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Field Coaching
Coach For Outstanding Performance
 Program Benefits
Field Coaching, from Porter Henry & Company's research-based ManageAbility training system, gives your field sales managers the feedback, knowledge, skills, and tools they need to coach their sales teams to outstanding performance. During training, managers learn how to analyze the needs of their team and use strategic and tactical coaching skills to reinforce positive selling behaviors. Back on the job, managers and their sales teams benefit from:
- increased confidence and effectiveness in front of customers
- more efficient use of coaching time
- more targeted identification of improvement areas
- improved sales force teamwork and communication
Program Description
Before the Field Coaching workshop, field sales managers and their sales teams complete an anonymous coaching assessment. Results are used to make training more focused and relevant. During the 1.5-day workshop, managers learn two types of coaching: strategic (to support account strategy and penetration) and tactical (to support individual skill development). Managers develop team coaching plans and conduct and observe coaching calls. They develop specific action plans for sales team performance improvement. Field Coaching also includes three videotaped sales call simulations that enable managers to practice coaching relevant to their sales team's real selling style, customers, and marketplace.
Implementation/Customization
Field Coaching implementation has two components:
- Participating managers and their sales teams complete a Coaching Activity Profile assessment before the workshop.
- Managers complete a 1.5-day interactive workshop.
- Six months later, managers conduct a follow-up assessment of their coaching activity. They reinforce previously learned skills and develop additional advanced counseling skills.
Three simulated, videotaped sales call examples are customized to your company's products and marketplace and your sales team's selling style.
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