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Coaching for better performance ok
1. Coaching for better performanceCoaching for better performance
Field TrainingField Training
2. Management Major FunctionsManagement Major Functions
Planning
Setting goals and deciding
how best to achieve them
Organizing
Allocating and arranging
resources
Controlling
Regulating activities to
reach goals
Leading
Influencing others to work
towards a goal
5. Leadership AttitudesLeadership Attitudes
High tech. low confidence
Supporting
Old demotivated
Coaching
Highly tech. self confident
Delegating
New employee
Directing
Task Orientation
PeopleOrientation
6. Coaching isCoaching is
*Style of communication between coach &Style of communication between coach &
coacheecoachee
*Maintain & enhance the good performance*Maintain & enhance the good performance
*Improve the performance in the diseased*Improve the performance in the diseased
areasareas
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7. The Manager as a CoachThe Manager as a Coach
If you treat people as monkeys, they will
behave like monkeys
Self motivation is the only truly effective
motivation which is the coach role
Your performance is only measured by
your employees performance
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8. The field coachingThe field coaching
Coaching
Continuous process
Constructive
Developmental
Observing
Learning
Support
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Else
Occasional process
Destructive
Appraising
Joint call
Teaching
Criticism
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9. The field coachingThe field coaching
Benefits
Company -- Ensure implementing messages &
policies
Sales Rep. -- Communication with the manager
Coach -- Opportunities to develop & evaluate
Customer -- Company image & support
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10. The coach abilities for better performanceThe coach abilities for better performance
Building relationship
Believing that people can and want to learn
Providing information and ideas
Context shifting
Confrontation
Encouragement
Responsibility
Effectiveness in questioning
Listening
Observing body language
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11. The shared responsibilityThe shared responsibility
Manager control
Sales Rep. control
Both responsible
(Coaching)
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12. Areas for coachingAreas for coaching
Knowledge
Selling Skills
Territory Management
Sales and Activity
Attitude
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13. Areas for coachingAreas for coaching
Knowledge
Geographical
Customer
Product
Competition
Company
Supplier
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14. Areas for coachingAreas for coaching
Territory Management
Planning
Customer Priorities
Routing
Time management
Recording & Reporting
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15. Areas for coachingAreas for coaching
Selling Skills
Pre-Call Preparation
Create Empathy
The Sales Interview
Post Call Analysis
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16. Areas for coachingAreas for coaching
Sales and Activity
Distributors-Sales points
Sales achievement
Returns
Collection
Activity goal
Conversion goal
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17. Areas for coachingAreas for coaching
Attitude
Knowledge
Selling Skills
Territory Management
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19. You tell
You do
He tells
You do
He tells
He does
Step by step field trainingStep by step field training
20. Coach as a field trainerCoach as a field trainer
Wheel of motivation
21. CoachingCoaching
The New representative
Importance of the first days
Many successive days
Maximum benefits for company, S.R.
and you
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22. CoachingCoaching
The New representative
Good working habits
Company image
A positive attitude
Self confidence
Selling skills
Interpersonal relationships
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23. CoachingCoaching
The Experienced Representative
Nothing new
I would not do it well
What I did it before worked
Money is the only motivator
I will gain nuts
I have my personal style
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24. CoachingCoaching
The Experienced Representative
Exact understanding of experience
Actual against his assumption
MILK RUN the greatest enemy
Keep them stretched in the job
Training by short term activity objectives
Importance of training needs diagnosis and
convincing S.R. are equal
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25. Exp.S.R.
Established products
New S.R. & Established Products
OR
Exp. S.R. & New products
New S.R.
New Products
Time allocation for coachingTime allocation for coaching
26. The Coaching DayThe Coaching Day
Role of the Coach
Cultivate good work habits
Observe, train and develop selling skills
Motivate
Generate enthusiasm for the massage
Assist with territory management
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27. The Coaching DayThe Coaching Day
Role of the Coach
Provide guidance towards objectives
Develop positive attitude
Provide counseling
Reinforce the company philosophy
Support the representative
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28. The Coaching DayThe Coaching Day
Dynamics of the day
Review of the benefits of the day
Set specific objectives
Set the appointment enough time before
Confirm expectations in writing
Meet the rep. Sometime before first call &
leave late
Accompany the rep. In each call
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29. The Coaching DayThe Coaching Day
Dynamics of the day
Stick to his normal work plan
Keep time for discussions bet. calls
Keep observer diary
Review the achievement at the end of the day
Set the next coaching visit objectives
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30. The Coaching DayThe Coaching Day
Post-day analysis
Praise even in the most disastrous day
The real test of management is how to
express criticism
Avoid little things
Discuss your analysis and confirm in writing
Fill out the coaching report together
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31. The Coaching CallThe Coaching Call
What you SHOULD do
Insure to be introduced correctly
Help to put the customer at ease
Be seen to be concerned observer
Listen attentively
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32. The Coaching CallThe Coaching Call
What you SHOULD NOT do
Contradict the representative
Openly criticize the representative
Appear as an echo to the representative
Interrupt the doctor or representative
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33. The Coaching CallThe Coaching Call
Pre-call guidelines
This should be done before each call
1. Review the information (Sales-Report)
2. What are the objectives for the call
3. Pre-call planning
4. Rehearse
5. What are your objectives
6. What will be your role
7. Put him at ease
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34. The Coaching CallThe Coaching Call
Call Guidelines
Don’t be used as active in selling
Intervene only in case of serious error
Observe the customer reactions
Observe the skills of the representative
Observe the use of product knowledge
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35. The Coaching CallThe Coaching Call
Call Guidelines
Note the deviation from the pre-call plan
Observe strengths
Observe areas for development
Thank the customer at the end
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36. The Coaching CallThe Coaching Call
Post call Guidelines
Immediately after each call
Be specific by discussing the pre-set objectives
Support strengths observed
Ask the representative to evaluate himself
Tell the representative areas for improvement
Demonstrate improvement
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37. The Coaching CallThe Coaching Call
Post call Guidelines
Rehearse
Support and encourage
Fill in the customer card
Set the objective of the second accompanied
day
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38. The benefits of coachingThe benefits of coaching
Improve performance
Improve productivity
Team development
Improve relation
Improve quality of life in work place
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39. The benefits of coachingThe benefits of coaching
Save time for the manager
Better use of employees skills & resources
Maximize ability & adaptability to change
One of the beneficial tools to achieve company
goals
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40. MERLMERL
YOUR RELIABLE PARTNERYOUR RELIABLE PARTNER
Learning is an
endless process
Successful coach
makes coaching as
a second nature
THE BEST OF
luck