Many field days are decided the same morning.
"I will join you today." The rep scrambles, the calls are whatever was already in the plan, and the manager spends the day watching without knowing what to look for.
At the end, both remember a pleasant day. Nothing changes.
In my experience, a field day that works is planned like a good call. Days before, and with the rep.
- Choose the rep on purpose.
- Who needs you most this month? A new joiner, a rep stuck on one skill, a strong rep ready to stretch. Not whoever's route is easiest.
- Agree the day together.
- Give notice and let the rep choose the calls. A surprise visit tests nerves, not skill.
- Set one goal.
- One skill to watch, agreed before the first call. This is the step that turns company into coaching.
- Prepare for each call.
- Read the call plan and what happened on the last visit. You cannot coach a call you know nothing about.
One trap I watch for in myself: going out with the same rep month after month because the day is comfortable. The reps who need me least are often the easiest company.
“Plan the field day the way you want the rep to plan a call.”
Lesson 2 of 16 in Step 3: The field day, with the full guide and a checklist for this week.