Power Tools : Field Coaching Form
Field Coaching Sales Manager's Coaching Form
(Mention note taking to the customer)
Salesperson______________________________Date____________
Customer Observed________________________
1. Sit there and SHUT UP. Your role, as the manager, is to watch, listen and provideIMPORTANT feedback, so the sales rep will know how they performed on the call.
IT IS NOW TIME TO TAKE DETAILED NOTES OF THE SALES CALL
*Pre-call: Was the sales rep prepared? Do they have their questionnaire, and do theyhave all the information and “tools” necessary for the call?
*Sales Call Notes: Be specific and provide pros and cons, look for what they did right,wrong and what else they could have done!
| Observations | Strengths | Areas for Improvement |
| Ability to build rapport |
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| Qualifying and Questioning skills |
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| Listening Skills |
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| Presentation |
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| Handling Objectives |
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| Gaining Comittment |
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| Trial Close and other closes |
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*Post Sales Call: Ask the sales rep what they liked/disliked about their call. Ask what theywould do different next time.
NOW GIVE YOUR FEEDBACK FROM THE NOTES TAKEN!