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This document contains a number of tools, templates and checklists that will help the manager to implement the learnings, endorse action points and do focused coaching in the field.
For every tool, there is a manual and guidelines on how to use it proficiently

Tools for coaching

Scoring table for selling skills
Personal REC document for the individual sales person
Field observation form
Background reading on coaching

Tools for customer meeting preparation

How to make an agenda
How to make a Value Proposition
High Level Barco sales call prep

Checklist for Opportunity qualification

Checklist to assess your account management

How well do you know your account
Identify upsell and cross sell opportunities

Tools for customer oriented argumentation

Questions
Arguments
Objections
Jan Flamend  mobile: +32 496 57 40 25  -  fax: +32 16 73 49 05             |             Geert Ramaut   mobile: +32 484 292 100