Field Coaching

Way back in Jan 2004, a client of mine embarked on a process of field coaching.  The idea was to progress their individual’s repping skills whilst turning their sales managers into coaches, rather than process-watchers.

They had around 160 sales people, and as managers had spans of control typically about half-a-dozen, there were maybe around 25-30 of them on top.

Needless to say, the initiative never went anywhere, depsite paying exorbitant consultant fees to get it going (I think the lucky firm were called Meridien).  I’ve just come across the ‘field coaching’ spreadsheet given to the sales managers (sorry, coaches!) at the time, that they were to fill out with the rep as part of their call accompaniment process. 

If you want to assess your own performance, then pop these down column ‘a’, have the call number or type across the top row, and fill in a score (1 to 10) to indicate how you did.  Then, the theory goes, you can work out where you can improve.

Pre-Call    

  • Research Details
  • Support Materials
  • Call Approach
  • Call Objectives
 In-Call    

  • Opening Statement / Rapport
  • Needs Analysis
  • Questioning Techniques
  • Listening
  • Presenting
  • Selling Benefits
  • Handling Objections
  • Product Knowledge
  • Negotiation
  • Closing
  • Agreeing Action
 Post-Call    

  • Self Analysis Accuracy
  • Objectives Achieved
  • Record Card Updated
  • CRM System Updated
  • Action Planned

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