Finally, and after a rigorous work of many people involved, we have designed our Business Model, our Market Reach Model, our RTM.
We have grounded it into a Business Systematics with roles, processes and tasks; agenda and KPI’s for measurement… But all this work “has to happen”; we have to be able to implement it so that it does not remain a declaration of good intentions.
Otherwise, it will not produce the significant impact on results that we are looking for. And it cannot be done in just any way, as another objective is to reduce the “time to market” for implementation so that the benefits are tangible in the short term.
In this context, Field Coaching has become an essential methodology to achieve this goal, thanks to its practical and direct approach.
What do we mean by Field Coaching?
It is a methodology for improving individual performance that is carried out by accompanying the sales team in their own workplace. Unlike other more theoretical methods, Field Coaching focuses on the practice and daily reality of sales representatives. This methodology allows for more effective and relevant learning, as sales managers can immediately apply the strategies and techniques learned in real situations.
Accompanying the sales visits, the coach/manager observes the sales manager’s performance, identifies areas for improvement and reflects with the salesperson to offer suggestions in real time. This methodology not only improves the team’s skills, but also increases their confidence by facing real job challenges with the support of an expert.
7 key benefits it brings to the implementation of the business strategy
1. It is practical and applicable:
- By taking place in the real working environment (meetings and visits with real customers in the portfolio), it enables the sales team to effectively implement the tasks and activities of the sales strategy.
- Subsequently, at each meeting or commercial visit, the manager will continue to work to reinforce, correct or eliminate specific behaviours.
- It facilitates the transfer of theoretical knowledge to practical situations, increasing the effectiveness of training.
2. Real-time performance improvement:
- It enables the identification and correction of errors/areas of improvement in real business situations, which accelerates the performance improvement process.
- Increases the confidence and skills of sales people by receiving constructive feedback during their daily activities.
3. Personalisation and customisation:
- It is critical to develop an Action Plan with improvement objectives and very specific actions to achieve these objectives. These action plans and the activities that make them possible are designed according to the guidelines of the business strategy, the specific development needs of the team and the demands of the market.
- In addition to concrete objectives and actions, they include an agenda and monitoring metrics to evaluate and track progress.
4. Ensures implementation through continuous monitoring and constant feedback:
- To facilitate the execution of the tasks and activities of the business model, in addition to training sessions in the field, it uses dynamics and techniques for the continuous monitoring of the team’s performance such as online tutorials, asynchronous monitoring of the achievement of objectives or the execution of activities, …
5. Increases motivation (security) and commitment:
- Constant support and constructive feedback help to overcome barriers and to focus and achieve business objectives. This reinforces the employee’s responsibility, motivation and commitment to results.
6. Promoting professional development:
- In addition to being an essential and effective tool for the rapid implementation of the commercial go-to-market strategy, the Field Coaching methodology also improves areas such as planning and organisation, analytical capacity and commercial skills, supporting long-term professional development.
- In this way, it promotes an environment of continuous learning and personal growth within the team.
7. Improving the customer experience:
- By accompanying them on sales visits, sales managers improve their knowledge of the customer, work on the customer’s “empathy map” and improve the customer experience by offering faster and more personalised solutions.
In conclusion, it is a comprehensive methodology based on immediate and constructive feedback which, by focusing on the work, on the ground, is highly effective for the implementation of Business Models to reach the market.
Through personalisation and continuous support, it boosts the skills of the sales team, enables continuous improvement and, in this way, optimises commercial results, strengthening the relationship with customers.
We help you and work with you to develop and integrate Field Coaching as a key methodology for the implementation of your Sales Model and the development of your sales team to take it to the next level.
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