Employees don't leave companies...they leave managers. Employees want managers that act as leaders, mentors, and above all, coaches. Hold on to your superstar employees:
Most organizations understand the critical role coaching and development play in driving the engagement, alignment, and performance of their sales forces. However, many of these organizations struggle to go beyond the basics and fail to bring engagement and adoption to the coaching process. Through forward-thinking philosophies, emerging standards, and advances in technology, coaching and development have moved to the forefront of mission critical imperatives. Even so, the need to take coaching to the next level, and thereby fill a void focused on how and why to coach more effectively, still exists.
Coaching has long been a critical component of the development of sales professionals. They offer valuable face time between a Manager and his/her team members to focus on leveraging successes, identifying areas for improvement, and most importantly impacting results.
If your company is like most, you likely have an LMS in place; but is it a building block or a barrier to optimizing learning opportunities for your field-based sales force? In order for optimal development to take place throughout a field professional's career path, learning opportunities need to occur in a variety of ways and training departments need to be prepared to leverage different tools to enhance learning and training ongoing. Manager's or coaches need to be empowered to make prescriptive training assignments in real time when coaching and giving developmental feedback, AND employees need the opportunity and incentive to access self-directed learning on-demand.
Coaching is arguably one of, if not the most, important things a Manager can do. Modern coaching has shifted from a traditional approach to in-the-moment feedback, formal and informal coaching conversations, a seamless link to training, and documented coaching continuums.
How a start-up, specialty Biotech company installed a technology-driven coaching and development process the field sales organization embraced.