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Coaching in three steps, 2 days field program for area managers

The coaching program in two steps developed by Expand Health is the original and unique coaching format delivered right in the Area Sales Manager location. By assessing two field days, Expand Health trainers will improve and develop the Manager’s people skills in order to increase the Med Rep’s performance and motivation.

COACHING METHODOLOGY FOR AREA MANAGERS:

FIRST COACHING STEP:

  1. IN -FIELD SESSION (4 joint visits with one Medical Representative)
  2. ONE TO ONE SESSION (4 hours meeting)

MEDICAL REPRESENTATIVE MOTIVATION DIAGRAM

  • Personality type
  • Values, attitude and job satisfaction
  • Motivation driver

SECOND COACHING STEP:

  1. IN -FIELD SESSION (4 joint visits with one Medical Representative)
  2. COACHING FOLLOW UP REPORTS: 1. FLSM – MSR relationship status; 2. SWOT  diagnose; 3. Active learning evaluation
  3. ONE TO ONE SESSION (4 hours meeting)

INDIVIDUAL EFFECTIVNESS DESIGN

  • Decision style and performance dimensions evaluation
  • Leadership style correlation
  • Reinforcement program for shaping behavior

THIRD  COACHING STEP:

Team effectiveness project
Two days training “Team effectiveness projects analyze”

ONE DAY JOINT VISIT SCHEDULE

PREWORK
SET-UP COACHING AGENDA BY MSR AND FLSM IN ACCORDANCE WITH A COMPANY OBJECTIVE
9.00- 10.00        COACHING AGENDA DISCUSSION (SHORT BRIEFING ON EACH CLIENT)
10.00- 13.00       IN FIELD SESSION (4 DOUBLE CALLS)
13.00- 14.00       COACHING FOLLOW UP (COACHING FORM REPORT FILL IN)
14.00 -17.00       ONE TO ONE SESSION