Focus Supplement 2 - Summer 2017 - 30

FEATURESTORY

consistently and even harder to
prompt the innovative problemsolving characteristic of team
collaboration. In sales training, the
book club model of reading and
reviewing new information
together and holding structured
meetings for discussion provides an
opportunity for an entire regional
sales force to share thoughts,
disseminate information and
generate out-of-the-box solutions.
In leading a regional discussion, a
field sales trainer grows team
knowledge, promotes team spirit
and encourages solution-finding.
* POA and Other Workshops:
Facilitating workshops at regional
and national sales meetings gives
your field sales trainers the
opportunity to get involved in the
execution of company goals,
preparing salespeople for new
initiatives and providing up-to-theminute overviews of an
ever-changing sales landscape.
POA workshops also offer a chance
to gather salespeople from across
the region, building team cohesion
and providing additional problemsharing and -solving opportunities.
When given the right tools and
support, your field sales trainers can
deliver exceptional results. With this
in mind, make sure you're getting all
you can from them while also
providing the support they need. Now
that you've determined what your field
trainers can do for you, think about
their required skills and personality
traits, as having an objective checklist

of qualities will help you and the sales
leadership team find the most effective
sales trainers and determine how to
capitalize on their talents.
To give your FST the best shot at
success:
* Train em from the Start. Hold a
train-the-trainer session
immediately aer a new field sales
training team is named.
* Communicate Frequently. Field
sales trainers are in the trenches
with their peers, which gives them
firsthand visibility into the needs of
the sales force. As such, they are a
tremendous resource. However,
they are also juggling priorities and
may need direction.

new hire class facilitation,
teleconferences and more. ese
efforts are essential for developing
confident, competent salespeople
and should thus take priority over
other tasks.
Giving your field sales trainers the
support and attention they need to
succeed is a smart and effective way to
improve your sales training process,
while simultaneously bolstering
selling success. ■

* Motivate em. Make sure field
sales trainers' efforts are recognized
by sales leadership, and consider
providing a stipend for taking on
these additional - and very
important - responsibilities. is
may take the form of a blanket
quarterly amount or an amount per
new hire trained.
* Decrease eir Administrative
Duties. It can be tempting to
offload paperwork to your field
sales trainers, but think twice
before dropping too much on
them. Field sales trainers will
be much more effective
when they can devote their
time to one-on-one
activities like ride-alongs,

When given the right tools and
support, your field sales trainers can
deliver exceptional results.

Shaun McMahon is president and founder of Illuminate. Email Shaun at shaunmcmahon@illuminate.net.

