Welcome!

Field Visits with sales executives can take up to 80% of a sales manager’s time such is their importance to the continual development and productivity of the sales executive. Even in today’s turbulent marketplace where managers have less time to spend in the field than perhaps five or ten years ago, this means that it is even more vital that managers have excellent field visit skills. Every field visit should be motivational and productive for both the manager or coach and the sales executive.

However, if the field visit is structured ineffectively or if the manager doesn't have the requisite skills then the field visit can be seen as a ‘feared assessment’ as opposed to being motivational and developmental. The potential loss of productivity caused by a demoralising field visit cannot be under-estimated if field visits are simply not carried out or are carried out by an unskilled manager or coach.

Allan Mackintosh has completed over 1,000 “field visits” in his thirteen years as an Area Manager and Sales Coach within industry. He knows what it is like to get up early in the morning, spend hours on motorways or in aircraft, and return home late at night after field visits. He has also experienced routine visits from managers and trainers over eight years as a sales executive so he has ‘lived’ field visits from both perspectives.

Having experienced both ‘good’ and ‘bad’ field visits he embarked on a mission to find ‘best practice’ in performing field visits and within this page you will find information on how you can achieve this.  Whether you undertake field visit work in an FMCG, Pharmaceutical, or Technical environment, the skills necessary to make field visits work for everyone involved are universal.

The Coaching Sales Manager’s Guide to Field Visits is designed to support and enable those sales managers who carry out field visits with their representatives, to begin “field” coaching in a motivational and developmental fashion so as to enable their representatives to become more skilled and productive.

The Coaching Sales Manager’s Guide to Field Visits consists of the following:

• The Sales Manager’s Guide to Field Visits – PDF File (50 pages)
• Field Visit Structure Reminder Form
• Field Visit Report Form· Field Visit Skills Feedback Form
• Power point Slide presentation for Training Purposes
• This package will save you money and time!

By attending this event you will gain a sound understanding of:

• How to increase the overall sales performance of Sales Executives
• The benefits of regular field visits to the sales executive, sales manager and organisation
• How to structure the effective field visit day
• How to ‘turn the key’ to enabling self-motivation in Sales Executives
• How to ‘contract’ the day to manage expectations
• The essential skills of Contracting, Behavioural Adaptation Performance Coaching, Situational Leadership and Constructive Feedback
• How to ensure adequate and effective follow up development
• How to get feedback on your own ‘field visit performance’

A MUST attend for professionals in the field of: Sales Directors, Sales Managers, Sales Trainers and Coaches.

Inspirational Field Visits 2- Day Course – Read the (PDF) information leaflet.

For further Course Dates and information on running the courses in-house contact Allan Mackintosh direct on either
00 44 1292671220 or 00 44 7764168989.

Allan has vast experience from his thirteen years in the pharmaceutical industry and he has used this to continually develop new methods of working. Field visits is an area in which he excels and his ASPIRES model bring a structure to ensuring that field visits are beneficial to representative, manager and customer.

Andy Smith, Divisional Business Manager - Sanofi Aventis.

I would describe Allan as a great ‘field visitor” when he was a pharma sales manager. His visits were structured, based on specific business and skills objectives, and carried out in such a manner that I always found them motivational and productive.  Since becoming a sales manager I have found his training and support in this area quite outstanding.

Stuart Martin, Area Sales Manager - GlaxoSmithKline.

The ASPIRES model of field visits is just what is needed to structure pharmaceutical field visits so that they are effective not only in ensuring a good working relationship between representative and manager but also in enabling the manager to support the ongoing skill development of the representative. Allan delivers his training and coaching in a very passionate fashion whilst ensuring that the delegates are always fully involved .

Lucille Whitehead, Hospital Manager, Nycomed.

Allan Mackintosh is an accomplished conference and workshop speaker who regularly talks on various management topics such as team performance and coaching. He is an elected member of The Professional Speakers Association and has spoken for a number of companies and institute bodies such as The Chartered Management Institute (CMI), The Institute of Sales & Marketing Management (ISMM), The Chartered Institute of Personnel & Development (CIPD) and The NHS Managers Network.

Allan has developed an entertaining and thought provoking keynote speech on ‘field visits’ entitled “Where Do You Want to go Today, Boss?” This key note takes a light hearted but very serious look at the power of the well run field visit. Allan highlights the ‘seven deadly sins’ of poor field visits and discusses how poor and de-motivational visits can be turned into motivational and productive days for both sales executive and sales manager.

For more information on this exciting conference or workshop keynote then contact Allan on 00 776 416 8989 or allan@teambuildersinternational.com

NEW – Interim Sales Manager Field Visit Support.

Do you have a small field force and as such no extra resource or capacity to undertake regular motivational field visits with your sales team?

Have you, unfortunately, got vacancy or ‘sick-leave’ issues whereby your sales executives are not receiving motivational field visits as regularly as they should?

If so, then TeamBuilders International Ltd can help. We can provide specialist resource in the form of experienced field visitors all of whom are experienced sales managers and sales coaches.

If you are looking to maintain the enthusiasm and growth of your sales executives while your organisation grows or while a resourcing issue is being resolved then talk to us by contacting Allan Mackintosh on 00 44 1292 671220 or 00 44 776 416 8989.

ASPIRES. Every field visit needs an effective structure and every manager needs effective skills to make that structure work. This overview will outline the structure and the skills. Read the article here.

FOUR Ds – This article looks at the four ‘types’ of sales manager and the impact they can have on sales executive morale. Read the article here.

Links

www.teambuildersinternational.com – Building High Performance Teams & People

www.pmcscotland.com – Innovative and Cost Effective Management Development products & services

www.diamondmotivation.com  - The Simple Way to workplace Motivation.