Competing in a global economy takes more than just positioning sales teams in strategic geographic markets. In order for those teams to succeed, they will need to be coached effectively — distance can present significant challenges. For example, when coaching sessions are not conducted face-to-face, even the most effective and disciplined coaches are likely to “put off” or cancel sessions or allow themselves to be become distracted by technology or other interruptions. There is also a tendency, when conducting a coaching session by phone, for the coach to slip into the “tell mode” instead of patiently and skillfully following the “Salesperson talks first” philosophy of well-executed Developmental Coaching. How can your organization steer clear of these pitfalls and provide “great sales coaching that overcomes great distance?”
Verto Remote Coaching Program helps sales managers to overcome the challenges of managing and developing team members across geographies and time zones without sustained face-to-face contact. The Program teaches “long distance” coaching strategies to support team members in achieving their objectives, foster growth, and motivate. Through highly customized scenarios, participants apply a Remote Coaching Framework that uses much of the Developmental Coaching philosophy and process and adds key discussion elements focused on performance metrics that lie at the heart of remote coaching and relationship building. Participants also develop strategic coaching plans, practice skills, and develop strategies for implementing the plans by optimizing the remote channels of telephone, voice mail, e-mail, instant messaging, and team conference calls. The Remote Coaching session also includes a brief administrative update.
- Increase productivity and sales performance by enhancing the quality of coaching that managers provide to their remote teams
- Build morale and increase retention
- Improve internal job satisfaction as well as external client satisfaction
- Outperform competitive teams that rely on remote coaching