30

FOCUS | Field Sales Training 2017 | www.L-TEN.org


http://www.L-TEN.org

Table of Contents for the Digital Edition of Focus Supplement 2 - Summer 2017

LTEN Focus on Training Magazine
Opening Statement: A Thank You Letter to Field Trainers
Table of Contents
Directions: Unsung Heroes!
Guest Editor: Striking a Balance
Front of the Room: The Privilege of Field Trainers
Perspectives: Building Your Bench
The 46th LTEN Annual Conference: Supporting Field Trainers
Supporting & Cultivating the Field
Rock, Paper, Scissors: Ensuring Success
Bayer's Evolving Development for Field Sales Trainers
Amping Up the Role of Field Sales Trainers
Influence & Impact Others
The Missing Ingredient for Field Skills Trainer Programs
The Evolving Role of the Field Trainer
Ad Index
Focus Contacts
Focus Supplement 2 - Summer 2017 - Intro
Focus Supplement 2 - Summer 2017 - LTEN Focus on Training Magazine
Focus Supplement 2 - Summer 2017 - Cover2
Focus Supplement 2 - Summer 2017 - Opening Statement: A Thank You Letter to Field Trainers
Focus Supplement 2 - Summer 2017 - 4
Focus Supplement 2 - Summer 2017 - Table of Contents
Focus Supplement 2 - Summer 2017 - 6
Focus Supplement 2 - Summer 2017 - Directions: Unsung Heroes!
Focus Supplement 2 - Summer 2017 - 8
Focus Supplement 2 - Summer 2017 - Guest Editor: Striking a Balance
Focus Supplement 2 - Summer 2017 - 10
Focus Supplement 2 - Summer 2017 - Front of the Room: The Privilege of Field Trainers
Focus Supplement 2 - Summer 2017 - 12
Focus Supplement 2 - Summer 2017 - Perspectives: Building Your Bench
Focus Supplement 2 - Summer 2017 - The 46th LTEN Annual Conference: Supporting Field Trainers
Focus Supplement 2 - Summer 2017 - 15
Focus Supplement 2 - Summer 2017 - Supporting & Cultivating the Field
Focus Supplement 2 - Summer 2017 - 17
Focus Supplement 2 - Summer 2017 - Rock, Paper, Scissors: Ensuring Success
Focus Supplement 2 - Summer 2017 - 19
Focus Supplement 2 - Summer 2017 - 20
Focus Supplement 2 - Summer 2017 - 21
Focus Supplement 2 - Summer 2017 - 22
Focus Supplement 2 - Summer 2017 - Bayer's Evolving Development for Field Sales Trainers
Focus Supplement 2 - Summer 2017 - 24
Focus Supplement 2 - Summer 2017 - 25
Focus Supplement 2 - Summer 2017 - 26
Focus Supplement 2 - Summer 2017 - 27
Focus Supplement 2 - Summer 2017 - Amping Up the Role of Field Sales Trainers
Focus Supplement 2 - Summer 2017 - 29
Focus Supplement 2 - Summer 2017 - 30
Focus Supplement 2 - Summer 2017 - 31
Focus Supplement 2 - Summer 2017 - Influence & Impact Others
Focus Supplement 2 - Summer 2017 - 33
Focus Supplement 2 - Summer 2017 - The Missing Ingredient for Field Skills Trainer Programs
Focus Supplement 2 - Summer 2017 - 35
Focus Supplement 2 - Summer 2017 - 36
Focus Supplement 2 - Summer 2017 - The Evolving Role of the Field Trainer
Focus Supplement 2 - Summer 2017 - 38
Focus Supplement 2 - Summer 2017 - 39
Focus Supplement 2 - Summer 2017 - Ad Index
Focus Supplement 2 - Summer 2017 - Focus Contacts
Focus Supplement 2 - Summer 2017 - Cover4
http://www.nxtbook.com/nxtbooks/LtenFocus/2017winter
http://www.nxtbook.com/nxtbooks/LtenFocus/2017fall
http://www.nxtbook.com/nxtbooks/LtenFocus/2017summer_supp3
http://www.nxtbook.com/nxtbooks/LtenFocus/2017summer_supp
http://www.nxtbook.com/nxtbooks/LtenFocus/2017summer
http://www.nxtbook.com/nxtbooks/LtenFocus/2017spring_supp
http://www.nxtbook.com/nxtbooks/LtenFocus/2017spring
http://www.nxtbook.com/nxtbooks/LtenFocus/2016winter
http://www.nxtbook.com/nxtbooks/LtenFocus/2016fall
http://www.nxtbook.com/nxtbooks/LtenFocus/2016summer_supp2
http://www.nxtbook.com/nxtbooks/LtenFocus/2016summer
http://www.nxtbook.com/nxtbooks/LtenFocus/2016summer_supp
http://www.nxtbook.com/nxtbooks/LtenFocus/2016spring
http://www.nxtbook.com/nxtbooks/LtenFocus/2015winter
http://www.nxtbook.com/nxtbooks/LtenFocus/2015fall
http://www.nxtbook.com/nxtbooks/LtenFocus/2015summer_supp
http://www.nxtbook.com/nxtbooks/LtenFocus/2015summer
http://www.nxtbook.com/nxtbooks/LtenFocus/2015spring
http://www.nxtbook.com/nxtbooks/LtenFocus/2014winter
http://www.nxtbook.com/nxtbooks/LtenFocus/2014fall
http://www.nxtbook.com/nxtbooks/LtenFocus/2014summer
http://www.nxtbook.com/nxtbooks/focus/2014spring
http://www.nxtbook.com/nxtbooks/focus/2014winter
http://www.nxtbook.com/nxtbooks/focus/2013fall
http://www.nxtbook.com/nxtbooks/focus/2013summer
http://www.nxtbook.com/nxtbooks/focus/2013spring
http://www.nxtbook.com/nxtbooks/focus/2013winter
http://www.nxtbook.com/nxtbooks/focus/2012fall
http://www.nxtbook.com/nxtbooks/focus/2012summer
http://www.nxtbook.com/nxtbooks/focus/2012spring
http://www.nxtbook.com/nxtbooks/focus/2012winter
http://www.nxtbook.com/nxtbooks/focus/2011fall
http://www.nxtbook.com/nxtbooks/focus/2011summer
http://www.nxtbookMEDIA.com