8 Steps to Improve Your In-Field

Coaching

1. No Sneak Attacks

Don’t let in-field coaching be a punishment for

your salespeople. Schedule

coaching far in advance, and stick to your

schedule.

2. Be the Coach

Remember, when you’re in the field,

you’re there to coach your

salespeople. Resist the

temptation to sell.

3. Prepare in Advance

What’s the goal of the call? Ask the

salesperson before going on the call, so you know what to prepare for.

4. Take Notes

Keep your pen moving. Make sure you take

plenty of notes when you’re

observing, and direct your

thoughts to the performance of

the seller, not the client.

5. Give Feedback Immediate

lySchedule time while the call is still fresh

in both of your minds to sit down and discuss their

performance.

6. Seek Their Input FirstWhile you’re in your

feedback session, resist the temptation to talk first. Ask the seller to rate the call. Ask what he or she thought went well, then see where the

seller thinks there’s room for improvement

before giving your feedback.

7. Rinse and

RepeatDon’t stop at just one meeting! Go on many calls to

get a more complete picture of their skillset. In fact, dedicate an entire day to this type of coaching.

8. Put it in Writing

Keep a separate log for

each of your salespeople so you can review often and track

their performance.

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