Field Sales Coaching

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For When Training Really Matters and Success Counts

Sales coaching - observing and improving the effectiveness of sales people during client visits - is one critical for the professional sales manager. But effective sales coaching involves a great deal more than just ‘going out for a day' with a member of the field sales team, or observing a sales professional during a client visit on site.

The coaching field visit should involve laying plans, coaching and developing business opportunities. If used effectively, it gives the sales leader a focal point for productivity and an opportunity to improve and develop the performance of sales people. Not surprisingly, this doesn’t just “happen”.

In-House Training - As part of a sales management training programme sales leaders learn the skills and behaviours that make field sales coaching work, including:

• Planning a field coaching programme
• The difference between scheduled action and random field visits
• Setting field coaching objectives
• Structuring the field coaching day
• The leader’s role in front of the customer
• Providing effective feedback of ‘informal’ and ‘formal’ sales coaching
• Using a field coaching report
• Integrating field coaching with team meetings and ‘One on One’ meetings

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Call 0845 600 1556

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TLSA The Sales Training Company

Sales Training / Sales Management Training / Field Sales Training & Coaching