Salesopedia - Field Coaching…How To Do It And Why It Works?

Field Coaching…How To Do It And Why It Works?

Written by Ernest F. Oriente

You’ve hired a SuperStar and the classroom training for your new salesperson is finished. As their manager, is training really complete? Not a chance! Field coaching is the next step and the most important part of a well-rounded and world-class sales training system. In this article you will learn the three steps for building a powerful field coaching program and once in place, this process will become a standard part of your sales training for every new hire at your company.

Planning your coaching day: Begin by telling your new salesperson the exact day and time you will be working with them. Ask them to prepare a schedule of the activities planned for the day to include prospect appointments, any client customer care, and follow-up contacts with prospects from the previous week or month. Next, discuss how each new prospect appointment will be handled and have your salesperson take you through their “perfect” presentation and a “mock” prospect telephone call. Lastly, have your new salesperson practice completing all the necessary paperwork required by your company for prospect follow-up.

Tip From The Coach: Start your coaching day by explaining to your new salesperson that you are there to assist them be more successful and your time together will be a positive and productive experience. Ask them to first watch your perfect presentation and your telephone demonstration. This will make them more comfortable working with you and they will aspire to model your world-class skills.

Handling your coaching day: With practice now complete, you and your new salesperson are ready for your first prospect appointment of the day. Ask your salesperson to introduce you so each prospect knows who you are, but this should be done with little fanfare and it is optional to share your job title. Allow your new salesperson to handle the entire appointment with each prospect, as the purpose of your coaching day is to observe them in action. If necessary, tell your new salesperson that you will be happy to help them during any sales presentation, but only if they turn to you and ask you for specific feedback. Otherwise, it is your role to observe them while making detailed notes to be reviewed together after the presentation and appointment is complete.

Tip From The Coach: Powerful field coaching is like learning to ride your first bicycle. At first you were scared, then you rode your bicycle with training wheels, then the training wheels came off and you zig-zagged and wobbled around and finally you could ride your bicycle, all by yourself. Your new salesperson is experiencing the same emotions and just needs your kindness and support while they are learning the skills you expect. Great coaching means listening three times as much as you speak. And if coached properly, your new salesperson will be “riding” their new bicycle, having great fun and generating profitable results!

Recapping your coaching day: After each appointment is completed, spend the next 10-15 minutes recapping each presentation. Ask your new salesperson to describe for you exactly what went perfect and compliment them on their progress. Then, ask them to tell you exactly what they would improve for their next presentation. Help them find ways to improve each presentation and watch to see their progress as your day with them continues. At the end of the day, ask your salesperson to watch you give one more perfect presentation and another telephone demonstration and ask for their critique. This will serve as a powerful model for them to remember, long after this day is complete.

Tip From The Coach: After you invest time field coaching a new salesperson, take 15-20 minutes the very next day to draft a letter thanking them for your time together. In the letter, praise them for the progress they made and recap the areas you would like them to develop and/or improve. Place this letter in your salesperson’s file and make a note in your appointment book to review it again in 30 and 60 days. Remember…quick follow-up and reinforcement for every new salesperson during the first 60 days is the key to their success with your company.

Ernest F. Oriente
		About the author:
		Ernest F. Oriente, The Coach, is the founder of PowerHour® a professional business coaching/recruiting service and the author of SmartMatch Alliances™. He has spent 20,330 hours [since 1995] delivering customized training, by telephone, in leadership, traditional/Internet marketing and sales for fast growing sales companies and entrepreneurial businesses worldwide. PowerHour® specializes in global distance learning by telephone, using their state-of-the-art conference call system for interactive and dynamic TeleForums. Twice-monthly TeleForums link 10-100 executives/professionals/individuals who are geographically dispersed, in a time efficient and profitable format. PowerHour® is based in Olympic-town, Park City, Utah, at 435-615-8486, by E-mail This e-mail address is being protected from spam bots, you need JavaScript enabled to view it or visit their TeleForum website: www.powerhour.com. To receive a FREE success newsletter, with subscribers in 74 countries, send an E-mail to: This e-mail address is being protected from spam bots, you need JavaScript enabled to view it . Recent PowerHour® articles have appeared in 5500+ business/trade publications and websites.
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