Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach
Go from manager to coach—and motivate your staff to unprecedented success!\ Since the original publication of this classic guide, organizations have recognized that sales coaching is a sales manager's most important role. Now, author Linda Richardson has completely updated and revised Sales Coaching to include the latest tools and techniques, as well as a refined sales coaching process for increasing performance.\ Sales Coaching will help you make the essential transition from boss to coach...
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Make the Leap From Manager to Sales Coach Today!Sales coaching is a powerful tool. It can forge partnerships, cement relationships, and multiply sales. It can blast away at hyper-competition. Yet few managers have coaching in their grasp. This book will show you as a sales manager how to: Help each of your salespeople increase effectiveness and productivity Develop questions, listening, and closing skills in your people Motivate your salespeople to stretch beyond their comfort zone Teach your salespeople to self-coach Increase your skill and comfort with giving feedback Turn sales problems into sales revenue Strengthen relationships with your sales team Take sales training out of the training room and put it into everyday sales practice Create a culture that supports team sales Increase the success and fun you have with your salespeople Here is the first book on the coaching process written exclusively for sales managers—a brief, concise primer with the fundamentals, nuances, examples, and tools you need for moving fast from boss to coach.
1 Developmental Sales Coaching - Boss to Coach 12 Developmental Sales Coaching - Priority One 133 Developmental Sales Coaching - The Model 214 Developmental Sales Coaching - The Skills 595 Developmental Sales Coaching - Feedback 676 Developmental Sales Coaching - Focus and Discipline 897 Developmental Sales Coaching - Remote, Team, and In-the-Action Coaching 1038 Developmental Sales Coaching - Sales Meetings and Coaching Your Team 1179 Developmental Sales Coaching - Peer and Self-Coaching 13710 Performance Reviews and Consequence Coaching 14711 Developmental Sales Coaching - Technology As a Sales Coaching Tool 163Conclusion 173Appendix Coaching Tools 175Index 177
