The Whiteboard is where we keep our current newsletters, relevant news items, and jottings about what’s happening in the Sales Profession. Come back here regularly to read the updates...
The last edition of 21st Century Sales Management provided some important initial thoughts on this potential high return activity.
In particular, it considered...
* The benefits when field based coaching is conducted properly
* ...and the damage that can be caused when it's conducted ineffectively.
* The different terminology that's used to describe the activity.
* How both the salesperson and Sales Manager should prepare for the day.
* The circumstances when the Sales Manager should be actively involved in the sales discussion.
This edition of 21st Century Sales Management goes on to consider the pitfalls of the Sales Manager taking over the salesperson-customer meeting, and provides some thoughts on reporting and documenting the day.
Avoiding taking over
This can happen all too easily of course. This is partly because...
To read the rest of the paper, either double click on the icon or download (free of charge!) to read at your leisure...
To buy the newly released book "Field Based Coaching" via Amazon go to bit.ly/LinkToBooks
And for a video description of the book go to bit.ly/Book4Intro
"Field Based Coaching - Pt II" - 21st Century Sales Management, April 2018
05 April 2018
"Whose language are you speaking in?!" - Monthly Sales Tip, March 2018
18 March 2018
Research: Salesperson onboarding
02 March 2018
"The importance of objectives... knowing the destination!" - Monthly Sales Tip, February 2018
18 February 2018
2018 Training Journal Awards
18 February 2018