{"product_id":"sales-management-tim-royds-9781986117814","title":"Sales Management: Field Based Coaching: Avoiding the parachute visit (\"...thought I'd just drop in!\") and moving instead to a structured","description":"When implemented professionally, field based coaching provides a massive Return on Investment (ROI). Achieving this though requires both the accompanying sales coach (normally the field based Sales Manager) and the salesperson to fully understand the process, and have a hunger to gain the most from it. This includes...\u003cbr\u003e ...having the right mindset in advance.\u003cbr\u003e ...preparing fully for the field visit.\u003cbr\u003e ...implementing the coaching focused day effectively.\u003cbr\u003e ...ensuring the coach doesn't take over the conversation with the customer \u003cbr\u003e ...engaging the salesperson in a thought-provoking coaching conversation following the customer visit.\u003cbr\u003e ...identification by the salesperson of precisely what they are going TO DO in order to achieve more.\u003cbr\u003e ...documenting the day accurately.\u003cbr\u003e ...following-up the agreed Action Plan.\u003cbr\u003e ...allocating time appropriately between different members of the sales team.\u003cp\u003e \"Sales Management: Field Based Coaching\" covers all this - and more.\u003c\/p\u003e\u003cp\u003e Particularly powerful is the Case Study of how a real B2B focused organisation has implemented these principles, and what was achieved in terms of increased sales outputs and accelerated salesperson development and career progression as a consequence.\u003c\/p\u003e\u003cp\u003e In short, there's a lot more to this critical activity than it being a 'parachute visit' - when the Sales Manager 'just drops in for the day' \u003c\/p\u003e\u003cp\u003e This book is No.4 in the \"Sales Management...\" series, each of which considers a specific facet of this challenging role.\u003c\/p\u003e\u003cp\u003e \"...an easy to read format and the guidance can be easy to apply. What more does a sales coach need or want?\"\u003cbr\u003e Colin Hurst, EMEA Senior Learning \u0026amp; Development Manager, Eisai EMEA.\u003c\/p\u003e\u003cp\u003e \"Tim explains the benefits, processes, tools, and techniques to make your field-based coaching a tremendous success. His teaching is deep-rooted in practicality and experience, which means you can apply his strategies immediately.\"\u003cbr\u003e Jay Sriskanthan, Sales Learning Partner, Telefonica O2.\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Tim Royds\u003cbr\u003e\u003cb\u003eISBN-10:\u003c\/b\u003e 1986117812\u003cbr\u003e\u003cb\u003eISBN-13:\u003c\/b\u003e 9781986117814\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Createspace Independent Publishing Platform\u003cbr\u003e\u003cb\u003eLanguage:\u003c\/b\u003e English\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 03\/20\/2018\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 162\u003cbr\u003e\u003cb\u003eFormat:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 0.37lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 7.99h x 5.00w x 0.35d\u003c\/p\u003e","brand":"Tim Royds","offers":[{"title":"Paperback","offer_id":46383957836031,"sku":"9781986117814","price":10.75,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0662\/2982\/9887\/files\/img_9cf82adb-53c1-4ed3-9697-0590f7c1de9b.jpg?v=1733282208","url":"https:\/\/www.whiterainbookhouse.com\/products\/sales-management-tim-royds-9781986117814","provider":"WR Book House","version":"1.0","type":"link"}