When implemented professionally, field based coaching provides a massive Return on Investment (ROI). Achieving this though requires both the accompanying sales coach (normally the field based Sales Manager) and the salesperson to fully understand the process, and have a hunger to gain the most from it. This includes...
...having the right mindset in advance.
...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.
About the Author: Tim Royds has been a sales professional all his working life, and has enjoyed roles in front-line sales, sales management, sales training and field based coaching. Since 2001, Tim has run his own B2B focused sales consultancy and sales training business, and has has now facilitated development events in 31 different countries attended by delegates of 97 different nationalities.
Tim has a passion for professional sales excellence - so has chaired the UK Sales Training Association (now Sales Performance Association), sat on the steering Group of the Marketing and Sales Standards Setting Body (MSSSB) which developed the UK National Occupational Standards in Sales, and is a Fellow of both the Institute of Sales Management and the Chartered Institute of Marketing. Tim's knowledge, practical experience, and passion for professional sales excellence are the key drivers behind the "Sales Management: " series.
