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.