Joint field work is where you and your rep make sales calls together. Sales reps benefit and learn from your knowledge and experience, but they’re still not working without a network, so to speak.
The problem most sales managers have when doing joint fieldwork is that they end up taking over the entire call. Some even forget that the salesperson is in the room! This does nothing to train or develop the sales rep. The real purpose of doing joint fieldwork today is so your sales rep won’t need you on future sales calls.
More specifically, developing a skill in a sales representative through joint fieldwork is a five-step process:
1. Skill Identification – You must first identify the skill you need to develop in your sales rep. Examples include phone prospecting, fact finding, live demos, etc.
2. Training Stage: You need to teach the skill, its purpose, and how to perform it correctly. This may require multiple training sessions to complete.
3. Sales Rep Observation Stage – This is where the sales rep watches you perform the skill with customers in the field. Essentially, you are showing them how to do it. Again, this may require more than one session to complete.
4. Manager Observation Stage – Once they have seen the skill performed often enough, it is time for them to try it out for themselves. In this stage, the sales representative begins to practice the skill while he watches. For example, he may listen as they make prospecting calls over the phone or join them on a call when they present a proposal to a client. At this stage, he must provide feedback reinforcing correct behavior and correcting incorrect behavior. After several joint calls, this feedback will allow the sales rep to hone her skill until she becomes independent.
5. Training Stage – Once you’ve observed the sales rep’s ability to perform the skill correctly, you need to motivate and train them to use it repeatedly. Development is not complete until the proper use of the skill is an internalized habit that is performed unconsciously. Again, this stage occurs over multiple calls, and sometimes over a long period of time. In fact, some managers say that the training phase never really ends.
Remember, the goal is to push the baby bird out of the nest, so to speak. However, it will never be able to take its first solo flight if it is only allowed to fly on your back.
Love higher!
