Sales Management
Field Sales Coaching
The sales leader's most important task is working in the field with sales people. A field visit gives the sales leader the chance to be highly productive by providing an opportunity to improve and develop team performance.
On completion of this session leaders will understand:
- the difference between scheduled, random and action field visits and know when to use each
- how to plan a field visit programme to observe behaviour
- the key disciplines of implementing a field visit
- how to provide meaningful feedback and coaching to the sales person once specific skill sets are identified
Managing Sales Meetings
Every sales meeting should stimulate, motivate and educate the team. The acid question for every sales leader when the meeting is over is:
‘What will people do differently as a result of the meeting?'
The answer should be a number of actions and behaviours that will, directly or indirectly, improve performance.
After completion, participants will have a clear understanding how to:
- plan a sales meeting
- structure an agenda to meet specific objectives
- integrate coaching to achieve maximum results
- establish the link between sales meetings and field visits
Coaching is a must if people in leadership, sales management and sales roles are going to perform consistently well. These situational judgment simulations are designed to take delegates into a business scenario. Delegates are challenged to make decisions and they receive feedback through:
- The storyline
- A comprehensive feedback report at the end of the simulation
The simulation is on disc and all that is needed is a computer running Windows 2000, XP or Vista platform and a print facility (although this is not essential).
The simulations come complete with:
- A wirebound coaching guide - a comprehensive step-by-step guide, which features recommended timings, coaching best practice, plus ideas and advice on delivery
- A wirebound coaching notebook - for the coach's preparation and planning of the session
- A wirebound copy of the delegate notes plus a pdf file containing delegate notes
