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"Field Based Coaching - Pt II" - 21st Century Sales Management, April 2018
05 April 2018

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
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