Coaching for excellence
Get insights on how to develop and coach your sales and field force for excellence.
The environment in which we operate is changing rapidly and requires the constant upskilling of our teams. Competition is intensifying, access to our customers is becoming more difficult as they seek sustained value contribution to their practices, digitization is accelerating… The fight for the right profiles and talent has never been so harsh.
Attracting, managing, developing and retaining talent has become even more important for any business that focuses on creating and bringing value to their customers and their patients.
Coaching is a critical stepping stone in this arena. Effective performance-based coaching will result in:
- enhanced competencies and capabilities
- long-term behavioral changes in desired areas
- improved confidence, motivation and trust
- greater feeling of belonging to the company and team
The overarching intent of performance-based coaching is to help your sales reps consistently achieve higher levels of performance and confidence. As such, coaching must focus on the knowledge and behavioral competencies that drive performance and not on the quantitative results themselves. When competencies are developed, performance improves and quantitative results will follow.
It is a continuous process of collaborative goal setting, observation and structured conversations to develop the competencies sales reps need to improve performance in the short to long term.
VIEW THIS ON-DEMAND WEBINAR ( 30 min ) AND DISCOVER:
- Effective performance-based coaching
- Role and structure of the sales organization
- Competency model for excellence
- Talent assessment
- Performance management
- Coaching process
- Progress analysis