1. Pharma Field Force Excellence
1. As an effective
Field Manager and as a
coach, you have to be
available when the team
member has a problem or a
need.
2. To be effective as an
Field Manager, you must
have developed something
through experience that you
can demonstrate and that will
be respected by your sales
people.
3. As an effective
Field Manager (sales coach),
you need to ‘walk the talk’ by
modeling those behaviors that
you tell your sales people to
exhibit.
4. TELLING is not
COACHING. Your ability to
INFLUENCE with proper
INTERPERSONAL skills
become very vital as part of
your coaching efforts.
5. In coaching activities, as an
Field Manager and as
a coach you are
(c) The communication skills,
(d) Knowledge of the market,
including customers.
6. As a coach
(Field Manager), you must be
committed and involved in
making each of your team
members...Successful.
7. Sales coaching is a two-
way, one-on-one process that
enables improvement of sales
person’s performance.
8. As an effective coach, you
need to develop the skill of
listening, observing and
objectively putting across the
truth.
9. As a coach you should
promote openness and trust.
10. You need to have a clear
understanding of sales
productivity and
more importantly, the
skills in developing your
sales people to successfully
handle thecompetitive
environment.
10 Coaching Tips for Field Managers
looking for those behaviors that influence your sales person’s selling capabilities. They are
(a) Knowledge of the products and services offered
(b) Clear understanding of sales strategies
Author : K. Hariram is the former MD (retd.) at Galderma India.
Rewrite: Masum Chowdhury, Manager, SBM, Asiatic Laboratories Ltd. E-mail: masum.pha@gmail.com