(2 Day Workshop)

Field Coaching is crucial to a sales representative’s development.  It is therefore imperative that the field coach is trained in coaching skills in order to maximise the relationship.  This workshop will cover:

The role of the field coach

• Purpose
• Representative needs and expectations
• Challenges

Human Motivation

• Motivation theory
• Motivation of the four communication styles
• Impact of motivation on human performance in a role
• Analysing performance – HP = AxMxOxD

Giving and Receiving Feedback

• How to deliver feedback in a constructive manner
• Methods to get representative buy in and commitment
• Feedback model
• Receiving feedback

Coaching

• The benefits of coaching
• Coaching for improved performance

The Field Visit

• Representative expectations
• Planning
• Pre-call coaching
• Post-call coaching
• Objective setting and measurement
• Documentation and follow-up

Praise and Reprimand

• Benefits of prompt feedback
• Models to deliver each effectively