Sales Management: Field Based Coaching: Avoiding the parachute visit ("...thought I'd just drop in!") and moving instead to a structured

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.