Field Sales Training Accompaniment

Guest post by: Colly Graham
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Asking the Right Questions - By Colly Graham

The purpose of the field sales visit is to review and analyse performance of the sales person – to observe performance, to catch them doing something right and to correct and retrain where needed.

The Purpose of The field Sales Visit
1. The Training Accompaniment: To observe the sales person in action and retrain for improved performance.

Do not – allow the field training accompaniment visit to end up as you acting as just another sales person visiting the customer and becoming an expensive PR exercise with nothing gained in terms of improved performance levels.

2. Problem Solving: To handle customer relationship problems /complaints that has developed.

Field Sales Training Accompaniment
 Minimum of one full day per sales person per month

 Set clear guidelines for day

 Sales Person to conduct his/her normal territory activities (inform the sale person any customers who fall into category 2. Above will be dealt with at a different time)

 Sales person to introduce on call and state that you are only there to observe

 Inform the sales person that you will only enter the conversation and
speak when invited to do so by the sales person

 Remember it is not your job to do the sales person job
 Your objective is to establish how you can help the sales person improve what they are doing to reach their full potential

 Inform the sales person that after every sales call you will be discussing what took place

Standards of Performance

 Conversion of Time

 Planning The Call

 Work Related habits (administration requirements)

 Questioning Techniques

 Uncovering Needs

 Selling Benefits

 Using Visual Aids

 Overcoming Objections

 Closing the Sale

 Product Knowledge

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Asking the Right Questions - By Colly Graham

About the Author: Colly Graham

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Colly Graham CEO of salesxcellence After graduating from college, Colly entered the field of accountancy however after five years decided to change his career direction in sales. First working for a Fortune 500 company in fast moving consumer goods, his career progressed from selling capital equipment, financial services to internet services, with a wide management experience in both telephone and field sales, concentrating on the recruitment, training and development of sales people, in this role he gained experience in designing and building a number of successful sales teams. Colly brings thirty years of practical experience of selling and his ability to empathize with sales people and establish immediate rapport and credibility as a trainer, (the accolade Colly receives from most sales people is “that he has carried the bag”). A licensed practitioner of NLP Colly trained with Richard Bandler in 1998. When I entered the field of sales, back in 1969, with local franchise holder for Pepsi Cola because of my lack of knowledge of any selling skills I set a goal, to one day, start my own training company. As my career in sales progressed becoming a sales manager, group
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