• OVERVIEW

    Effective Field Sales Coaching (EFC) is a program that helps field managers improve sales results by changing and improving the sales behavior that drives those results. The program focuses on teaching the skills for planning, structuring and supporting developmental plans to prepare the field managers in conducting efficient coaching conversations that encourage a collaborative exchange of thoughts with their sales people. The goal of a collaborative approach is to teach salespeople how to think for themselves and develop the ability to evaluate their own performance. This system allows the field manager to obtain the salesperson’s buy-in – agreement with the field manager’s point-of-view. This promotes real development on the part of the salesperson, as opposed to mechanical compliance obtained with the usual directing style of supervision.

    OUTCOME

    As a result, participating field managers and supervisors will be able to conduct effective field coaching confidently. They will conduct coaching sessions in a way, where two-way communication is achieved and meaningful information is gathered. Through a collaborative coaching dialogue, goals are shared and change is based on mutual understanding and agreement.

    More specifically, through this seminar the participants will achieve the following:

    • Establish two-way communication during the coaching dialogues.
    • Allow the sales people to evaluate their own sales calls (identify strengths and areas for improvement) and provide the opportunity for self-development.
    • Allow the field manager to understand the point-of-view of his sales people.
    • Allow the field manager to express and share his point-of-view in a way that will be acceptable and appreciated by his sales people.
    • Obtain useful information from sales people that would help address their concerns and secure their support for change.
    • Provide the sales people the opportunity to participate in planning their own development. Involvement improves the salesperson’s commitment to effect the needed change.
    • Teach the field manager to make guidelines that makes him more confident in conducting coaching dialogues.
    • The “Coach” (field manager) is perceived as an ally, a provider of help and support in a welcome development process.
    • Teach the sales coach how to document training inputs to ensure continuity of training development.

    WHO SHOULD ATTEND?

    The EFC 2-day seminar and workshop program is highly recommended for sales managers and sales supervisors who are directly responsible for training and coaching sales people in the field.

    This program is highly recommended for new and experienced sales managers and sales supervisors. For new frontline managers, this program will provide a foundation for effective field coaching and sales training. For veteran frontline managers, this program will be a good “shot-in the-arm” — by providing them with a new way of looking at the old things that they do. Systematic Consultative Selling (SCS) is recommended as a prerequisite for EFC.

    THE COURSE LEADER

    Olet Manalang will lead this two-day seminar and workshop. Olet worked as a marketing executive in the highly competitive pharmaceutical industry before setting up OMTC. He headed the Pharmaceutical Division of Wyeth Phil. before he moved to Pfizer Phil. where he managed the Animal Health Division. He also participated in the restructuring of the Retail Sales team of James Hardie Phil. Olet brings into this seminar his years of selling and sales management experience and converts them into useful and productive learning situations — to help participants dramatically improve their selling skills. At present, OMTC programs on selling and field sales supervision are used by leading companies in the food, construction, pharmaceutical, and other industries.

    PROGRAM OUTLINE

    Day 1

    EFC Program Intro

    People Development

    Motivating Change In Behavior
    •Teaches the importance of “collaborative” approach to coaching, to ensure a healthy learning and working environment.
    •Presents the distinction between a “Boss” and a “Coach” and the values that differentiate them.
    •Presents the coaching challenges that field sales managers face in carrying out their leadership roles and how to effectively deal with them.

    Coaching Performance

    Identifying areas for improvement
    •Presents the “Big Picture Guide” to coaching, that will ensure a comprehensive and objective evaluation of sales people in the field.
    •Teaches key areas of sales competence that serve as the foundation for evaluating the performance of salesperson in the field.

    Observing Sales Call Accomplishment
    •Teaches how to differentiate “Operational observations” from “Training observations”.
    •Provides the Basic Supervisory Field Training Guide to ensure a comprehensive evaluation of the salesperson during a sales call.

    The Coaching Dialogue – Phase 1 (Evaluation)
    • Teaches coaching evaluation skills that encourage the participation of the salesperson in identifying problems and opportunities in their sales performance.

    Workshop and Role Playing (Coaching Dialogue – Evaluation)

    Role-Plays – Simulate field coaching situations to allow the field managers to experience the use of the field coaching guidelines and techniques.

    Workshop – Application of the field coaching forms, using simulated coaching situations.

    Closing of Day 1

    Q & A, Summary of Learning, Assignments

    Day 2

    Recap of Day 1

    Coaching Performance

    The Coaching Dialogue – Phase 2 (Planning)
    • Teaches coaching planning skills that encourage the participation of the sales reps in formulating a plan of action to address identified problems and areas for improvement.

    Workshop and Role Playing (Coaching Dialogue – Planning)

    Role-Plays – Simulate field coaching situations to allow the field managers to experience the use of the field coaching guidelines and techniques.

    Workshop – Application of the field coaching forms, using simulated coaching situations.

    Documenting Field Coaching

    Teaches the use of field coaching forms to serve as reference and ensure continuity in training.

    Field Observation Form
    • A field coaching form used for recording a field manager’s observations during sales call. Helps identify “training” from “operational” aspects of the work.

    Contact Report Form
    • A field coaching form that is used to document training objectives and assignments for the sales reps, and serve as reference for observing their training progress and development.

    Program Closing

    Q & A, Summary of Learning
    Awarding of Certificate of Program Completion

    PROGRAM METHODOLOGY

    The seminar uses a combination of live facilitation, lectures, visual presentations, role-playing, group discussions and workshops to ensure a comprehensive, memorable, and fun learning.

    Note: Recording our training sessions, taking of pictures during training is strictly prohibited.

    TERMS AND CONDITIONS


    – OMTC reserves the right to alter the schedule and/or venue of our workshops for the best interest of our clients.

    – Please note that seats are limited. Pre-payment is encouraged to ensure seat and program materials. On-site payment as well as walk-in participants may be waitlisted subject to availability of extra seats and materials.

    – Submission of signed registration form shall be deemed confirmed. If for any reason your participant(s) cannot attend the program which your company has reserved, you may send a substitute.

    -Final Confirmation of pre-paid participants is based on full payment of Program Investment through a confirmation letter we will send once payment is received. Pre-paid participants are guaranteed to have seats and training materials.

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