance can be easy to apply. What more does a sales coach need or want?
Colin Hurst, EMEA Senior Learning & Development Manager, Eisai EMEA.
Tim explains the benefits, processes, tools, and techniques to make your field-based coaching a tremendous success. His teaching is deep-rooted in practicality and experience, which means you can apply his strategies immediately.
Jay Sriskanthan, Sales Learning Partner, Telefonica O2.
4 different editions
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