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Field Sales Training Accompaniment
Written by: Colly GrahamArticle Overview: 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.
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Field Sales Training Accompaniment
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
Company Induction Program
Sales Management Training Tips: Sales are down. What can you do?
The Paradox of Sales Training
How to Select Professional Sales Training
The Secret Weapon for Sales Coaching ©
Article Tags: accompaniment, administration requirements, aids, conversion of time, customer relationship, different time, objective, overcoming objections, performance levels, person job, pr exercise, product knowledge, questioning techniques, relationship problems, sales person, visual aids
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