Sales Management: Field Based Coaching: Avoiding the parachute visit ("...thought I'd just drop in!") and moving instead to a structured coaching focused day which builds skills and confidence.
Language: English
Published by CreateSpace Independent Publishing Platform, 2018
- Softcover
- New
Seller: California Books, Miami, FL, U.S.A.California Books
AbeBooks seller since October 27, 2023
Condition: New
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Seller Inventory # I-9781986117814
- Title
- Sales Management: Field Based Coaching: Avoiding the parachute visit ("...thought I'd just drop in!") and moving instead to a structured coaching focused day which builds skills and confidence.
- Author
- Royds, Tim
- Publisher
- CreateSpace Independent Publishing Platform
- Publication year
- 2018
- Condition
- New
- Binding
- Soft cover
- Language
- English
- ISBN 10
- 1986117812
- ISBN 13
- 9781986117814
- Series
- Book 4 of 5: "Sales Management."
...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.
"Synopsis" may belong to another edition of this title.
About the Author
Tim has a passion for professional sales excellence - so has chaired the UK Sales Training Association (now Sales Performance Association), sat on the steering Group of the Marketing and Sales Standards Setting Body (MSSSB) which developed the UK National Occupational Standards in Sales, and is a Fellow of both the Institute of Sales Management and the Chartered Institute of Marketing. Tim's knowledge, practical experience, and passion for professional sales excellence are the key drivers behind the "Sales Management:" series.
"About the title" may belong to another edition of this title.
California Books
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