Productive Sales Coaching in the Field
2-day in-company sales training
Field coaching is one of the most motivating tasks of a sales team manager. It is also the most effective and efficient way to ensure a high return on investment for the sales training provided to them. "Saying" is neither sufficient nor effective with salespeople who are just beginning to know and are still making mistakes...
- Learn the effective techniques of sales coaching before, during and after a joint customer visits,
- Adopt the right behaviour during joint visits,
- Know how to build and execute an effective coaching plan, ensuring the development of the salesperson's skills and sales results.
- Sales Managers
- Sales Coaches
- 12 participants max.
- Mastery of sales techniques
The impact of coaching on sales results
The different types of accompanied visits
The keys to the salesperson's commercial performance
Coaching sales techniques in the field
- What the research says...
- What salespeople say
The different types of accompanied visits
- The different types of joint visits
- Advantages and disadvantages of each
- The type of support that brings results
The keys to the salesperson's commercial performance
- The sales techniques that the salesperson must master
- ...and that the supervisor & coach must know how to teach
Coaching sales techniques in the field
- Knowing how to make people aware, not just 'tell' them
- Make people want to change and succeed differently
- How to do it before, during and after joint visits
- Build and execute an effective coaching plan that ensures the development of the salesperson's skills and results
- Role-playing to make each person aware of his or her practices that need to be improved
- Inductive facilitation to encourage active participation
- Individual coaching during the training
- Personal action plan
