Focus Magazine - Fall 2016 - 29

FEATURESTORY Selling Performance in the Field Visit Process ■ By Joy Van Skiver S ales managers are where they are because they proved their ability to sell. eir titles change from rep to manager, but they're still selling - they're selling better performance! ey can use the same selling habits that made them winners in the field to help them build high performing teams. ere are lots of parallels we can draw between the selling process and the coaching process. We're going to look at just three. * Fact: Top salespeople plan for each sales call. * Parallel: Top sales managers plan for each field visit. The Importance of Field Sales Trainer Programs By Joseph Penna uch like an athlete uses a good player coach in their sport to increase their performance, our sales people often need the same sort of relationship to gain the edge in their knowledge and skills to be at the best in their game. To develop strong sales colleagues, organizations know that energy and resources must be invested. Field sales trainers are an excellent option to supplement training on the journey to building a strong sales colleague by being that player coach. M Our colleagues in the training department do an outstanding job establishing foundational skills on which our sales colleagues can build. Much of the information and skills introduced in training are not accessed or applied immediately. As the data suggests, if information or skills learned in the classroom are not engaged within 30 days, they are lost along with the time, energy and resources invested in development. This is where the field sales trainer provides a viable and integral solution. By working closely with sales training, a field sales trainer can bring field application to the training leading to better sustainment. The field sales trainer acts in a capacity to reinforce and sustain critical skills learned. As a subject matter expert, the field sales trainer can decrease the curve between knowledge and understanding and serve as a peer-to-peer coach and mentor. In addition, with the title comes the responsibility to provide feedback, both up and down. This clarity of purpose provides the needed guidance for each party to get exactly what they need when they need it. The field sales trainer and the field sales training program are, in many organizations, an extension of the sales training department. The field sales trainer is typically an individual contributor who devotes a fraction of their time to this role. The time they do devote to this role, no matter how small, pays dividends. To maintain an edge on the competition, athletes continue to find ways to train harder and smarter. For our sales teams to continuously perform to higher standards, they must regularly update their skills and knowledge. One integral resource is the field sales trainer filling that role as the player coach. By helping the sales colleague better their performance in the field, the field sales trainer puts the sales colleague and the organization on the winning side of the ledger. Joseph Penna is associate director, leadership development at Bayer Healthcare. Email Joe at joseph.penna@bayer.com. FOCUS | FALL 2016 | www.L-TEN.org 29 http://www.L-TEN.org

Table of Contents for the Digital Edition of Focus Magazine - Fall 2016

Focus Magazine
From the President: Discovering the 'Why'
Table of Contents
Table of Contents
Guest Editor: Going Mobile for Learning
Directions: The Art of Customer Service
Front of the Room: Don't Fear the Cricket
Neuroscience: The Science of Collaboration
Sustaining & Measuring Leadership Development
Wrapping Up the 45th LTEN Annual Conference
Selling Performance in the Field Visit Process
Medical Simulation: Is It Worth the Investment?
Nonverbal Leadership
3 Technology Trends to Try
Sales Training: Increasing the Likelihood of Success
Virtual How: Compensation, Incentives and Levels
Ad Index
Focus Contacts
5 Questions with Michael Bungay Stanier
Focus Magazine - Fall 2016 - Intro
Focus Magazine - Fall 2016 - Focus Magazine
Focus Magazine - Fall 2016 - Cover2
Focus Magazine - Fall 2016 - 3
Focus Magazine - Fall 2016 - 4
Focus Magazine - Fall 2016 - From the President: Discovering the 'Why'
Focus Magazine - Fall 2016 - 6
Focus Magazine - Fall 2016 - Table of Contents
Focus Magazine - Fall 2016 - 8
Focus Magazine - Fall 2016 - Table of Contents
Focus Magazine - Fall 2016 - 10
Focus Magazine - Fall 2016 - Guest Editor: Going Mobile for Learning
Focus Magazine - Fall 2016 - 12
Focus Magazine - Fall 2016 - Directions: The Art of Customer Service
Focus Magazine - Fall 2016 - 14
Focus Magazine - Fall 2016 - Front of the Room: Don't Fear the Cricket
Focus Magazine - Fall 2016 - 16
Focus Magazine - Fall 2016 - Neuroscience: The Science of Collaboration
Focus Magazine - Fall 2016 - 18
Focus Magazine - Fall 2016 - Sustaining & Measuring Leadership Development
Focus Magazine - Fall 2016 - 20
Focus Magazine - Fall 2016 - 21
Focus Magazine - Fall 2016 - 22
Focus Magazine - Fall 2016 - 23
Focus Magazine - Fall 2016 - Wrapping Up the 45th LTEN Annual Conference
Focus Magazine - Fall 2016 - 25
Focus Magazine - Fall 2016 - 26
Focus Magazine - Fall 2016 - 27
Focus Magazine - Fall 2016 - 28
Focus Magazine - Fall 2016 - Selling Performance in the Field Visit Process
Focus Magazine - Fall 2016 - 30
Focus Magazine - Fall 2016 - 31
Focus Magazine - Fall 2016 - 32
Focus Magazine - Fall 2016 - 33
Focus Magazine - Fall 2016 - 34
Focus Magazine - Fall 2016 - 35
Focus Magazine - Fall 2016 - Medical Simulation: Is It Worth the Investment?
Focus Magazine - Fall 2016 - 37
Focus Magazine - Fall 2016 - 38
Focus Magazine - Fall 2016 - 39
Focus Magazine - Fall 2016 - Nonverbal Leadership
Focus Magazine - Fall 2016 - 41
Focus Magazine - Fall 2016 - 42
Focus Magazine - Fall 2016 - 43
Focus Magazine - Fall 2016 - 3 Technology Trends to Try
Focus Magazine - Fall 2016 - 45
Focus Magazine - Fall 2016 - Sales Training: Increasing the Likelihood of Success
Focus Magazine - Fall 2016 - 47
Focus Magazine - Fall 2016 - 48
Focus Magazine - Fall 2016 - Virtual How: Compensation, Incentives and Levels
Focus Magazine - Fall 2016 - 50
Focus Magazine - Fall 2016 - 51
Focus Magazine - Fall 2016 - Ad Index
Focus Magazine - Fall 2016 - Focus Contacts
Focus Magazine - Fall 2016 - 5 Questions with Michael Bungay Stanier
Focus Magazine - Fall 2016 - Cover3
Focus Magazine - Fall 2016 - Cover4
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