8 steps to improve your in field coaching
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8 Steps to Improve Your In-Field
Coaching
1. No Sneak Attacks
Don’t let in-field coaching be a punishment for
your salespeople. Schedule
coaching far in advance, and stick to your
schedule.
2. Be the Coach
Remember, when you’re in the field,
you’re there to coach your
salespeople. Resist the
temptation to sell.
3. Prepare in Advance
What’s the goal of the call? Ask the
salesperson before going on the call, so you know what to prepare for.
4. Take Notes
Keep your pen moving. Make sure you take
plenty of notes when you’re
observing, and direct your
thoughts to the performance of
the seller, not the client.
5. Give Feedback Immediate
lySchedule time while the call is still fresh
in both of your minds to sit down and discuss their
performance.
6. Seek Their Input FirstWhile you’re in your
feedback session, resist the temptation to talk first. Ask the seller to rate the call. Ask what he or she thought went well, then see where the
seller thinks there’s room for improvement
before giving your feedback.
7. Rinse and
RepeatDon’t stop at just one meeting! Go on many calls to
get a more complete picture of their skillset. In fact, dedicate an entire day to this type of coaching.
8. Put it in Writing
Keep a separate log for
each of your salespeople so you can review often and track
their performance.
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