IMPACT Advanced Field Coaching™ (IMPACT AFC) challenges conventional ways of coaching, especially the “curbside coaching” experience, and teaches ways to significantly heighten impact of field coaching efforts in terms of sales force effectiveness. IMPACT AFC begins with in-field observations of the first line sales managers coaching representatives, using a proprietary IMPACT Field Coaching Observation tool that converts qualitative observation into consistent quantitative metrics. The subsequent IMPACT workshop enables the FLSMs to focus on improving their specific coaching skills where they can have the greatest impact on sales representative performance and effectiveness, and representative satisfaction with the way they are being coached. No matter how experienced (or inexperienced) the field sales manager, all come awaywith significant new “Aha’s!” and concrete plans to immediately and consistently improve the effectiveness of their field coaching efforts and to be able to measure the impact of such field coaching on their sales representatives.
•Significantly IMPACT sales representatives’ selling effectiveness and results through superior field coaching
•Advance all field sales managers’ skills to be more productive with their field coaching time and efforts
•Develop an area and company culture in field coaching to develop exceptional sale srepresentatives
•Provide guidance to national and sales leadership as well as sales trainers on the importance of them personally observing their first line sales managers doing field coaching, and accepting their role in “coaching the coaches”.