Coaching Days
There is no better way of assessing salesforce capability than observing them "in action". There is no better way of providing development feedback than doing so "in-the-moment".
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Field days for route teams, double jacking for phone teams, sitting in on B2B meetings... observational coaching is a critical part of your sales capability development strategy.
Focus & Feedback
Best-practice process for observational sales coaching is well established:
The organisation documents core capability. The sales person self-assesses against these capabilities. The coach observes performance of these in action. The coach and coached immediately debrief together - to align on strengths, areas of development, and specific actions arising. Which should then be documented and referenced for ongoing development, analysis, and optimisation.
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