Description

Dynamic and interactive training to effectively support your salespeople in the field. It will teach you in particular how to adopt the posture of a manager coach, to debrief your employees and to develop their skills.

Who is this training for ?

For whom ?

Sales managers, sales directors, sales managers, in charge of leading a sales team.

Prerequisites

None.

Training objectives

Moving from the position of operational manager to that of field coach Create autonomy and motivation among your salespeople Mastering the success of a duplicate field visit Build a complete, structuring and motivating field debriefing

Training program

• Understand the challenges of support in the field
  • - Know the different types of field support: commercial support, training, development.
  • - Understand the advantages of field support: common benefits, individualized relationship.
  • - Put yourself in the position of a coach and not an operational manager.
  • - Set the framework clearly: explain the context and objective of the support, determine the role of each person.
  • - Collective reflection Exchanges and feedback.
  • - Analysis of successes and difficulties encountered.
• Establish your credibility as a manager coach
  • - Know the qualities of a manager coach and know how to implement them.
  • - Be credible, factual and attentive (do not get into emotional, judgmental and 'interventionism).
  • - Identify and understand the profile of your employees, respect their needs.
  • - Create the autonomy and motivation of your employees.
  • - Work practices Self-diagnoses: discovery of your preferred modes of communication and management.
• Master the stages of the field support process
  • - Understand the different stages of the two-person visit.
  • - Know how to introduce, conduct and conclude the two-person sales interview.
  • - Create bonding and trust and structure throughout the day.
  • - Know how to associate gait (method) with posture (behavior).
  • - Scenario Practical cases and games filmed roles: simulations of sales visits in pairs.
• Successfully complete the debriefing and follow-up of your field support
  • - Understand the key points of a complete and effective debriefing.
  • - Know the topics to discuss and the mistakes not to make.
  • - Identify areas for progress and formalize an action plan with the sales representative.
  • - Identify your own areas of progress for your next support.
  • - Scenario Practical cases and filmed role plays: debriefing simulations.