Focus Magazine - Fall 2016 - 32

FEATURESTORY feel-good talk without any substance. What made the call excellent? What did the rep do that made the interacting good? What made it a very good day? No wonder most reps think that reports don't hold any value for them! No wonder no one goes back to the report as a refresher in between field visits. In contrast, really great managers (coaches!) consistently give specific feedback and direction like this: * Using the Selling Excellence (SE) model at ABC Center resulted in very positive engagement and interaction with this team. When you addressed Dr. X's concern about ... you seemed very comfortable asking open-ended questions, and you le with a solid agreement on Product HGL. Strong field coaching reports stretch the impact of a manager's thoughtful assessment and advice. Continue to use the same approach with all of your customers on every call. In fact, in the next two weeks, before you go into any office, take a moment to remember today's success. at's truly effective reinforcement and practical advice. It sure beats "nice job"! at's the kind of field coaching report comment section that merits revisiting even if just for the last line - "take a moment to remember today's success." What a positive way to encourage better performance! Field coaching reports present great opportunities to reinforce curbside conversations. We know that people are more likely to remember what they hear when they also see it in print. at's why it makes sense for reports to focus on "how" someone performed and "how" to continue improving. Strong field coaching reports stretch the impact of a manager's thoughtful assessment and advice. Although coaching in writing is a challenge for some managers, when they "get it" they reap the benefits - they make the "sale"! * Fact: Top salespeople follow up aer calls. * Parallel: Top sales managers follow up aer field visits. Follow-up seals the deal. Managers always encourage reps to follow up with customers aer sales calls. ey know how much "nice nudging" contributes to gaining the business. Likewise, following up aer field visits is more likely to result in better performance. Scheduled one-to-ones are a very effective standard procedure, but that's not the only way to follow up. Managers have a perfect follow-up vehicle right under their noses - smartphones! A Deloitte survey in 2015 found that people in the 25 to 34 age bracket look at their phones 50 times a day; those between 18 and 24 check 74 times a day! If managers prove they have something valuable to say when they coach in short texts and emails, reps will listen. Just an occasional text message like this one can be a good memory jogger: * Having a good day? Be sure to .... Reps who grew up with texting find it easy to ask managers for advice from their smartphones, and they're eager to continue the coaching process with frequent touchpoints. Managers just need to open the door for that to happen. One way is to use an openended question in an email, like this: * What worked really well in one of your calls this week? To avoid an overload of emails to read and respond to, however, that kind of open-ended email doesn't have to go to every team member every week. Some reps don't need it. Email follow up is not a one-way street. It's the ideal conduit for sales coaching conversations - two-way conversations, not one-way monologues or sermons. 32 FOCUS | FALL 2016 | www.L-TEN.org 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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