An effective process for field coaching looks at what we do at all stages of the process. Before going into a joint sales call or being in the field with someone, it’s critical that you set the person up for success, establish some ground rules and determine how you’re going to work together. You must then live by these ground rules, once you are in the meeting.
During the sales call, it’s critical to execute that game plan. It’s also imperative that the sales leader tries not to get involved, or becomes involved as little as possible. The goal here is not to intercept the call, take it over or do as much as you can; rather, the goal is to support the salesperson, allow them to struggle a little bit and let them work hard to be successful.
After the sales call, provide feedback. The feedback needs to be a dialogue, not a monologue. Rather than telling them what they should have done, focus on getting them engaged. What do they feel they did well? What do they feel they might be able to do differently? Give them some of your perspective. Help them to understand some of the wisdom you have gained from your years of experience.
Overall, we want to make sure, before the sales call, that we have a great conversation to set the salesperson up for success; during, let them run the call; and after, offer terrific feedback and dialogue. That’s effective field coaching.
Watch Kevin Higgins, President, Fusion Learning discuss our tips for effective field coaching.