Focus Magazine - Fall 2014 - (Page 44)

SELLINGSKILLS The Power of Virtual Coaching and Mobile Video I By Paul Short and Melyssa Plunkett-Gomez One of the best things coaches can do is to help their teams become better self-coaches. T oday our industry faces reduced budgets, fewer training events, distributed field forces and diminished time to coach and develop our people. It is critical to find innovative processes and technologies that will help deliver the necessary sales results to fuel future growth. Boosting the coaching relationship of the sales manager and representative is a proven way to enhance customer engagement and deliver better sales results. Providing your managers with the power of virtual coaching is one way to increase the frequency and enhance the effectiveness of their coaching interactions. goals of the launch of the app. Following is a summary of key performance indicators: 2.2 additional interactions with managers per representative (+110 percent). 100 percent sales team certification within 24 hours of approval. 1/2 Launch goal achieved in half the projected time. 79 total practice sessions per representative. Methods This is a retrospective analysis and case study in the launch of a new, mobile video application within a specialty sales force. The primary goal was to increase the frequency and effectiveness of manager coaching. The secondary goals were certifying the sales team during a product launch, increasing sales representative self-coaching, and improving sales performance. The key metrics for the program were the number of additional coaching interactions, launch goal achievement and the number of practice sessions per representative. Results Results of the program met and exceeded expectations for the primary and secondary 44 Discussion One way to boost the power of your sales management team is to increase their presence with their teams. Through the adoption of this virtual coaching tool, we increased the number of coaching interactions by 110 percent. These virtual, asynchronous coaching sessions supplemented the regularly scheduled live, field interactions. Simply increasing the number of coaching interactions creates a greater level of representative engagement, enhances the manager's effectiveness with her team, and leads to greater customer engagement. This was successfully demonstrated through the key performance indicators referenced above. One of the best things coaches can do is to help their teams become better self-coaches. This is important since the majority of time a representative is in territory occurs without the manager. A secondary benefit of the virtual coaching environment was the increase in selfcoaching by the sales team. The average representative conducted 79 FOCUS | FALL 2014 | www.L-TEN.org http://www.L-TEN.org

Table of Contents for the Digital Edition of Focus Magazine - Fall 2014

Focus Magazine
From the President: Recognizing Value (and Vice Versa)
Table of Contents
Table of Contents
Guest Editor: On the Cutting Edge of Training and Technology
Front of the Room: The Presenter's Burden
Neuroscience: Learning, Disrupted
LTEN Conference Wrap-Up
Creating a Foundation for Innovation Training
The Science of Learning: Improving How We Train
Sustaining Learning, Driving Results
Member Solutions: Training the Tenured
Podcasts: Delivering Information and Inspiration
Leader-Led Learning: Developing Capabilities
The Power of Virtual Coaching and Mobile Video
Diving into Product Launches
Virtual How: Onboarding Training Programs
Member News
Ad Index
Focus Contacts
5 Questions with DJ Mitsch

Focus Magazine - Fall 2014