Sales Management: Field Based Coaching: Avoiding the parachute visit ("...thought I'd just drop in!") and moving instead to a structured coaching focused day which builds skills and confidence.

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...
...having the right mindset in advance.
...preparing fully for the field visit.
...implementing the coaching focused day effectively.
...ensuring the coach doesn't take over ...